Pérez-Yus María C, Ayllón-Negrillo Ester, Delsignore Gabriela, Magallón-Botaya Rosa, Aguilar-Latorre Alejandra, Oliván Blázquez Bárbara
Faculty of Education, Department of Psychology and Sociology, University of Zaragoza, Zaragoza, Spain.
Institute for Health Research Aragón (IIS Aragón), Zaragoza, Spain.
Front Psychol. 2020 Jun 12;11:1214. doi: 10.3389/fpsyg.2020.01214. eCollection 2020.
Negotiation is the main mean of conflict resolution. Despite its capital importance, little is known about influencing variables or effective interventions. Mindfulness has shown to improve subjects' performance in different settings but until now, no study has shown its impact in negotiation. The aim of this study is to analyze which variables are associated with effectiveness and to determine if meditators are more effective in negotiation. A cross-sectional descriptive study was carried out. The study variables were: socio-demographic variables, negotiation effectiveness (Negotiation Effectiveness Questionnaire), mindfulness (Five Facets of Mindfulness Questionnaire), emotional intelligence (Trait Meta-Mood Scale Questionnaire), personality (NEO-FFI personality inventory), motivation (McClelland Questionnaire), and negotiation style (Rahim Organizational Conflict Inventory-II). A correlational study and a multivariate model were developed. Negotiation effectiveness was associated with age, mindfulness, emotional intelligence, extraversion, openness, conscientiousness, achievement motivation, integrating, dominating, and compromising negotiation styles and inversely correlated toward neuroticism. The effectiveness of the negotiation is explained by the variables clarity, age, conscientiousness, dominating, and compromising style. Meditators were found to be more effective than non-meditators.
谈判是解决冲突的主要方式。尽管其至关重要，但对于影响变量或有效干预措施却知之甚少。正念已被证明能在不同情境下提高受试者的表现，但截至目前，尚无研究表明其在谈判中的影响。本研究的目的是分析哪些变量与有效性相关，并确定冥想者在谈判中是否更有效。开展了一项横断面描述性研究。研究变量包括：社会人口统计学变量、谈判有效性（谈判有效性问卷）、正念（正念五因素问卷）、情商（特质元情绪量表问卷）、人格（大五人格问卷）、动机（麦克利兰问卷）以及谈判风格（拉希姆组织冲突量表-II）。进行了一项相关性研究并构建了一个多变量模型。谈判有效性与年龄、正念、情商、外向性、开放性、尽责性、成就动机、整合型、主导型和妥协型谈判风格相关，与神经质呈负相关。谈判的有效性可由清晰度、年龄、尽责性、主导型和妥协型风格这些变量来解释。结果发现冥想者比非冥想者更有效。
