Howard Elizabeth Seeley, Gardner Wendi L, Thompson Leigh
Stern School of Business, New York University, New York 10012, USA.
J Pers Soc Psychol. 2007 Oct;93(4):614-31. doi: 10.1037/0022-3514.93.4.614.
In this work, the authors explored how a person's view of himself or herself might determine his or her use of power in a complex dispute resolution negotiation. In 3 studies of asymmetric power in negotiations, the authors demonstrated that the impact of power on motivation and behavior is moderated by both a person's self-view and the social context. In Study 1, the results revealed that in a one-on-one dispute, powerful individuals primed to hold an interdependent (as opposed to independent) self-construal are more generous in resolving their disputes with low-powered opponents. Study 2 replicated this finding but revealed a different pattern in intergroup disputes, in which powerful interdependent teams of negotiators are actually less generous than are independent teams. Study 3 provided a conceptual replication of Study 2, with the use of chronic measures of self-construal and self-reported measures of behavior. Results suggest that an interdependent self-construal may lead to a more benevolent use of power in dyadic conflicts but more exploitive uses of power in intergroup conflicts. Implications for the understanding of power and self-construal are discussed.
在这项研究中，作者探讨了一个人对自己的看法如何可能决定其在复杂的纠纷解决谈判中对权力的运用。在三项关于谈判中不对称权力的研究中，作者表明，权力对动机和行为的影响受到一个人的自我认知和社会背景的调节。在研究1中，结果显示，在一对一的纠纷中，被引导持有相互依存（而非独立）自我建构的强势个体在与弱势对手解决纠纷时更慷慨。研究2重复了这一发现，但揭示了群体间纠纷中的不同模式，即相互依存的强势谈判团队实际上比独立团队更不慷慨。研究3通过使用自我建构的长期测量方法和自我报告的行为测量方法，对研究2进行了概念性重复。结果表明，相互依存的自我建构可能导致在二元冲突中更仁慈地使用权力，但在群体间冲突中更具剥削性地使用权力。文中讨论了对理解权力和自我建构的启示。
