The Influence Of Power And Time Pressure On Integrated Negotiation

Negotiation is a universal means of dealing with interpersonal conflicts.The successful negotiations,should be negotiated between the two sides reached a "win-win" situation.Although many negotiations are integrated,that is,"win-win" may,but only a few can become integrated negotiations.Power as an important factor affecting the negotiations,the impact of integrated negotiations is how it? Time pressure will make the negotiator aware of the closure of the demand becomes larger,then the two at the same time on the integrated negotiations will be what kind of impact? The study is divided into three parts.Study a pair of powers to operate.Purpose: To examine the outcome of negotiations and negotiations under the conditions of equality or inequality of power.Methods: 2(power level: equal,unequal)factors were experimentally designed.Results:(1)power is an important factor affecting the outcome and behavior of the negotiations,when the two sides equal power level,the two sides will be easier to reach an agreement,and get a higher income points,more likely to achieve a win-win situation;(2)The conduct of both parties is clearly affected.(3)the behavior of the individual and the ultimate benefit related to the integration of subjects and the positive response to the more,the individual's income and the other side of the joint income points The higher the height.On the contrary,the more negative behavior,the number of personal income points and the amount of joint revenue with each other less.The study of two pairs of time pressure was carried out.Objective: To test the negotiation result and negotiation behavior under different time pressure.Methods: 2(time pressure: large,small)factors between the experimental design.Results:(1)Time pressure is also an important factor affecting the outcome and behavior of the negotiations.The greater the time pressure,the smaller the joint bonus points reached by the negotiating parties;(2)the subjects of the time pressure group show more allocation behavior and integration Behavior;time pressure group of subjects showed more positive behavior and negative behavior.(3)Subject scores with pro-social values were significantly lower than those of other values.This is the same as the result of experiment 1.Study three on the basis of research one and two,control the time pressure and manipulate the power level.Purpose: To examine the impact of greater power or have less power on the outcome of the negotiations and the conduct of the negotiations under different time pressures and to further illustrate the effects of time pressure and power on the integration of the individual by comparison with the previous two studies Different effects.Methods: 2(time pressure: large,small)× 2(power level: large,small)between the experimental design.Results:(1)power and time pressure will affect the outcome of the negotiations,but time pressure will change the impact of power on the outcome of the negotiations.(2)when the time pressure is large,the power of small subjects but it is easier to get the results of their own benefit.(3)the greater the time pressure,the less the integration of subjects,and integration behavior and personal income and joint income are related.Based on all the above findings,we can draw the conclusions:(1)power and time pressure can have an impact on the outcome and behavior of the negotiations,and there is interaction between the two;(2)subjects with low time pressure are often easier to obtain The results of the negotiations between the two sides,regardless of the size of the power,in the negotiations should be more time for their own to win a win-win situation;(3)the high power of the subjects in the negotiations should grasp their own advantages,as far as possible to the two sides negotiated time(4)the lower power of the individual in the negotiations should give full play to their initiative,take the initiative to explore their own favorable information,increase the positive behavior of the negotiations and integration of the positive Behavior in order to gain a more favorable benefit to yourself.In the case of time constraints,more to be proactive,get better income.