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认知、动机、情感因素对谈判行为的影响
Alternative TitleNegotiation Behavior:Empirical Evidence and Theoretical Issues in Cold and Hot Perspectives
李岩梅; 刘长江; 李纾
2007
Source Publication心理科学进展
ISSN1671-3710
Volume15Issue:3Pages:511-517
Abstract谈判,指两方或多方就利益不同而进行的协商,是解决选择冲突最常见的方式之一。认知、动机及情感因素,影响谈判者的信息处理与判断推理过程。谈判中它们既可能导致决策偏差,也可能促进决策质量。长期以来着眼于认知过程的谈判研究在社会心理学中占主流地位。近年,动机与情感因素对谈判行为的影响受到越来越多的关注。从社会认知的冷(cold:认知)、热(hot:动机、情感)两个角度,系统解析相关研究近年来的进展与成果,可以为揭示认知、动机、情感间的互动如何影响谈判行为打下基础。
Keyword谈判 认知 动机 情感
Subject Area工业与组织心理学
Indexed By中文核心期刊要目总览 ASPT来源刊 CJFD收录刊
Language中文
Funding Project中国科学院知识创新工程重要方向项目“社会变革时期公众的社会心理问题”资助。
NoteNegotiation --a discussion between two or more parties about differences of interest,is one of main procedures for dealing with opposing preferences and conflict. Cognitive,motivational and affective factors influence information processing,judgment and inference of negotiators. These factors may both bias or improve decision making in negotiation. The cognition perspective dominated within negotiation research of social psychology in last two decades although a growing number of social psychologists argued...
Document Type期刊论文
Identifierhttp://ir.psych.ac.cn/handle/311026/3556
Collection中国科学院心理研究所回溯数据库(1956-2010)
Corresponding Author李纾
Recommended Citation
GB/T 7714
李岩梅,刘长江,李纾. 认知、动机、情感因素对谈判行为的影响[J]. 心理科学进展,2007,15(3):511-517.
APA 李岩梅,刘长江,&李纾.(2007).认知、动机、情感因素对谈判行为的影响.心理科学进展,15(3),511-517.
MLA 李岩梅,et al."认知、动机、情感因素对谈判行为的影响".心理科学进展 15.3(2007):511-517.
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