回报谨慎对谈判过程和谈判结果的影响

回报谨慎是人们害怕在人际关系中被他人利用的一种信念。研究考察了回报谨慎对谈判者的动机倾向、谈判行为及谈判结果的影响。184人组成92个两人小组参加了一项模拟商业谈判，谈判前研究者成功地进行了回报谨慎的操纵，谈判结束后，参加谈判的人完成谈判协议和谈判后问卷。研究者假设，低回报谨慎的谈判者比高回报谨慎的谈判者在谈判中更可能持有合作倾向、更多地与谈判对手分享信息，研究者还预测回报谨慎与谈判双方的联合收益以及谈判后对谈判对手的看法都有关系。研究结果支持了上述假设。研究对从事商业谈判的人具有实际意义。

THE EFFECTS OF RECIPROCATION WARINESS ON THE PROCESS AND OUTCOMES OF DYADIC NEGOTIATION

This study examined the influence of reciprocation wariness, a general fear of exploitation in interpersonal relationships, on negotiators' motivational orientation, negotiation behavior and outcomes. We predicted that negotiators with low reciprocation wariness would be more likely to be cooperatively oriented, be more likely to share more information with their opponents than negotiators with high reciprocation wariness. It was also predicted that reciprocation wariness would be related to joint gains of the dyad as well as the negotiators' perceptions of the other party after the negotiation. 184 on-the-job MBA students were divided into 92 dyadic groups and participated in a simulated business negotiation. The participants' reciprocation wariness was successfully manipulated before they started the negotiation. The results supported the above hypotheses. The research findings have implications for business negotiators.