臺灣博碩士論文加值系統

談判是解決衝突、維持關係或建立合作架構的一種思考過程，也
是一種決策模式。當社會越趨複雜，人們越需透過與他人互動的方
式，才能滿足其所欲達成之目標。過去對談判的研究認為傑出的談判
者應是冷靜而無情緒的。但此種假設並不合理，基本上人類無時無刻
受到情緒的影響，尤其在與人互動時情緒的影響更為明顯。本研究旨
在探討情緒與談判之間的關係，以及如何將情緒與決策的研究演繹至
組織一般的決策上。
本研究採用一因子兩水準的實驗設計，受測者被隨機分派至正向
或負向情緒的兩個實驗狀況，並被要求進行談判，然後衡量受測者的
談判策略。研究結果發現，人們處在正向情緒下會傾向使用合作的談
判策略，在負向情緒下會傾向使用競爭的談判策略。本研究同時發
現，談判策略受到個人特質（認知需求）的影響，在低認知需求的受
測者才會出現上述情形，高認知需求的受測者則不易受到情緒的干
擾。

Negotiation is a thinking process as well as a model of policy decision, which
can solve conflicts, maintain relationship, and establish a structure of cooperation.
When the society is becoming more and more complicated, people are supposed to
achieve their goals by cooperating with others more. The research on negotiation in
the past assumes that the outstanding negotiators are supposed to be clam and
non-emotional. However, this hypothesis is not reasonable, because human beings are
affected by emotions at any time. It’s more obvious especially when they are affected
by emotions in interacting with others.
This research aims to discuss the relationship between emotions and
negotiations, and analyze how to deduce the ordinary policies of a organization from
the research on emotions and strategic decision, which helps focus on the
understanding for the relationship between emotions and negotiations. The
methodology is to adopt an experiment between subjects designed by the way of a
factor at two levels. That is, the testees will be assigned at random to situations
respectively for positive and negative emotions, then required to implement
negotiation, and finally their strategies of negotiation will be examined. The results
show that people will use cooperative strategy in positive emotion and competitive
strategy in negative emotion, and people are interfered by need for cognition. In
addition, the man who low need for cognition will be interfered by emotion, but high
need for cognition will disappear the phenomenon.

第一章緒論..................................................................................................................4
第一節研究動機..................................................................................................4
第二節研究目的..................................................................................................5
第三節研究流程..................................................................................................6
第二章文獻探討..........................................................................................................8
第一節情緒..........................................................................................................8
第二節談判........................................................................................................13
第三節情緒與談判............................................................................................15
第四節認知需求................................................................................................17
第三章研究方法........................................................................................................20
第一節研究架構................................................................................................20
第二節研究假說................................................................................................21
第三節研究變數................................................................................................23
第四節實驗設計................................................................................................24
第五節資料分析方法........................................................................................30
第四章資料分析與結果............................................................................................33
第一節樣本基本資料分析................................................................................33
第二節信度分析................................................................................................36
第三節實驗基本檢定........................................................................................39
第四節情緒對談判策略分析............................................................................40
第五節情緒與認知需求對談判策略分析........................................................42
第六節小結........................................................................................................45
第五章結論................................................................................................................47
第一節理論貢獻................................................................................................47
第二節管理意涵................................................................................................49
第三節研究限制與後續研究建議....................................................................50
參考文獻......................................................................................................................51
附錄─問卷..................................................................................................................57

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