• 主题
高级搜索  >
历史搜索 清空历史
首页> 外文期刊>Journal of Applied Psychology >The Mind and Heart (Literally) of the Negotiator: Personality and Contextual Determinants of Experiential Reactions and Economic Outcomes in Negotiation
【24h】

The Mind and Heart (Literally) of the Negotiator: Personality and Contextual Determinants of Experiential Reactions and Economic Outcomes in Negotiation

机译：谈判者的思想和心脏（从字面上看）：谈判中的经验反应和经济成果的人格和上下文决定因素

获取原文
获取原文并翻译 | 示例
           
页面导航
  • 摘要
  • 著录项
  • 相似文献
  • 相关主题

摘要

The authors developed and tested a model proposing that negotiator personality interacts with the negotiation situation to influence negotiation processes and outcomes. In 2 studies, the authors found that negotiators high in agreeableness were best suited to integrative negotiations and that negotiators low in agreeableness were best suited to distributive negotiations. Consistent with this person-situation fit argument, in Study 1 the authors found that negotiators whose dispositions were a good fit to their negotiation context had higher levels of physiological (cardiac) arousal at the end of the negotiation compared with negotiators who were "misplaced" in situations inconsistent with their level of agreeableness, and this arousal was in turn related to increased economic outcomes. Study 2 replicated and extended the findings of Study 1, finding that person-situation fit was related to physiological (heart rate), psychological (positive affect), and behavioral activation (persistence) demonstrated during the negotiation, and these measures in turn were related to the economic outcomes achieved by participants.
机译：作者开发并测试了一个模型，该模型提出了谈判者人格与谈判情况相互作用以影响谈判过程和结果的模型。在2项研究中，作者发现，协商一致程度高的谈判者最适合于一体化谈判，而协商一致程度低的谈判者最适合于分布式谈判。与这种人情适合的观点一致，在研究1中，作者发现，与谈判者“错位”的谈判者相比，其性情很适合其谈判环境的谈判者在谈判结束时具有更高的生理（心脏）唤醒水平。在与他们的满意程度不一致的情况下，这种唤醒反过来与增加的经济成果有关。研究2重复并扩展了研究1的发现，发现人与人之间的适合度与谈判中表现出的生理（心率），心理（积极影响）和行为激活（持续性）有关，而这些措施又与之相关参与者取得的经济成果。

著录项

相似文献

  • 外文文献
  • 中文文献
获取原文

客服邮箱：kefu@zhangqiaokeyan.com

京公网安备：11010802029741号 ICP备案号：京ICP备15016152号-6 六维联合信息科技 (北京) 有限公司©版权所有

  • 客服微信

  • 服务号