非对称任务下社会动机对多边谈判策略和结果的影响

The Effects of Social Motivation on Asymmetrical Multilateral Negotiations

社会动机是谈判研究中一个非常重要的变量,本研究关注的是非对称谈判任务条件下,谈判者混合社会动机对谈判策略和结果的影响。研究采用2×3实验设计,以联盟内外谈判者的社会动机为自变量,谈判策略和谈判结果为因变量进行实验室模拟谈判研究,结果表明:(1)少数方和多数方的社会动机对谈判策略有显著影响;(2)少数方和多数方的社会动机对谈判联合结果存在着二阶交互作用;(3)少数方社会动机对谈判的质量影响显著,多数方社会动机对谈判的质量影响不显著。

Social motivation plays an important role in negotiation research. The paper intended to investigate how the negotiators mixed social motivation affected the process and outcome of multilateral negotiation in an asymmetrical task structure. Majority social motivation and minority social motivation were designed as the independent variables and the negotiation strategies included integrative and distributed ones, and the negotiation outcomes were designed as dependent variables in these 2 ×3 laboratory simulation experiments. The main conclusions of this study included： （1） Majority social motivation and minority social motivation had significant rnain effects on negotiation strategies; （2） Majority social motivation and minority social motivation had a two-way interaction effect on negotiation outcomes; （3）Minority social motivation had a significant effect on the negotiation quality while the effect of majority social motivation on negotiation quality was not significant.