群体关系与问责对信息共享意愿及谈判行为的影响研究

本研究就国人的群体关系与问责对谈判者行为及信息共享意愿进行考察,试图探讨文化对谈判者的影响。通过对128名在校大学生的模拟谈判实验,发现谈判者在群内谈判比在群际谈判时有更高的信息共享意愿和更少的强硬行为,群体关系和问责对信息共享意愿及主观利益冲突有交互效应。具体而言,高度问责时,谈判者在群内谈判比群际谈判时有更多的信息共享意愿;低度问责时,谈判者在群内谈判比群际谈判时有更少的主观利益冲突。     

Positive Effects of Within-Group Cooperation on Between-Group Negotiation1

The present study simulated an organizational dispute to test two sets of alternative hypotheses regarding the effects of within-group cooperation and conflict on a subsequent negotiation with an out-group. The first set of hypotheses concerned in-group cooperation. We expected that either (a) in-group cooperation would produce greater cooperation toward an out-group, the result of a carryover effect; or (b) in-group cooperation would increase group cohesiveness and strengthen group boundaries, and thus produce greater competitiveness toward an out-group. The second set of alternative hypotheses concerned in-group conflict. We expected that either (a) in-group conflict would produce greater competitiveness toward an out-group, the result of a carry-over effect; or (b) in-group conflict would decrease group cohesiveness and weaken group boundaries, and thus produce less competitiveness toward an out-group. Subjects in three-person groups negotiated first with one another on a cooperative or competitive task, and then as a group, with another group. The data supported the carryover hypothesis for the effects of both in-group cooperation and conflict. Groups that experienced internal cooperation were more cooperative in the subsequent between-group negotiation and, to a lesser extent, groups that experienced internal conflict were more competitive in the subsequent between-group negotiation, relative to a control condition that had no prior in-group negotiation. Taken together, the results were consistent with recent research on dispute intervention that suggested that mediators in between-group conflict should foster within-group cooperation prior to between-group negotiations.     

Organizational Conflict Management as Disputing Process The Problem of Social Escalation

In this article, organizational conflict management is conceived as a “disputing process” involving the social escalation from grievance stage to conflict and dispute stages. The Disputing Process Instrument (DPI) was designed as a way to study these phenomena quantitatively. Seven behaviors are represented in the instrument: conciliatory negotiation, third-party mobilization, overt retaliation, covert retaliation, toleration, avoidance, and discipline. The DPI demonstrated high reliability, content, discriminant, and construct validity relative to earlier conflict instruments. An empirical study of social escalation was conducted among peers with different strengths of informal relations in an electronics firm. The study results revealed that interpersonal problems among weakly tied peers are likely to be contained at the grievance stage using covert behaviors or to be socially escalated to disputes involving third parties. More strongly tied peers are likely to escalate their problems from grievances to dyadic confrontations only. These results have implications for understanding disparate results from earlier studies of peer conflict in organizations and for arguments regarding the introduction of external third-party conflict consulting in organizations.     

Mind games: the mental representation of conflict

Perception and misperception play a pivotal role in conflict and negotiation. We introduce a framework that explains how people think about their outcome interdependence in conflict and negotiation and how their views shape their behavior. Seven studies show that people's mental representations of conflict are predictably constrained to a small set of possibilities with important behavioral and social consequences. Studies 1 and 2 found that, when prompted to represent a conflict in matrix form, more than 70% of the people created 1 of 4 archetypal mixed-motive games (out of 576 possibilities): Maximizing Difference, Assurance, Chicken, and Prisoner's Dilemma. Study 3 demonstrated that these mental representations relate in predictable ways to negotiators' fixed-pie perceptions. Studies 4-6 showed that these mental representations shape individuals' behavior and interactions with others, including cooperation, perspective taking, and use of deception in negotiation, and through them, conflict's outcomes. Study 7 found that the games that people think they are playing influence how their counterparts see them, as well as their counterparts' negotiation expectations. Overall, the findings document noteworthy regularities in people's mental representations of outcome interdependence in conflict and illustrate that 4 archetypal games can encapsulate fundamental psychological processes that emerge repeatedly in conflict and negotiation.     

Verbal and Nonverbal Interactions of Four- and Five-Year-Old Friends in Potential Conflict Situations

Dyads of 4- and 5-year-old friends and nonfriends attending preschools in central Italy were identified by friendship nominations. The 217 dyads of friends and non-friends participated in 2 closed-field tasks designed to simulate real-life situations of potential conflict. In the 4-year-old cohort, there were no significant differences in the behavior of the partners in either of the situations. However, at age 5 years, friends respected the rules of a fast-paced competitive game significantly more than did nonfriends. In discussing how to share a single object (a chocolate egg with a toy inside), 5-year-old friends were more likely to reach agreement than were nonfriends. The results suggest important developmental changes in the processes of negotiation and sharing within the preschool years.     

