合作式谈判研究述评与展望
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外国经济与管理 2014 年 第 36 卷第 03 期, 页码：65 - 73
摘要
参考文献
摘要
合作式谈判为利益各方充分沟通、协力共赢和长期互利提供了稳定的基础。本文系统梳理了三十多年来合作式谈判研究文献的视角、成果和理论,归纳出合作式谈判的研究框架,并在此基础上总结了国际上该领域现有研究模式的不足,即大多数研究被传统的线性、静态的研究模式所主导。本文认为,未来的研究者可以拓展新的研究视野,结合动态视角和关系视角开展谈判中合作机制的研究。
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[9]Hwang K K.Face and favor:The Chinese power game[J].American Journal of Sociology,1987,92:944-974.
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[12]Kray L J,et al.Battle of the sexes:Gender stereotype confirmation and reactance in negotiations[J].Journal of Personality and Social Psychology,2001,80(6):942-958.
[13]Maddux W W,et al.Chameleons bake bigger pies and take bigger pieces:Strategic behavioral mimicry facilitates negotiation outcomes[J].Journal of Experimental Social Psychology,2008,44(2):461-468.
[14]O’Connor K M,et al.Negotiators’bargaining histories and their effects on future negotiation performance[J].Journal of Applied Psychology,2005,90(2):350-362.
[15]Paese P W and Gilin D A.When an adversary is caught telling the truth:Reciprocal cooperation versus self-interest in distributive bargaining[J].Personality and Social Psychology Bulletin,2000,26(1):79-90.
[16]Pinkley R L.Impact of knowledge regarding alternatives to settlement in dyadic negotiations:Whose knowledge counts[J].Journal of Applied Psychology,1995,80(3):403-417.
[17]Pruitt D G,et al.Gender effects in negotiation:Constituent surveillance and contentious behavior[J].Journal of Experimental Social Psychology,1986,22(3).264-275.
[18]Pruitt D G.Negotiation behavior[M].New York:Academic Press,1981.
[19]Schei V,et al.Can individualists and cooperators play together?The effect of mixed social motives in negotiations[J].Journal of Experimental Social Psychology,2011,47(2):371-377.
[20]Steinel W,et al.When constituencies speak in multiple tongues:The relative persuasiveness of hawkish minorities in representative negotiation[J].Organizational Behavior and Human Decision Processes,2009,109(1):67-78.
[21]Thompson L L,et al.Team negotiation:An examination of integrative and distributive bargaining[J].Journal of Personality and Social Psychology,1996,70(1):66-78.
[22]Trtschel R and Gollwitzer P M.Implementation intentions and the willful pursuit of prosocial goals in negotiations[J].Journal of Experimental Social Psychology,2007,43(4):579-598.
[23]Trschel R,et al.Perspective taking as a means to overcome motivational barriers in negotiations:When putting oneself into the opponent’s shoes helps to walk toward agreements[J].Journal of Personality and Social Psychology,2011,101(4):771-790.
[24]Van Beest I,et al.Honesty pays:On the benefits of having and disclosing information in coalition bargaining[J].Journal of Experimental Social Psychology,2011,47(4):738-747.
[25]Van Kleef G A,et al.The interpersonal effects of anger and happiness in negotiations[J].Journal of Personality and Social Psychology,2004,86(1):57-76.
[26]Weingart L R,et al.Knowledge matters:The effect of tactical descriptions on negotiation behavior and outcome[J].Journal of Personality and Social Psychology,1996,70(6):1205-1217.
[27]徐淑英.中国管理研究的现状及发展前景[N].光明日报,2011-07-29(11).
①限于篇幅,本文未将这32项独立研究列于文中。若须查看详表以了解各项研究所涉及的全部变量,可联系通信作者。
[2]De Dreu C K W,et al.Social motives and trust in integrative negotiation:The disruptive effects of punitive capability[J].Journal of Applied Psychology,1998,83(3):408-422.
[3]De Dreu C K W.Time pressure and closing of the mind in negotiation[J].Organizational Behavior and Human Decision Processes,2003,91(2):280-295.
[4]Forgas J P.On feeling good and getting your way:Mood effects on negotiator cognition and bargaining strategies[J].Journal of Personality and Social Psychology,1998,74(3):565-577.
