Social value orientations and negotiator outcomes
Social value orientations and negotiator outcomes
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社会价值取向和谈判结果
DOI：
10.1002/(sici)1099-0992(199603)26:2
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发表时间：
1996
影响因子：
3.9
通讯作者：
R. Kibby
中科院分区：
文献类型：
--
作者：
Mara Olekalns;Philip L. Smith;R. Kibby
众所周知，社会价值取向（SVO）会影响结果相互依赖的环境中的个人行为。通过将这些发现扩展到谈判中，本研究调查了自己和合作伙伴的 SVO、谈判者策略和结果之间的关系。结果表明，合作者、竞争者和个人主义者可以根据最初的要求和让步来区分。竞争者比个人主义者或合作者提出了更高的初始要求和更大的让步，这表明他们最大化结果差异的能力取决于结构特征是否与这一目标一致。这项研究的主要发现是证明自己和合作伙伴的 SVO 相互作用以确定结果。结果表明，三个 SVO 群体在情境敏感性方面存在差异：竞争对手的结果在合作伙伴之间是不变的：个人主义者在与合作者的谈判中取得了较差的结果，而相反，合作者在与个人主义者的谈判中取得了较高的结果。此外，个人主义的结果在上次谈判中恶化，而合作者的结果因角色和合作伙伴的 SVO 而异。这些结果表明，尽管个人主义者和合作者使用的信息不同，但对于这两个群体来说，谈判的认知表征是影响其结果的进一步因素。
Social value orientations (SVOs) are known to influence individual behaviour in outcome interdependent settings. By extending these findings to negotiation, this research investigates the relationship between own and partners' SVOs, negotiator strategies and outcomes. Results showed that cooperators, competitors and individualists could be distinguished in terms of initial demands and concessions. Competitors made higher initial demands and larger concessions than individualists or cooperators, suggesting that their ability to maximize outcome differences rests on whether structural features are congruent with this goal. The principal finding of this research was the demonstration that own and partners' SVO interact to determine outcomes. Results showed that the three SVO groups differed in terms of context sensitivity : competitor outcomes were invariant across partners : individualists achieved poor outcomes in negotiations with cooperators and, reciprocally, cooperators attained high outcomes in negotiations with individualists. Additionally, individualist outcomes worsened in their last negotiation, while those of cooperators differed as a function of role and partner's SVO. These results suggest that although the information used by individualists and cooperators differs, for both groups the cognitive representation of negotiations is a further factor influencing their outcomes.