The influence of power on the information search, impression formation, and demands in negotiation

被引：114

作者：

De Dreu, CKW ^{[1
]}

Van Kleef, GA ^{[1
]}

机构：

[1] Univ Amsterdam, Dept Psychol, NL-1018 WB Amsterdam, Netherlands

来源：

JOURNAL OF EXPERIMENTAL SOCIAL PSYCHOLOGY | 2004年 / 40卷 / 03期

关键词：

D O I：

10.1016/j.jesp.2003.07.004

中图分类号：

B84 [心理学];

学科分类号：

04 ; 0402 ;

摘要：

Based on work by Fiske (1992), we argue that power differences influence information search strategies during negotiation. Experiment 1 showed that negotiators with less power ask more diagnostic than leading questions, and more belief-congruent than incongruent questions, when facing a competitive rather than cooperative partner. Experiment 2 suggested that this result was caused by stronger accuracy and impression motivation among less powerful negotiators. Experiment 3 showed that belief-congruent rather than incongruent questions produce more positive impressions during negotiation. And when less powerful negotiators are asked leading questions about their willingness to cooperate (compete), they responded with lower (higher) demands. The results are discussed in terms of a motivated information-processing model of negotiation. (C) 2003 Elsevier Inc. All rights reserved.

引用

页码：303 / 319

页数：17

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