长期权力感知对谈判结果的影响研究

Research on the Influence of Long-term Power Sence on Negotiation Outcome

为了探究个人长期权力感知对谈判结果的影响及作用机制,丰富和创新现有的谈判理论,针对实验被试者设计并实施了一次多事项模拟谈判实验;以实验测量所得的长期权力感知、首次报价、调节作用分别作为自变量、中介变量以及调节变量,探究长期权力感知对谈判结果的影响、首次报价所起到的中介作用以及调节定向的调节作用;结果显示长期权力感知与谈判收益之间具有正向相关关系,首次报价在过程中起到中介作用,但是调节定向的调节作用在其中却并不显著;基于以上研究,长期权力感知更强的谈判者会提出更高的首次报价,从而获取更好的谈判收益,调节定向的调节作用在以后的研究中有待进一步探究。

To research the effect and mechanism of personal long-term power sence on negotiation outcome,enrich and innovate existing negotiation theories,a multi-issue negotiation was designed and implemented for the subjects. Taking long-term power sence,the first offer and regulatory focus as independent variable,intervening variable and moderating variable,this paper explores the influence of long-term power sence on negotiation outcome,the mediating is of the first offer and regulatory effect of regulatory focus. Main conclusions are： the longterm power sence has a significantly positive correlation with negotiation outcome,the first offer plays a mediating role in the influence of long-term power sence on negotiation outcome,but there is no significant regulatory effect of regulatory focus between long-term power sence and negotiation outcome. Based on above research,negotiator with higher long-term power sence will give a higher first offer,thus get better negotiation income. Regulatory effect of regulatory focus remains to be further explored in future research.