Verbal and nonverbal interactions of four- and five-year-old friends in potential conflict situations

Dyads of 4- and 5-year-old friends and nonfriends attending preschools in central Italy were identified by friendship nominations. The 217 dyads of friends and non-friends participated in 2 closed-field tasks designed to simulate real-life situations of potential conflict. In the 4-year-old cohort, there were no significant differences in the behavior of the partners in either of the situations. However, at age 5 years, friends respected the rules of a fast-paced competitive game significantly more than did nonfriends. In discussing how to share a single object (a chocolate egg with a toy inside), 5-year-old friends were more likely to reach agreement than were nonfriends. The results suggest important developmental changes in the processes of negotiation and sharing within the preschool years.     

Team negotiation: social, epistemic, economic, and psychological consequences of subgroup conflict

Large collectives (e.g., organizations, political parties, nations) are seldom unitary players. Rather, they consist of different subgroups that often have conflicting interests. Nonetheless, negotiation research consistently regards negotiating teams, who represent these collectives, as monolithic parties with uniform interests. This article integrates concepts from social psychology, management, political science, and behavioral game theory to explore the effects of subgroup conflict on team negotiation. Specifically, the present research introduced a conflict of interests within negotiating teams and investigated how this internal conflict affects the outcome of the negotiation between teams. An experiment with 80 four-person teams found that conflict between subgroups had a detrimental effect on the performance of negotiating teams. This research also employed a recent model of motivated information processing in groups to investigate possible processes underlying the effect of subgroup conflict on team negotiation.     

Seeking security or growth: a regulatory focus perspective on motivations in romantic relationships

Using a multimethod approach, we examined how regulatory focus shapes people's perceptual, behavioral, and emotional responses in different situations in romantic relationships. We first examined how chronic regulatory focus affects romantic partners' support perceptions and problem-solving behaviors while they were engaged in a conflict resolution discussion (Study 1). Next, we experimentally manipulated regulatory focus and tested its effects on partner perceptions when individuals recalled a prior conflict resolution discussion (Study 2). We then examined how chronic regulatory focus influences individuals' emotional responses to hypothetical relationship events (Study 3) and identified specific partner behaviors to which people should respond with regulatory goal-congruent emotions (Study 4). Strongly prevention-focused people perceived their partners as more distancing and less supportive during conflict (Studies 1 and 2), approached conflict resolution by discussing the details related to the conflict (Study 1), and experienced a negative relationship outcome with more agitation (Study 3). Strongly promotion-focused people perceived their partners as more supportive and less distancing (Studies 1 and 2), displayed more creative conflict resolution behavior (Study 1), and experienced a negative relationship outcome with more sadness and a favorable outcome with more positive emotions (Study 3). In Study 4, recalling irresponsible and responsible partner behaviors was associated with experiencing more prevention-focused emotions, whereas recalling affectionate and neglectful partner behaviors was associated with more promotion-focused emotions. The findings show that regulatory focus and approach-avoidance motivations influence certain interpersonal processes in similar ways, but regulatory focus theory also generates novel predictions on which approach-avoidance models are silent.     

班主任协商管理行为、师生关系与小学4~6年级学生外化问题行为的相互作用关系：交叉滞后研究

为探讨班主任协商管理行为、师生关系和学生外化问题行为三者间的相互作用关系, 在1个学年中, 采用问卷法对1407名小学4~6年级学生进行3次追踪测量。交叉滞后分析结果表明：(1)班主任协商管理行为启动积极的相互作用过程, T1时的班主任协商管理行为能显著减少T2时的学生的外化问题行为、提升T2时的师生关系亲密和降低T2时的师生关系冲突, 进而显著影响T3时的班主任协商管理行为、师生关系和学生外化问题行为; (2)学生外化问题行为驱动消极的相互作用过程, T1时的学生外化问题行为能显著减少T2时的班主任协商管理行为、降低T2时的师生关系亲密和增加T2时的师生关系冲突, 进而显著影响T3时的学生外化问题行为、师生关系和班主任协商管理行为。研究结果支持动态相互作用模型, 提示班主任在警醒学生外化问题行为的负面驱动作用的同时, 可有意识地利用协商管理行为的积极驱动作用干预学生的外化问题行为。     

