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首页> 外文期刊>Current directions in psychological science: a journal of the American Psychological Society >Individual Differences in Negotiation: A Nearly Abandoned Pursuit Revived
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Individual Differences in Negotiation: A Nearly Abandoned Pursuit Revived

机译：谈判中的个体差异：几乎放弃的追求

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The commonsense notion that personal characteristics influence how effectively we negotiate has presented researchers with a mystery: Throughout the decades, scholars have concluded that there are few reliable findings to support it. In this article, I review existing research as well as new research in which my colleagues and I join a growing minority revisiting this nearly abandoned topic. The categories of individual differences previously studied include background characteristics, abilities, personality traits, motivations, and expectations and beliefs. Reviewing this work presents an optimistic conclusion: The strongest and most reliable predictors of negotiation performance are also the most open to personal change. Namely, positive expectations and comfort with negotiation consistently predict better performance. Another consistent finding is that abilities such as cognitive intelligence and creativity help for win-win agreements. Results suggest promise for a topic that is important to researchers, educators, organizations, and the public alike.
机译：关于个人特征会影响我们如何有效谈判的常识性观念为研究人员带来了一个谜：在过去的几十年中，学者们得出结论，没有可靠的发现可以支持这一观点。在本文中，我将回顾现有的研究以及新的研究，在这些研究中，我和我的同事们将与越来越多的少数群体一起重新探讨这个几乎被遗弃的话题。先前研究过的个体差异的类别包括背景特征，能力，人格特质，动机以及期望和信念。回顾这项工作可以得出一个乐观的结论：最强有力，最可靠的谈判绩效预测指标也是最容易受到个人变革影响的。就是说，积极的期望和对谈判的放心能持续预示更好的业绩。另一个一致的发现是，诸如认知智能和创造力之类的能力有助于达成双赢协议。结果表明该主题对研究人员，教育者，组织和公众都非常重要。

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