A Relational Model of Strategic Choice in Negotiation

谈判中战略选择的关系模型

• 批准号: DP0770440
• 负责人: Prof Mara Olekalns
• 金额: $ 10.01万
• 依托单位: The University of Melbourne
• 依托单位国家: 澳大利亚
• 项目类别: Discovery Projects
• 财政年份: 2008
• 资助国家: 澳大利亚
• 起止时间: 2008-01-01 至 2010-06-30
• 项目状态: 已结题
• 来源: https://dataportal.arc.gov.au/RGS/Web/Grants/DP0770440
• 关键词: Relational; Model; Strategic; Choice; Negotiation

Poorly managed negotiations have negative consequences for both individuals and organisations. They create negative emotions, damage relationships, and may require costly and time-consuming third-party interventions. An important, yet neglected, aspect of negotiations is the underlying relationship between the parties. In this project, we examine how risks to the underlying relationship, specifically, perceived trustworthiness or its lack, affect negotiators' strategy choices. Each of the risks that we identify can be offset by selecting appropriate strategies. We develop and test a model that helps negotiators identify these risks and make strategic choices that protect their interests without damaging the relationship.

管理不善的谈判对个人和组织都有负面影响。它们会产生负面情绪，破坏关系，并可能需要昂贵且耗时的第三方干预。 谈判的一个重要但被忽视的方面是双方之间的基本关系。在这个项目中，我们研究了潜在关系的风险，特别是，感知的可信度或缺乏，影响谈判者的策略选择。 我们识别的每一项风险都可以通过选择适当的策略来抵消。我们开发并测试了一个模型，帮助谈判者识别这些风险，并做出战略选择，在不损害关系的情况下保护他们的利益。