认知、动机、情感因素对谈判行为的影响

谈判,指两方或多方就利益不同而进行的协商,是解决选择冲突最常见的方式之一。认知、动机及情感因素,影响谈判者的信息处理与判断推理过程。谈判中它们既可能导致决策偏差,也可能促进决策质量。长期以来着眼于认知过程的谈判研究在社会心理学中占主流地位。近年,动机与情感因素对谈判行为的影响受到越来越多的关注。从社会认知的冷（cold：认知）、热（hot：动机、情感）两个角度,系统解析相关研究近年来的进展与成果,可以为揭示认知、动机、情感间的互动如何影响谈判行为打下基础     

谈判中的时间因素

研究时间因素对谈判的影响有利于提高人们对时间重要性的认识,有效谈判策略的运用和整合结果的实现。时间因素对谈判者认知、行为和谈判结果的影响具体表现在：时间压力会降低谈判者的认知动机,使谈判者更加依赖认知启发式;暂停和中场休息是否会为谈判带来积极影响应该视不同的谈判事件和不同的心理状态而定;拉大谈判与结果实现之间的时间距离会提高谈判的共同结果,这可以从折扣效应和建构水平理论中得到解释。将来的谈判研究会进一步从时间向空间拓展     

教师社会化过程的影响因素结构探索

以天津市和甘肃省的教师为被试,探讨了教师社会化过程的影响因素结构,形成了《教师社会化影响因素问卷》。结果表明：（1）教师社会化过程主要受学校社会化策略、教师主动社会化策略、同事支持和家长配合四方面因素的影响;（2）《教师社会化影响因素问卷》具有较好的内部一致性信度、结构效度和区分效度,可作为开展相关研究的评定工具。     

医疗保险谈判关系承诺影响因素的实证研究

医改"十二五"规划方案明确指出将建立医疗保险谈判机制作为健全全民医保体系的重要任务之一加以推进。而医疗保险供需双方谈判关系的建立会受到诸多因素的影响。文章借鉴关系承诺理论来研究医疗服务提供方如何在医保谈判中获取医疗保险方的关系承诺,通过分析双方在关系承诺中的影响因素构建了一个以"前置影响因素—医疗保险方关系承诺—医疗保险方合作意愿"为思路的模型。以此为基础设定相关假设,并通过搜集样本地区医疗保险谈判影响因素的问卷调查数据对该模型及理论假设进行实证分析。最后在实证研究结果的基础上为医疗服务提供方获取医疗保险方的关系承诺以及进一步推动我国医疗保险谈判机制建设提出相应的政策建议。     

影响说谎行为的情境因素——基于自我概念维持理论的视角

情境因素会影响人们的说谎行为。本文基于自我概念维持理论的视角,从个体内部状态（自我控制资源、宗教表征/道德观念启动）和外部因素（金钱奖励、人际因素）两方面介绍情境因素对说谎行为的影响,并指出未来研究应关注自我觉察水平这一情境因素以及情境因素影响说谎行为的心理机制和神经机制。     

气象因素如何影响消费行为?基于情境营销理论的气象营销机制

从个体情绪波动到社会经济兴衰, 越来越多的研究开始关注气象因素对人类行为的重要影响。本研究提出大数据时代下, 基于情境营销理论的气象营销新概念。通过识别动态气象环境中对消费者心理和行为有影响的气象因素, 提出和验证“气象因素-消费心理-消费行为”这一逻辑链条的影响机制。研究主要围绕情境营销的气象因素影响、气象因素对消费心理和行为的影响机制、气象因素影响消费者行为机制下的营销策略三个主要问题展开讨论。预期研究成果将进一步延伸和丰富现有情境营销理论, 同时对环境消费心理学也是有益的补充。     

我国城乡居民婚姻质量影响因素分析模型

为了构建我国城乡居民婚姻质量及其影响因素模型,依据“美满婚姻二维匹配模型理论”,使用婚姻主观感受量表（MPS）和自编婚姻资源问卷对全国29个城市（包括城郊和农村）5464已婚者（2732对夫妻）进行测评。结果表明夫妻MPS总分和因子1得分之间有显著差异;分别以丈夫的、妻子的及夫妻的MPS的总分和三个因子分为因变量、以夫妻各自婚姻资源条件为自变量,进行多元回归分析,建立了12个相应的回归方程。进入MPS总分三个方程的各变量分别可以解释总变异量的76.5%、76.5%和69.1%。说明了该模型的拟合性较好。根据Beta值的大小,可以判断出影响夫妻婚姻质量最大的因素是丈夫感受到的“夫妻意见的一致性”、丈夫感到“婚后有无孩子”的影响以及妻子的“性生活满足”等。     

