不同关系情景下框架对谈判行为和谈判结果的影响

发布时间：2017-12-27 09:19

本文关键词：不同关系情景下框架对谈判行为和谈判结果的影响　出处：《南京大学》2013年硕士论文　论文类型：学位论文

【摘要】：谈判是当人们无法依靠单边力量达成目标时,与他人进行的必需的决策过程(Thompson,2008)。谈判既可能是分配式谈判,也可能是整合式谈判。分配式谈判是指谈判双方的利益完全不一致,谈判一方的获益必然会导致另一方的受损。整合式谈判是指谈判者的利益并不完全相反,他们可能会通过交换,来增加可分配资源的数量,从而最终达到对彼此都有益的结果。本文的实验研究所选取的谈判类型就是整合式谈判。朋友关系是指双方之间有亲密的人际关系纽带,亲切和蔼、真诚互通的关系。并不包括商业伙伴、合作对象等有目的的关系。熟人关系是指双方之间仅有很有限的熟悉程度和联系程度(Pri Prandhan Shan, Karen A. Jehn1993)。本文对框架的含义正是Kahneman和Tversky(1979)所提出的前景理论的核心观点,即相对于中立的参照点而言,个体把结果看作是获得或者损失的自我构念。本文首先对谈判中的框架效应、关系影响谈判行为和结果作了充分的文献回顾,总结前人在此领域所得出的结论,并以前景理论为依托,发现了此领域中存在的理论空白,提出了相关假设。本文的实验部分是200人组成100个两人小组,参加一项模拟二手车买卖谈判,谈判内容包括价格、交货期限、首付百分比三个项目,是典型的整合式谈判。实验中将被试分为朋友组和熟人组、正框架组和负框架组,通过谈判过程的录音及被试签订的谈判合同得到变量的取值,并利用单因素方差分析、双因素方差分析、均值比较等统计方法对关系、框架、谈判行为和结果之间的关系进行了分析,对之前提出的假设进行了检验。研究结果表明,谈判前研究者成功进行了谈判双方关系和框架的操纵：在熟人中,出现了标准框架效应,即人在负框架下比正框架作出的让步小；但在朋友中,此框架效应遭到逆转：朋友之间在负框架下反而比正框架作出的让步大。此外,研究结果还显示,存在朋友关系的谈判者更加愿意与对方合作,取得更大的联合收益,达到双赢。该研究很好地解释了创业兄弟只能共患难却不能同富贵的社会现象,而且对从事商业谈判的人也具有实际指导意义。
[Abstract]:Negotiation is the necessary decision-making process (Thompson, 2008) with others when people cannot rely on unilateral forces to achieve their goals. The negotiations may be distributed negotiations, negotiations may also be integrated. The distributive negotiation means that the interests of the two parties are completely inconsistent, and the benefit of one party will inevitably lead to the damage of the other party. Integrative negotiation is the interests of the negotiators are not completely opposite, they may be through the exchange, increase the number of resources, and ultimately achieve results beneficial to each other. Experimental study on the selected type of negotiation is integrative negotiation. A friend relationship refers to a close relationship between the two sides, affable and sincere. It does not include a purposeful relationship, such as business partners, partners, and so on. The acquaintance relationship means that there is only a limited degree of familiarity and contact between the two parties (Pri Prandhan Shan, Karen A. Jehn1993). The meaning of the framework is the core idea of prospect theory put forward by Kahneman and Tversky (1979).
【学位授予单位】：南京大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：C912.3

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