談判中的矛盾情緒：探討資訊蒐集對於整合與分配結果的影響

Emotional Ambivalence in Negotiation: The Impact of Information Search on Integrative and Distributive Outcomes

石蕙菱(Huei-Lin Shih)

指導教授 ： 戚樹誠

國立臺灣大學/管理學院/商學研究所/博士(2014年)

https://doi.org/10.6342/NTU.2014.11282

摘要

本研究擬運用捷思與系統性資訊處理模型（heuristic and systematic information processing model）、降低不確定性理論（uncertainty reduction theory）以及情緒作為社會資訊模式（emotions as social information model）探討對手展現的矛盾情緒（expressed emotional ambivalence）對於談判者的認知與反應的影響。本研究共採集208位台灣以及200位北美的受試者，並由美國范德堡大學(Vanderbilt University)的eLab協助開發線上模擬談判平台，並採用實驗設計以驗證本研究之假設關係。研究發現當對手展現矛盾情緒時，會透過資訊收集行為（information search）提升談判者雙方的整合利益；不過，當談判者的文化背景是西方文化時，對手展現的矛盾情緒將直接影響談判者提出較高的個人利益。另外，除了證實資訊收集行為具有中介效果之外，透過調節式中介分析（moderated mediating analysis）發現，當談判者具有高度互動不確定性（interaction uncertainty）、低度情緒需求（need for affect）以及亞洲國家文化時，對手展現的矛盾情緒透過資訊收集行為影響談判者雙方的整合利益的中介效果最強。本研究將提出對於理論發展、未來可能研究方向以及管理實務之相關研究意涵。

關鍵字

矛盾情緒 ； 資訊蒐集 ； 文化 ； 互動不確定性 ； 情緒需求 ； 協商談判

並列摘要

This study draws on the theories of the heuristic and systematic information processing model (HSM), uncertainty reduction theory, and the emotions as social information (EASI) model to analyze, negotiators’ perceptions and behaviors about expressed emotional ambivalence. In order to examine a number of hypothesized relationships, 208 Taiwanese and 200 American/Canadian subjects were asked to participate in a simulated negotiation panel which developed by the eLab of Vanderbilt University in America. Results showed that expressed emotional ambivalence was positively related to integrative value through information search; however, if the negotiators came from North America, their reactions to ambivalent emotions were directly associated with high claiming value. Furthermore, the results supported the hypothesis that information search mediated the relationship between expressed emotional ambivalence and negotiation consequences. In addition, moderated mediating analysis revealed that the indirect effects of expressed emotional ambivalence on integrative value through information search was stronger for negotiators with low need for affect, strong interaction uncertainty, or those affected by an Asian culture. Finally, implications of these findings for theory, research and practice were discussed.

並列關鍵字

Emotional Ambivalence ； Information Search ； Culture ； Interaction Uncertainty ； Need for Affect ； Negotiation

參考文獻

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