谈判者第一次出价对谈判破裂的影响：角色的调节作用

谈判者在大多数情况下都希望能顺利达成协议,但很多时候多种因素使得谈判进入僵局或者破裂。本研究利用模拟谈判的手段,综合考察了第一次出价对谈判破裂的影响。很多谈判者出于害怕吃亏或者希望获得更多收益,向对手提出较高的第一次开价。研究一证明第一次出价越高,谈判越容易失败。有趣的是,第一次开价的高低与谈判破裂之间的关系会受到谈判角色的影响,谈判者的权力不同会使得他们的第一次开价具有不同的作用。研究二证实,当谈判双方权力不对等时,第一次出价对谈判破裂的负面作用受到了权力的影响。弱者的第一次出价越高,谈判越容易破裂。中介分析表明,当弱者出价较高时,容易让对方感到竞争性过强,因此不愿意达成协议。本研究不仅丰富了谈判破裂和第一次出价的理论研究,而且对于谈判者具有实践意义     

Culture in the context of intercultural negotiation.

This study explores culture's effect on behaviors and outcomes in intercultural negotiation and examines how those effects are moderated by role. Eighty U.S. and international students took part in a previously developed negotiation task (Pruitt, 1981) and completed Hui and Triandis's (1986) individualism‐collectivism (INDCOL) scale. Negotiation interactions were coded for information sharing, offers, and distributive tactics. Findings show that a negotiation dyad's collectivism is positively associated with higher joint profit. The effects of culture on both communication behaviors and joint outcomes, however, differ by role of the negotiator. In particular, seller collectivism has larger and more consistent effects on communication behavior and joint profit than buyer collectivism. Results support a ‘culture in context’ perspective of negotiation that takes into account negotiator qualities, contextual and structural features of the negotiation, and mediating processes in addition to cultural values.     

The Effects of Marital Conflict on Korean Children’s Appraisal of Conflict and Psychological Adjustment

This study examined the effects of marital conflict on Korean children’s psychological adjustment and appraisal of hypothetical marital conflict situations. Children between the ages of 10 and 12 were divided into “high-conflict” (n = 58) and “low-conflict” (n = 58) groups based on their self-reported degree of perceived interparental conflict in the home environment. Hypothetical marital conflict situations were provided in cartoon format, and were differentiated based conflict intensity (verbal versus physical aggression) and content (child-related conflict versus non-child-related conflict). In general, children reported greater negative affect and perceived threat to hypothetical conflict situations involving physical aggression compared to situations involving verbal conflict. In child-related conflict situations, children reported more fear of being drawn in and endorsed coping strategies that involved direct intervention. “High-conflict group” children evidenced stronger reactivity in responding to marital conflict situations in general and endorsed indirect intervention strategies—a finding previously not found in similar studies conducted with European-American children—indicating the possibility of cross-cultural difference in coping preferences in interparental conflict situations. Furthermore, “high-conflict group” children manifested more indices of maladjustment as indicated by externalizing and internalizing behavior problems, in addition to more self-reported depressive symptoms. Results highlight the effects of marital conflict on children’s psychological adjustment and indicate the possibility of cross-cultural differences in preferred coping mechanism in interparental conflict situations for Korean children.     

Overt and covert antisocial behavior: Child and family characteristics among psychiatric inpatient children

The present study examined child and family characteristics associated with overt and covert antisocial child behaviors. Child psychiatric inpatients (N=258, ages 6–13) were identified as high in overt and/or covert antisocial behaviors (e.g., aggression and stealing, respectively) based on a structured parent interview measuring antisocial behavior. Children were classified into four groups derived from the factorial combination of level of overt (high vs. low) and covert (high vs. low) antisocial behaviors. Analyses were made of the children's reactions to hostile and anger-provoking situations, deviant and prosocial child behaviors at home and at school, and family structure and organization. Children higher in overt antisocial behaviors were more negative, resentful, and irritable in their reactions to hostile situations and more aggressive at school. They came from families with significantly greater conflict and less independence among family members. Children higher in covert antisocial behavior participated in fewer social activities and were higher in anxiety; their families showed significantly lower family cohesion and organization and less of an emphasis on moral-religious values. The results suggest reliable differences in child and family functioning as a function of patterns of overt and covert antisocial behavior.     

