谈判中动机性信息加工理论述评

A Review of Motivated Information Processing Theory in Negotiation

以往谈判研究多从认知或动机的单一视角切入,动机性信息加工(MIP)理论首次结合了认知视角和动机视角,探讨谈判的过程和机制。MIP理论由社会动机和求知动机两方面构成。社会动机指对谈判结果在自己与对方之间的特定分配的偏好,影响信息加工的选择和内容,求知动机指发展和保持对周围世界的精确和全面理解的意愿,影响信息加工的深度。MIP理论的谈判研究也取得了丰富的成果,如谈判策略的选择、信息选择的偏好等。同时,对未来的研究进行了展望。

To shift from the unilateral view, such as cognition or motivation, of previous negotiation researches to multilateral interaction view, MIP （Motivated Information Processing） combines the motive, the cognition, and discusses the process and mechanism of negotiations. MIP consits of social motivation and epistemic motivation. Social motivation is defined as the preference for aparticular distribution of outcomes between oneself and the counterpart, influencing the choice and the content of information processing. Epistemic motivation is defined as the desire to develop and hold a rich and accurate understanding of the world, influencing the depth of information processing. Negotiation researches based on MIP theory have obtained abundant and valuable resultsl such as choice of negotiation strategies, preference of information choice and so on. The research prospects are proposed at the end of the paper.