谈判者战略型谦抑风格的特征及影响：基于动机性信息处理模型的跨层次研究

Negotiators often find it necessary to balance between cooperation and competition, as well as between personal warmth and competence. To handle the dilemma, some sly negotiators, especially from collectivistic cultures, developed strategic effacing negotiating style, which is characterized by the incongruent between self-effacement behavior and egoistic motivation mindset, i.e., to be hard on interests and be soft on attitudes. Despite the anecdotal and historical evidence attesting to the existence of the belly-up style in negotiation, there is surprisingly little systematic theoretical and empirical work that has examined this issue. In study 1, we will make an attempt to analyze and summarize the characteristics of the strategic self-effacement behavior patterns based on grounded theory and behavioral event interview, as well as to develop the scale to facilitate the next studies. Furthermore, study 2 will examine the impacts of strategic self-effacement on the individual outcomes, future cooperation intention, etc.; meantime, we will explore the influencing mechanism based on Motivated Information Process model (MIPS) and politeness theory. Study 3 is aimed to develop the understanding of the potential moderators from the perspective of both situation factors and negotiators' individual differences. Taken together, the study will shed some light on the joint influence of culture values and negotiation as strong situations on negotiation style; moreover, the results will help negotiators gain more understanding of strategic effacement and guard against it by increased awareness.

对于谈判者而言，谈判是一项有着双重目标的任务，即一方面需要建立双方间的信任感以促进合作，另一方面则需要与对方竞争以谋取利益；面临这一困境，有的谈判者采取了一种表里不一的谈判风格，即表面上谦逊、礼貌、甚至自我贬低，然而动机却是利己的，表现在坚持立场、减少让步等。尽管这一方式在谈判实践中广泛存在，之前的理论研究却很少触及，本研究的目的是对这一风格进行初步探索。首先，本研究将在扎根理论和行为事件法的基础上，尝试定义和总结这一风格，并发展出相应的量表（研究一）。其次，本研究将利用模拟谈判和案例分析，考察这一风格对谈判收益、合作意向等变量的影响，并基于动机化信息处理模型和礼貌理论来探索影响机制（研究二）。最后，本研究将从谈判情境、双方个体特征的角度来探寻战略型谦抑的适用情境（研究三）。本课题将有助于了解文化和谈判对谈判风格的联合影响，也将丰富谈判者对战略型谦抑的认识，从而对其保持更高的认知警惕。