• 主题
高级搜索  >
历史搜索 清空历史
首页> 外文期刊>Organizational psychology review >Initiation of negotiation and its role in negotiation research: Foundations of a theoretical model
【24h】

Initiation of negotiation and its role in negotiation research: Foundations of a theoretical model

机译：谈判的发起及其在谈判研究中的作用：理论模型的基础

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

Most psychological studies about negotiation examine processes, strategies, and outcomes by providing a context with given roles, issues, and resources to the parties involved. We argue that this research is incomplete as psychological variables and processes, antecedent to the initiation of negotiation, are excluded. A theoretical model is developed which explains the initiation of negotiation by the key motivational process of discrepancy reduction, which arouses an emotional reaction. It integrates valence, expectancy and instrumentality considerations as moderating variables. The model serves as a research agenda for the psychological study of the prenegotiation phase, and for answering the questions of when and why people initiate (or suppress) negotiations, thereby offering grounds for probing how subsequent negotiations might be affected by characteristics of the prenegotiation phase. The overall aim is to foster our understanding about the psychological origins of negotiations to complement what is already known about the negotiation process.
机译：大多数有关谈判的心理学研究都是通过向参与各方提供具有给定角色，问题和资源的环境来检查过程，策略和结果。我们认为，这项研究是不完整的，因为排除了开始谈判之前的心理变量和过程。建立了一个理论模型，该模型解释了减少差异的关键动机过程引发的谈判，这引起了情绪反应。它将价，期望和工具性考虑因素整合为调节变量。该模型用作预协商阶段的心理学研究的研究议程，并回答人们何时以及为何发起（或压制）谈判的问题，从而为探究后续谈判如何受到预谈判阶段的特征影响提供了依据。 。总体目标是增进我们对谈判的心理起源的理解，以补充有关谈判过程的已知知识。

著录项

相似文献

  • 外文文献
  • 中文文献
  • 专利
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