Physiological,affective, and behavioral responses to interpersonal conflict among males from families with different levels of cohesion and adaptability

To examine the relation between characteristics of a person's family of origin and cardiovascular, behavioral, cognitive, and affective response to interpersonal conflict, responses of 15 young males from families rated as extreme (EXT) on scales of cohesion (enmeshed or disengaged) or adaptability (chaotic or rigid) were compared to those of 25 young males from families rated as balanced (BAL) on measures of cohesion and adaptability. Subjects participated in two interpersonal role-play conflict situations, one with a male confederate and the other with a female confederate. Measures of heart rate (HR), blood pressure, and indices of both positive and negative verbal and nonverbal behaviors were obtained during each scenario and self-reported measures of positive and negative cognitive self-statements and affective response were obtained following each conflict scene. Results showed that, in contrast to BAL males, EXT males exhibited more negative verbal and nonverbal behavior, less positive nonverbal behavior, higher ratings of state anxiousness during conflict, and higher HR responses during the interaction with the male confederate than the female confederate. These findings suggest that exposure to a family environment with extreme levels of cohesion and adaptability impacts how an individual responds to interpersonal conflict in young adulthood.     

Do Marital Conflict Behaviors in Response to a Novel Stressor Uniquely Predict Adolescent Outcomes?

The goal of this study was to examine whether mothers’ and fathers’ marital conflict behaviors in response to a novel stressor are uniquely predictive of adolescent outcomes. Previous research establishing the detrimental consequences of marital conflict for child outcomes has relied exclusively on assessments of conflict that measure reoccurring or past conflict. From 153 adolescents and/or both of their parents, reports were gathered on marital conflict, adolescent conflict appraisals, parent-adolescent relationship quality, and adolescent adjustment. Couples engaged in two marital problem-solving interaction tasks—one that elicited conflict behaviors by requiring discussion of salient, reoccurring topics of disagreement and one that prompted conflict behaviors by requiring that couples worked together to solve an unfamiliar problem. Results indicated that compared to behaviors during the marital conflict discussion as well as parent-reports of the frequency, intensity, and resolution of typical conflict, conflict behaviors in response to a novel stressor, particularly those displayed by mothers, were uniquely associated with adolescents’ conflict appraisals and dimensions of the parent-adolescent relationship but not adolescent adjustment. Specifically more-negative (relative to positive) conflict behaviors in response to the novel stressor was associated with more-negative adolescent conflict appraisals; mothers’ more-negative conflict behaviors in response to a novel stressor were also linked to adolescents reporting less parental monitoring. In contrast, parent reports of typical marital conflict uniquely predicted conflict property appraisals, the affective quality of mother-adolescent relationships, and adolescent adjustment. Implications for future research elucidating associations between conflict behaviors in response to a novel stressor on children and families are discussed.     

Outline of a denotative definition of aggression

Aggression is defined as generic assertiveness which includes both constructive and destructive behaviors. An attempt is then made to classify the distinctive operational settings (phenotypic situations) which trigger aggression. The classes of such settings are: 1) privation - the frustration of vital needs and the frustration due to inner conflict of needs; 2) conflict (social) - situation-specific competition and intragroup rivalry for dominance; and 3) victimization — predator-prey relations and vandalism per se. Critical questions which emerge from the definition and classification are posed.     

The mind and heart (literally) of the negotiator: personality and contextual determinants of experiential reactions and economic outcomes in negotiation

The authors developed and tested a model proposing that negotiator personality interacts with the negotiation situation to influence negotiation processes and outcomes. In 2 studies, the authors found that negotiators high in agreeableness were best suited to integrative negotiations and that negotiators low in agreeableness were best suited to distributive negotiations. Consistent with this person-situation fit argument, in Study 1 the authors found that negotiators whose dispositions were a good fit to their negotiation context had higher levels of physiological (cardiac) arousal at the end of the negotiation compared with negotiators who were "misplaced" in situations inconsistent with their level of agreeableness, and this arousal was in turn related to increased economic outcomes. Study 2 replicated and extended the findings of Study 1, finding that person-situation fit was related to physiological (heart rate), psychological (positive affect), and behavioral activation (persistence) demonstrated during the negotiation, and these measures in turn were related to the economic outcomes achieved by participants.     

Using selection,optimization, and compensation to reduce job/family stressors: effective when it matters

Previous research has demonstrated that the use of general behaviors specified by a life-management strategy entitled Selection, Optimization, and Compensation (SOC) reduces, if only to a small extent, the perceived amounts of the main antecedents (i.e., job/family stressors) of work-family conflict. The results of the current study demonstrate that several variables that impact the amount of resources demanded of, or resources available to, an individual (e.g., supervisor support) moderate the relationship between SOC behaviors and job/family stressors. Specifically, SOC strategies are more effective than previously thought at reducing job/family stressors for precisely those individuals in the most demanding situations.