谈判中的时间因素

Time Issues in Negotiation

研究时间因素对谈判的影响有利于提高人们对时间重要性的认识，有效谈判策略的运用和整合结果的实现。时间因素对谈判者认知、行为和谈判结果的影响具体表现在：时间压力会降低谈判者的认知动机，使谈判者更加依赖认知启发式；暂停和中场休息是否会为谈判带来积极影响应该视不同的谈判事件和不同的心理状态而定；拉大谈判与结果实现之间的时间距离会提高谈判的共同结果，这可以从折扣效应和建构水平理论中得到解释。将来的谈判研究会进一步从时间向空间拓展。

Research on the influence of time on negotiation can help us better understand the important role of time on negotiation， use efficient negotiating tactics and realize integrative outcome. Time issues put great influence on the cognition and behavior of negotiators and negotiation outcome. The results suggested that time pressure decreased negotiators’ cognitive motive which brought into reliance on cognitive heuristics; it was dependent on the conflict issue and different mindset whether impasse and break benefited negotiation; enlarging the temporal distance could improve the joint outcome of negotiation， which could be explained from Time Discounting Effect and Temporal Construal Level Theory. The negotiation researches in future will extent from time perspective to spatial perspective.