谈判研究的理论框架及其应用

本文首先就谈判的定义（特征、成分和情景结构）作了介绍，接着综述了谈判研究的两种思路（经济学的社会－心理学的）及对应的指标测量方式。然后对谈判所达成权衡的种类及阻碍谈判者达成权衡的因素作了探讨。同时还提出未来研究的一些构思。     

博弈决策影响因素及内在机制研究现状与展望

博弈决策是指“在包含利益相互依存的两个或多个参与者的博弈情境中所进行的行为决策”。博弈决策自进入心理学研究后已成为决策心理研究领域的热点。本文述评了博弈决策的影响因素及神经生理机制的研究现状;对未来研究方向进行了展望,包括加强内在机制研究与综合理论模型建构、改进和完善研究范式与加强对多种范式的考察、加强相关认知及情绪能力的作用机制研究、加强对语言等影响因素的跨文化与文化间比较、加强应用与训练研究。     

浅析国际商务谈判中的文化因素

新时代，中国与外国之间的贸易活动日益频繁，因而，了解世界多元文化和拥有不同文化间的沟通能力对于中国人来说是非常重要的。可以说，文化因素在国际商务谈判中是至关重要的。不同文化背景的谈判人员持有不同的价值观，信仰和思维模式。在这些差异的基础上，谈判代表将对于同样的事物呈现不同的谈判思维模式，不同的谈判风格，不同的谈判策略，以及不同的评估标准。如果一方的谈判人员不注意在谈判过程中的文化因素，他的忽略可能会导致严重的谈判失败。因此，每个谈判者的谈判都应该结合双方的文化背景以形成一个合理的谈判策略，并获得最终的成功。本文旨在分析国际商务谈判中的文化因素带来的影响。结合具体案例，笔者将列出文化因素如何影响谈判并提供一些在实际工作中的实用的建议。     

Initial perceptions in negotiations: evaluation and response to ‘logrolling’ offers

In negotiations, where several issues are under consideration and parties have different priorities among these issues, integrative agreements can be reached through ‘logrolling’: concessions on low priority issues in exchange for gains on higher priority issues. The present research focuses on the potential role of initial offers in the development of integrative agreements. We show first, that in a simulated competitive market the specific composition of initial offers influences the final agreements, beyond the effect predicted by their overall value. In order to obtain some insight into the judgmental processes that might play a role, we explore the way in which inexperienced negotiators presented with a hypothetical negotiation context evaluate and respond to logrolling versus distributive initial offers. Three hypotheses were tested: logrolling offers convey an implicit message of cooperation, logrolling offers promote understanding of the mutual interest structure of the task, and, finally, logrolling offers establish within‐issue anchors. Results do not support the first two hypotheses: logrolling offers were not necessarily judged more attractive than distributive ones, and they did not seem to affect the deeply rooted fixed‐pie assumption. However, initial offers did establish within‐issue anchors: counter‐offers were affected by the specific composition of the initial offers beyond the effect of their overall value. This anchoring process resulted in logrolling offers yielding a higher profit for their initiator, as well as higher combined profits for both parties. Copyright © 2002 John Wiley & Sons, Ltd.     

Moral Obstinacy in Political Negotiations

Research in behavioral economics finds that moral considerations bear on the offers that people make and accept in negotiations. This finding is relevant for political negotiations, wherein moral concerns are manifold. However, behavioral economics has yet to incorporate a major theme from moral psychology: People differ, sometimes immensely, in which issues they perceive to be a matter of morality. We review research about the measurement and characteristics of moral convictions. We hypothesize that moral conviction leads to uncompromising bargaining strategies and failed negotiations. We test this theory in three incentivized experiments in which participants bargain over political policies with real payoffs at stake. We find that participants' moral convictions are linked with aggressive bargaining strategies, which helps explain why it is harder to forge bargains on some political issues than others. We also find substantial asymmetries between liberals and conservatives in the intensity of their moral convictions about different issues.     

Negotiating over Time: Impediments to Integrative Solutions

Most negotiation relationships consist of interactions that occur across time. This paper explores the influence of two variables on the outcomes of such negotiations: the mobility of negotiators and the frame of the short-term sacrifice required to reach long-term gain. Specifically, we focus on the integrativeness of agreements both within a static negotiating period as well as across several negotiations. Subjects participated in an experiment that consisted of 10 similar negotiations across time, with two issues being addressed in each negotiation. The experiment was created to allow for the possibility of a moderately advantageous integrative agreement within each static negotiation, as well as a superior integrative agreement across negotiations. A higher level of negotiator mobility was predicted to decrease the integrativeness of outcomes across negotiations. This prediction was supported. The frame of the sacrifice required of subjects was predicted to affect integrativeness both within as well as across negotiations, such that subjects would be less likely to sacrifice on an issue, or issues, if it meant accepting a perceived loss rather than a reduced gain. This prediction was not supported. The results are discussed in terms of their implications for managerial negotiation and decision making.     

