Weingart Laurie R, Brett Jeanne M, Olekalns Mara, Smith Philip L
David A. Tepper School of Business, Carnegie Mellon University, Pittsburg, PA 15213, USA.
J Pers Soc Psychol. 2007 Dec;93(6):994-1010. doi: 10.1037/0022-3514.93.6.994.
Negotiators' social motives (cooperative vs. individualistic) influence their strategic behaviors. In this study, the authors used multilevel modeling and analyses of strategy sequences to test hypotheses regarding how negotiators' social motives and the composition of the group influence group members' negotiation strategies. Four-person groups negotiating a 5-issue mixed-motive decision-making task were videotaped, and the tapes were transcribed and coded. Group composition included 2 homogeneous conditions (all cooperators and all individualists) and 3 heterogeneous conditions (3 cooperators and 1 individualist, 2 cooperators and 2 individualists, 1 cooperator and 3 individualists). Results showed that cooperative negotiators adjusted their use of integrative and distributive strategies in response to the social-motive composition of the group, but individualistic negotiators did not. Results from analyses of strategy sequences showed that cooperators responded more systematically to others' behaviors than did individualists. They also redirected the negotiation depending on group composition.
谈判者的社会动机（合作型与个人主义型）会影响他们的战略行为。在本研究中，作者使用多层次建模和战略序列分析来检验关于谈判者的社会动机和群体构成如何影响群体成员谈判策略的假设。对进行5个议题的混合动机决策任务谈判的四人小组进行录像，然后对录像带进行转录和编码。群体构成包括2种同质条件（全是合作者和全是个人主义者）和3种异质条件（3名合作者和1名个人主义者、2名合作者和2名个人主义者、1名合作者和3名个人主义者）。结果表明，合作型谈判者会根据群体的社会动机构成调整他们对整合性和分配性策略的使用，但个人主义型谈判者则不会。战略序列分析结果表明，合作者比个人主义者对他人行为的反应更具系统性。他们还会根据群体构成重新引导谈判。