[5]Francis J N P.When in Rome?The effects of cultural adaptation on intercultural business negotiations[J].Journal of International Business Studies,1991,22(3):403-428.
[6]Gelfand M J,et al.Negotiating relationally:The dynamics of the relational self in negotiations[J].Academy of Management Review,2006,31(2):427-451.
[7]Giacomantonio M.Now you see it,now you don’t:Interests,issues,and psychological distance in integrative negotiation[J].Journal of Personality and Social Psychology,2010,98(5):761-774.
[8]Grigsby D W and Bigoness W J.Effects of mediation and alternative forms of arbitration on bargaining behavior:A laboratory study[J].Journal of Applied Psychology,1982,67(5):549-554.
[9]Hwang K K.Face and favor:The Chinese power game[J].American Journal of Sociology,1987,92:944-974.
[10]Imai L and Gelfand M J.The culturally intelligent negotiator:The impact of cultural intelligence(CQ)on negotiation sequences and outcomes[J].Organizational Behavior and Human Decision Processes,2010,112(2):83-98.
[11]Kimmel M J,et al.Effects of trust,aspiration,and gender on negotiation tactics[J].Journal of Personality and Social Psychology,1980,38(1):9-22.
[12]Kray L J,et al.Battle of the sexes:Gender stereotype confirmation and reactance in negotiations[J].Journal of Personality and Social Psychology,2001,80(6):942-958.
[13]Maddux W W,et al.Chameleons bake bigger pies and take bigger pieces:Strategic behavioral mimicry facilitates negotiation outcomes[J].Journal of Experimental Social Psychology,2008,44(2):461-468.
[14]O’Connor K M,et al.Negotiators’bargaining histories and their effects on future negotiation performance[J].Journal of Applied Psychology,2005,90(2):350-362.
[15]Paese P W and Gilin D A.When an adversary is caught telling the truth:Reciprocal cooperation versus self-interest in distributive bargaining[J].Personality and Social Psychology Bulletin,2000,26(1):79-90.
[16]Pinkley R L.Impact of knowledge regarding alternatives to settlement in dyadic negotiations:Whose knowledge counts[J].Journal of Applied Psychology,1995,80(3):403-417.
[17]Pruitt D G,et al.Gender effects in negotiation:Constituent surveillance and contentious behavior[J].Journal of Experimental Social Psychology,1986,22(3).264-275.
[18]Pruitt D G.Negotiation behavior[M].New York:Academic Press,1981.
[19]Schei V,et al.Can individualists and cooperators play together?The effect of mixed social motives in negotiations[J].Journal of Experimental Social Psychology,2011,47(2):371-377.
[20]Steinel W,et al.When constituencies speak in multiple tongues:The relative persuasiveness of hawkish minorities in representative negotiation[J].Organizational Behavior and Human Decision Processes,2009,109(1):67-78.
[21]Thompson L L,et al.Team negotiation:An examination of integrative and distributive bargaining[J].Journal of Personality and Social Psychology,1996,70(1):66-78.
[22]Trtschel R and Gollwitzer P M.Implementation intentions and the willful pursuit of prosocial goals in negotiations[J].Journal of Experimental Social Psychology,2007,43(4):579-598.
[23]Trschel R,et al.Perspective taking as a means to overcome motivational barriers in negotiations:When putting oneself into the opponent’s shoes helps to walk toward agreements[J].Journal of Personality and Social Psychology,2011,101(4):771-790.
[24]Van Beest I,et al.Honesty pays:On the benefits of having and disclosing information in coalition bargaining[J].Journal of Experimental Social Psychology,2011,47(4):738-747.
[25]Van Kleef G A,et al.The interpersonal effects of anger and happiness in negotiations[J].Journal of Personality and Social Psychology,2004,86(1):57-76.
[26]Weingart L R,et al.Knowledge matters:The effect of tactical descriptions on negotiation behavior and outcome[J].Journal of Personality and Social Psychology,1996,70(6):1205-1217.
[27]徐淑英.中国管理研究的现状及发展前景[N].光明日报,2011-07-29(11).
①限于篇幅,本文未将这32项独立研究列于文中。若须查看详表以了解各项研究所涉及的全部变量,可联系通信作者。
引用本文
苏勇, 程骏骏, 吴展. 合作式谈判研究述评与展望[J]. 外国经济与管理, 2014, 36(3): 65–73.
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