Get angry, get out: The interpersonal effects of anger communication in multiparty negotiation

Research on multiparty negotiation has investigated how parties form coalitions to secure payoffs but has not addressed how emotions may affect such coalition decisions. Extending research on bilateral negotiations which has generally argued that it is beneficial to communicate anger, we argue that it constitutes a considerable risk when there are more than two people present at the negotiation table. Using a computer-mediated coalition game we show that communicating anger is a risky strategy in multiparty bargaining. The main findings of three studies were that participants: (1) form negative impressions of players who communicate anger and therefore (2) exclude such players from coalitions and from obtaining a payoff share, but (3) make considerable concessions on those rare occasions that they choose to form a coalition with an angry player, or (4) when they had to form a coalition with an angry player. We discuss the implications of these results for theorizing on emotions, negotiations, and coalition formation.     

心理咨询过程-效果研究现状及展望

心理咨询过程-效果研究考察咨询过程变量对咨询效果的影响。以人为中心流派、认知流派、行为流派、精神分析流派等都为该研究领域提供了理论基础。主要研究内容有咨询师的反应方式、会谈中的当事人行为、工作同盟、会谈中的重要内容等过程变量与效果的关系。该领域积累的成果还不多,这可能与过程-效果关系本身的复杂性有关,同时研究方法尚有许多欠缺,如考察复杂关系时使用的研究设计过于简单、测量工具不统一导致结果难以比较,有些测量工具不成熟信效度不高。未来的研究除了努力克服这些问题外,还应多考虑理论构建、内隐变量的调节和中介作用、当事人变量,在研究方法上应更为综合和多样化     

Personal and Political Emotions in the Mind of the Diplomat

Despite growing research on the role of emotions in international relations, little work has analyzed how diplomats and decision‐makers themselves make sense of feelings generated by relationships that have both individual and state‐level implications. Do diplomats consciously experience feelings on behalf of the state? If so, how? How might individual embodied emotions affect how diplomats carry out their roles during negotiations? In the first systematic effort to address and conceptualize these questions empirically, with Henry Kissinger as a case study, we investigate the interplay between the experience of being an individual with personal emotions, on the one hand, and the practice of evaluating performative emotional cues relevant to the state, on the other. We suggest that diplomats recognize some emotional inputs as accruing not to them as individuals but to the state they represent, typically in connection with traditional diplomatic protocols and rituals that are firmly established as state‐level performances. At the same time, however, especially but not exclusively in high‐stakes negotiations involving strong personal relationships, individually embodied feelings with little‐to‐no state relevance can have significant influence on how diplomats define and pursue the national interest.     

Skillful Inquiry as a Means to Success in Mixed‐Motive Negotiation1

People typically regard mixed‐motive negotiations as competitive situations requiring assertive strategies, which often preclude achieving integrative gains. However, much of Argyris' (1976, 1982, 1993 ) work suggests that questions, rather than just statements, are necessary to create clear understanding of other people's interests and goals, which has been shown ( Allred, Mallozzi, Matsui, & Raia, 1997 ) to be linked to integrative gains. Experimental evidence indicated that the more positive regard negotiators felt for each other, the more they would inquire into the other's needs and interests. The evidence also suggested that more inquiry produced more accurate understanding of the other side's interests, which led to greater integrative gains. These findings are congruent with theory of successful dialogue derived in less contentious settings.     

What messages can foster safer sex among young women? Experimental evidence concerning the role of emotions and moral norms

Through a 2 × 2 × 2 quasi experimental design (N = 254), this research investigated if a social campaign eliciting positive emotions and activating moral norms might enhance condom negotiation skills, intended and estimated condom among young women with or without past sexual experience with casual partners. Emotions had a main effect on one of the six condom negotiation strategies we considered; for most of the other variables an interaction effect with moral norms and/or past behaviour emerged. Concerning estimated condom use, positive emotions worked better than negative ones when moral norms were salient. With respect to negotiations skills, positive rather than negative emotions seemed more effective for women with past causal sexual experience. In women without this kind of experience, positive emotions seemed to work better when moral norms were salient. Moral norms had a main effect on negotiation self-efficacy, but not in the predicted direction: when moral norms were more salient women were found to be less confident about their negotiation ability. These results suggest that a message which makes moral norms salient should at the same time elicit positive emotions in order to be effective; moreover, messages should be carefully tailored according to women’s past behaviour.