Galinsky Adam D, Maddux William W, Gilin Debra, White Judith B
Management and Organizations, Kellogg School of Management, Northwestern University, Evanston, IL 60208, USA.
Psychol Sci. 2008 Apr;19(4):378-84. doi: 10.1111/j.1467-9280.2008.02096.x.
The current research explored whether two related yet distinct social competencies -- perspective taking (the cognitive capacity to consider the world from another individual's viewpoint) and empathy (the ability to connect emotionally with another individual) -- have differential effects in negotiations. Across three studies, using both individual difference measures and experimental manipulations, we found that perspective taking increased individuals' ability to discover hidden agreements and to both create and claim resources at the bargaining table. However, empathy did not prove nearly as advantageous and at times was detrimental to discovering a possible deal and achieving individual profit. These results held regardless of whether the interaction was a negotiation in which a prima facie solution was not possible or a multiple-issue negotiation that required discovering mutually beneficial trade-offs. Although empathy is an essential tool in many aspects of social life, perspective taking appears to be a particularly critical ability in negotiations.
当前的研究探讨了两种相关但又不同的社会能力——观点采择（即从他人视角看待世界的认知能力）和同理心（即与他人产生情感共鸣的能力）——在谈判中是否具有不同的影响。在三项研究中，我们既采用了个体差异测量方法，也进行了实验操纵，结果发现观点采择提高了个体发现潜在协议以及在谈判桌上创造和获取资源的能力。然而，同理心并没有表现出同样的优势，有时甚至不利于发现可能达成的交易以及实现个人利益。无论互动是一场表面上无法找到解决方案的谈判，还是一场需要发现互利权衡点的多议题谈判，这些结果都成立。尽管同理心在社会生活的许多方面都是一项重要工具，但观点采择似乎是谈判中一项尤为关键的能力。
