商業談判風格量表編製與信效度之研究

國外已有許多學者編製談判風格評量工具，但由國內學者編製並適用於談判風格之量表卻不多見。本研究主要目的在依量表編製程序，發展出一套具信、效度且適用於區別不同風格的談判人員之量表。研究結果顯示項目分析未有題目因不具鑑別力而需刪除。在試題與各構面整份測驗之間的相關統計分析，考慮將題項 q106、q107、q206、q306刪除。探索性分析結果和試題與各構面整份測驗之間的相關統計分析交叉比對後，確認將此四題予以刪除。本研究之觀察變數符合單變數常態分佈；一階模型具收斂效度與區別效度；變異數分析結果並無違犯估計之情況；了解結構模式與資料適配性之一階與二階驗證性因素分析檢定值之指標皆達標準。由結果發現本量表在信度與效度考驗上具備了良好量表之特性。該量表實務上可應用於商業談判以區別不同風格的談判人員，進而採取不同談判策略，使談判結果達到雙方之共識與利益。在學術應用上，不僅可供研究者擴展相關知能，未來研究更可進一步評估與比較各商業談判風格量表現況與實務上的差異。

關鍵字

談判風格；探索性因素分析；驗證性因素分析

並列摘要

Many foreign scholars have developed the assessment tools of negotiating styles, but domestic scholars for the field is rare. The purpose of this study is in accordance with the scale developing procedures to provide with reliability and validity of instrument for distinguishing different negotiation styles. The results indicate that the variables are univariate normality distribution; this evidence supports the convergent and discriminant validity of the first-order model; and the overall structural fit results of these analyses showed that the first- and second- models provide a reasonable fit. The study found that the instrument has the characteristics of a good scale reliability and validity test. This will help enterprises to distingush different negotiation styles from counterparties in order to employ different strategies, and thus to achieve both the consensus and interests from the negotiation process. In academic applications, researchers can be not only for expansion related knowledge and skills, but also further assessment and comparison the instrument and practical differences in the future study.