Amanatullah Emily T, Morris Michael W, Curhan Jared R
McCombs School of Business, University of Texas at Austin, Austin, TX 78712-0210, USA.
J Pers Soc Psychol. 2008 Sep;95(3):723-38. doi: 10.1037/a0012612.
A series of studies found that the personality dimension of unmitigated communion (H. L. Fritz & V. S. Helgeson, 1998) leads negotiators to make concessions to avoid straining relationships. Results indicate that even within the population of successful business executives, this dimension of relational anxiety can be identified distinctly from more general relational orientations, such as agreeableness, and that it distinctly predicts accommodating tendencies in everyday conflicts. In economic games, unmitigated communion predicts giving in contexts in which the relational norm of reciprocity applies, but not in contexts tapping instrumental or altruistic motives for cooperation. In distributive negotiations, the effect of unmitigated communion in lowering a negotiator's outcome is mediated by prenegotiation anxieties about relational strain and plans to make large concessions if needed to avoid impasse (lower reservation points). In integrative negotiations, high unmitigated communion on both sides of the negotiation dyad results in relational accommodation, evidenced by decreased success in maximizing economic joint gain but increased subjective satisfaction with the relationship.
一系列研究发现，不加节制的融洽（H. L. 弗里茨和V. S. 赫尔格森，1998）这一人格维度会促使谈判者做出让步，以避免关系紧张。结果表明，即使在成功的企业高管群体中，这种关系焦虑维度也能与更普遍的关系取向（如宜人性）明显区分开来，并且它能明确预测日常冲突中的迁就倾向。在经济博弈中，不加节制的融洽预示着在互惠关系规范适用的情境中会做出让步，但在挖掘合作的工具性或利他动机的情境中则不然。在分配谈判中，不加节制的融洽对降低谈判者结果的影响是通过谈判前对关系紧张的焦虑以及为避免僵局（降低保留点）而在必要时做出大幅让步的计划来介导的。在整合谈判中，谈判双方高度不加节制的融洽会导致关系上的迁就，表现为在最大化经济联合收益方面的成功率降低，但对关系的主观满意度提高。
