CAJ | 학술논문

近年来，情绪在社会决策中的作用，尤其是在人际交互过程中的社会功能日益受到重视。作为社会决策的一种，谈判决策突出体现了情绪的社会功能。有研究者认为情绪的人际效应可以用于解释情绪对谈判决策的影响机制。基于此，本研究采用改编的谈判任务和2（情绪指向性：指向个人，指向行为）×2（情绪效价：高兴，愤怒）的被试内双盲实验设计，考察了策略性情绪表达过程中情绪指向性对人际效应的影响及其是否会为谈判者提供认知推断的信息。结果表明：（1）不同效价的情绪表达对底线评估有影响，愤怒比高兴会导致对谈判对手作出更高的底线评估；（2）不同指向的情绪表达对要价及底线评估均有影响，指向个人的情绪表达比指向行为的情绪表达会导致对方作出更大的让步，以及导致对对方更高的底线评估。结论：情绪表达在谈判决策中具有重要的应用价值，选择适当的情绪表达方式有助于人们提高其谈判决策的有效性。人际关系心理学所倡导的人际交流技巧“对事不对人”得到了来自决策研究的有力支持。
근년래，정서재사회결책중적작용，우기시재인제교호과정중적사회공능일익수도중시。작위사회결책적일충，담판결책돌출체현료정서적사회공능。유연구자인위정서적인제효응가이용우해석정서대담판결책적영향궤제。기우차，본연구채용개편적담판임무화2（정서지향성：지향개인，지향행위）×2（정서효개：고흥，분노）적피시내쌍맹실험설계，고찰료책략성정서표체과정중정서지향성대인제효응적영향급기시부회위담판자제공인지추단적신식。결과표명：（1）불동효개적정서표체대저선평고유영향，분노비고흥회도치대담판대수작출경고적저선평고；（2）불동지향적정서표체대요개급저선평고균유영향，지향개인적정서표체비지향행위적정서표체회도치대방작출경대적양보，이급도치대대방경고적저선평고。결론：정서표체재담판결책중구유중요적응용개치，선택괄당적정서표체방식유조우인문제고기담판결책적유효성。인제관계심이학소창도적인제교류기교“대사불대인”득도료래자결책연구적유력지지。
In recent years,the role of emotion in social decision-making has been attracted increasing attention,especially its social function to interpersonal interaction including negotiation,one of the social decisions.Nowadays,an advanced decision theory has suggested that the ‘Interpersonal Effect’of emotion has impact on social decision-making.Some re-searchers emphasized that Interpersonal Effect of emotion was a good explanation for influencing mechanism of emotion on negotiation during the emotional information processing.Based on that,the present research used a double-blind experi-ment design of 2(direction of emotion:individual oriented,behavioral oriented)×2(emotional valence:happiness,an-ger).Participants played the role of seller and buyer to negotiate and then make decisions.The results suggested that dif-ferent emotional valence had an impact on assessing of baseline and different direction of emotion had influences on char-ging and assessing on baseline.Above all,emotional expression has its valuable meaning in application in negotiation. Choosing appropriate emotional expression way can improve the effectiveness of human beings’negotiation decision.‘It’s Business,Not personal’,this good interpersonal skill from interpersonal relation psychology obtained strong support from decision research.