应用心理学
應用心理學
응용심이학
Chinese JOurnal of Applied Psychology
2012年
3期
279~288
,共null页
情绪 电子化谈判 内部效应 外部效应
情緒 電子化談判 內部效應 外部效應
정서 전자화담판 내부효응 외부효응
emotion, E-negotiation, intrapersonal effeets, interpersonal effeets
本研究从谈判者本身的情绪以及谈判对手的情绪两个方面着手，以224名被试和两个实验室实验考察电子化谈判中情绪的内部效应和外部效应。结果发现在电子化谈判中：（1）谈判者自身的情绪状态对谈判结果的影响显著；（2）谈判者的情绪是否与谈判对手有关，对谈判结果的影响不显著；（3）谈判对手的情绪状态，对谈判者的谈判结果影响显著；（4）谈判对手的情绪是否真实，对谈判者谈判结果的影响不显著；（5）谈判对手情绪和情绪的真实性这二者在谈判者的谈判结果上存在显著的交互效应。
本研究從談判者本身的情緒以及談判對手的情緒兩箇方麵著手，以224名被試和兩箇實驗室實驗攷察電子化談判中情緒的內部效應和外部效應。結果髮現在電子化談判中：（1）談判者自身的情緒狀態對談判結果的影響顯著；（2）談判者的情緒是否與談判對手有關，對談判結果的影響不顯著；（3）談判對手的情緒狀態，對談判者的談判結果影響顯著；（4）談判對手的情緒是否真實，對談判者談判結果的影響不顯著；（5）談判對手情緒和情緒的真實性這二者在談判者的談判結果上存在顯著的交互效應。
본연구종담판자본신적정서이급담판대수적정서량개방면착수，이224명피시화량개실험실실험고찰전자화담판중정서적내부효응화외부효응。결과발현재전자화담판중：（1）담판자자신적정서상태대담판결과적영향현저；（2）담판자적정서시부여담판대수유관，대담판결과적영향불현저；（3）담판대수적정서상태，대담판자적담판결과영향현저；（4）담판대수적정서시부진실，대담판자담판결과적영향불현저；（5）담판대수정서화정서적진실성저이자재담판자적담판결과상존재현저적교호효응。
This study explored the intrapersonal and interpersonal effects of emotion in E-negotiations through two experi- ments with 224 students from two universities as sub- jects in terms of negotiators＇ and opponent＇ s emotion. The results of our study showed that： （ 1 ） Negotiators＇ different emotions made significant difference （p 〈 0.01） on the results of negotiations. （2）The effects of whether the emotion was induced by the opponent on the initial offers were not significant different on the resuits of negotiations. （3）The effects of the opponents＇ different emotions on the results of negotiations were significant. （4）The effeets of the authenticity of the opponents＇ emotions on the results of negotiations were not significant. （5）The interactive effeets of the opponents＇ emotions and the authentieity of the opponents＇ emotions on the results of negotiations were significant.
