个体特征在权力不均衡谈判中的影响

This article examines the impact of negotiators' personalities, cultural values and cognitive characteristics on value claiming and value creation in negotiations with unbalanced power. This research adopts the method of simulated negotiation and first verifies the impact of negotiators' power on value claiming. Furthermore, the study finds that the extroversion and modernity of the weaker party are positively correlated with their individual gains, and the psychological awareness of the weaker party helps to increase the joint gains of the group; the higher the traditionalism of the powerful party, the higher the joint gains of the negotiation group where they are. Finally, this article discusses the theoretical contributions and practical significance of the research and proposes future research directions.

本文考察了在权力不均衡谈判中，谈判者的性格、文化价值观和认知特征对 价值索取和价值创造的影响。本研究采用模拟谈判的方法，首先验证了谈判者的权力对价 值索取的影响。进而，研究发现，弱势方的外向性和现代性与其个体收益正相关，弱势方 的心理觉知有助于提高小组的联合收益;强权者的传统性越高，其所在谈判小组的联合收 益也越高。本文最后讨论了研究的理论贡献和实践意义，并提出了未来的研究方向。