影响整合式谈判的情境因素和过程因素

The Contextual and Process Variables Influencing Integrative Negotiation Achieving

从[情境因素]和[过程因素]两个方面对整合式谈判影响因素的研究动态和研究成果进行了归纳和分析。其中[情境因素]是指在正式谈判一开始时就已经存在的因素，主要包括：（1）谈判者的文化价值观，如个人主义与集体主义、权力距离和沟通的高、低语境；（2）社会动机，研究谈判组的动机构成如何影响谈判过程和结果；（3）情绪因素，研究谈判中的积极情绪、消极情绪各自对达成整合式谈判的影响。对[过程因素]的研究考察了谈判沟通的过程，包括谈判过程中各种策略的使用频次、次序和谈判各个阶段的策略使用情况。

This paper reviewed the two categories of factors researchers found that had influence on the achievement of integrative negotiations: contextual variables and process variables. Contextual variables refer to the pre-existed ones at the beginning of negotiations which include: (a) negotiators' cultural values， that is， what is more important in the culture， e.g.， collectivism vs. individualism， power distance， and communication context; (b) how the strategies used and the outcome of negotiations vary according to the motivation compositions of dyads and groups; and (c) how different emotions exert influences on the integrative achievements respectively. And the studies on process variables examined how the frequency and sequence of the strategies， as well as the strategies used in different phases of negotiation affected the ultimate agreements.