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谈判的主观结果:衡量谈判质量的另一种方式 被引量：1

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摘要 受经济学影响,以往谈判研究多以客观结果作为衡量谈判质量的唯一指标。然而目前,谈判主观结果的研究日渐受到重视。从理论上看,是受积极心理学思潮的影响;从现实中看,只考虑客观结果的谈判理论不能很好地指导谈判者实践。通过回顾近年来学界对谈判主观结果概念、测量、意义和影响因素等方面的研究,我们认为,未来研究应逐步完善主观结果的概念与测量方式,系统考察其影响因素,从而达到谈判各方在客观与主观结果上的"双赢"。
作者 谢天 韦庆旺 段锦云 周静
机构地区 武汉大学哲学学院 中国人民大学心理学系 苏州大学教育学院
出处 《武汉大学学报（人文科学版）》 CSSCI 北大核心 2012年第4期75-80,共6页 Wuhan University Journal (Humanity Sciences)
基金 教育部人文社科规划研究项目(09YJCZH087) 国家哲学社会科学基金一般项目(11BSH042) 武汉大学985工程(904273258) 中国人民大学科学研究基金(中央高校基本科研业务费专项资金 10XNK153)
关键词 积极心理学 客观结果 主观结果 谈判者满意感 双赢
分类号 F246 [经济管理—劳动经济]
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参考文献32

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二级参考文献9

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共引文献1

同被引文献52

  • 1梅传书,徐海峰,赵明江.水利工程项目建设中索赔的关键因素和策略[J].海河水利,2004(3):32-34. 被引量：1
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  • 3Xue X, Shen Q, Ji Yet al. Cognition driven frameworkfor improving collaborative working in construction projects: Negotiation perspective [ J ]. Journal of Business Economics and Management, 2010(2) :227-242.
  • 4Cheung S, Suen H C. A multi-attribute utility model for dispute resolution strategy selection [ J ]. Construction Management & Economics, 2002, 20 (7) :557-568.
  • 5Chau K W. Insight into resolving construction disputes by mediation/adjudication in Hong Kong [ J ]. Journal of Professional Issues in Engineering Education and Practice, 2007, 133(2) :143-147.
  • 6Brooker P. Survey of construction lawyers" attitudes and practice in the use of ADR in contractors'disputes [ J ]. Construction Management & Economics, 1999, 17 ( 6 ) : 757-765.
  • 7Bereoviteh J, Gartner S S. Is there method in the madness of mediation? Some lessons for mediators from quantitative studies of mediation[J]. International Interactions, 2006, 32 (4) :329-354.
  • 8Brooker P, Lavers A. Perceptions of alternative dispute resolution as constraints upon its use in the UK construction industry[ J]. Construction Management & Economics, 1997, 15(6) :519-526.
  • 9Aibinu A A. The relationship between distribution of control, fairness and potential for dispute in the claims handling process [ J ]. Construction Management and Economics, 2006, 24( 1 ) :45-54.
  • 10Leung M, Liu A M, Ng S T. Is there a relationship between construction conflicts and participants" satisfaction? [J ]. Engineering, Construction and Architectural Manage- ment, 2005, 12(2) :149-167.

引证文献1

二级引证文献7

武汉大学学报（人文科学版）
2012年 第4期

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