The impact of conflict issues on fixed-pie perceptions, problem solving, and integrative outcomes in negotiation

被引：78

作者：

Harinck, F ^{[1
]}

de Dreu, CKW ^{[1
]}

Van Vianen, AEM ^{[1
]}

机构：

[1] Univ Amsterdam, NL-1012 WX Amsterdam, Netherlands

来源：

ORGANIZATIONAL BEHAVIOR AND HUMAN DECISION PROCESSES | 2000年 / 81卷 / 02期

关键词：

D O I：

10.1006/obhd.1999.2873

中图分类号：

B849 [应用心理学];

学科分类号：

040203 ;

摘要：

It is argued that a negotiator's fixed-pie perception, cooperative motivation, problem-solving behavior, and integrative outcomes are influenced by the content of the negotiation-the conflict issue. Negotiation involves conflicting interests, conflicting ideas about intellective problems, or conflicting ideas about evaluative problems. Study 1 showed that individuals in a negotiation about interests have a stronger fixed-pie perception and have a lower cooperative motivation than individuals in an evaluative negotiation, with intellective negotiations taking an intermediate position. Study 2 showed that individuals in a negotiation about interests made more trade-offs and reached higher joint outcomes than individuals in an intellective or evaluative negotiation. Study 3 replicated this finding in a field study. The studies bridge insights from negotiation research and decision-making research and show that the conflict issue has important effects on the negotiation process. (C) 2000 Academic Press.

引用

页码：329 / 358

页数：30

共 69 条

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