臺灣博碩士論文加值系統

談判是人們日常生活常見的行為，是一種互動的溝通過程，也是一種有效的衝突管理程序，透過折衝妥協來化解彼此衝突的技巧。近年來，當更多女性進入組織決策的情況下，談判對手由男性變為女性的機會越來越多，瞭解性別差異對談判行為、談判過程、解決衝突產生的影響，變得越來越重要。
許多研究提出性別刻板印象會影響在談判桌上的談判者的行為，女性談判行為較男性「太容易妥協」、「太好講話」，或是「太合作」，但鮮少探討男性和女性若用相同的談判策略，在談判桌上會有不同的效果嗎?如何在談判桌上瞭解性別對談判操作的效果，降低性別影響是很重要的談判關鍵。本研究將探討性別會影響談判桌上不同的談判表現和結果嗎?如果女性能夠擁有很好的談判技巧，女性是否會得到相同於男性的收獲？男性和女性誰是最好的談判者？透過使用質化研究方法當中的深度訪談與次級資料收集進行分析，藉由16位中高階主管的談判實務經驗，探討其談判策略，並利用雙向度考量模式(Dual Concern Model)理論分析男性及女性運用五種談判策略，以及在談判過程中，男性及女性主管會利使用分配型談判戰術或整合行談判戰術，所產生的效果。
本研究透過收集文獻及深度訪談分析後得知男性和女性經理人使用相同談判策略也會有不同的談判表現和結果。男性比女性更注重談判的目標，他們會縝密思考如何運用最短的時間達成協議，相較於女性，她們會以聊天的方式去了解談判對手的背景後再來協議，把對手當朋友。雖然男性與女性都傾向採取合作的談判策略，由於每位經理人的年資不同，所服務的領域不同，導致他們的談判結果略有差異。

關鍵字:性別，談判行為，談判策略，談判技巧

Negotiation is an interactive process of communication. It occurs each party tries to gain an advantage for themselves by negotiating. Negotiation skill is also a great way in resolving any different problem. Using negotiation skills is also an effective way to avoid the conflict. In recent years, when more and more women in senior position, it becomes more and more important to understand how gender affects negotiation behaviors, negotiation strategies, and conflict resolution in the workplace.
Numerous studies on analyzing the gender stereotypes affect negotiation style. The scholars mentioned about women are easy to compromise, easy to communicate and prefer to have cooperation on the bargaining table. However, there are not many researchers have focused on the effects of female negotiation strategy in the last decades. When male and female conduct the similar negotiation tactics, they may have the different performances on the bargaining table. Will the negotiation effects the same if male and female conduct the same negotiation tactics? Will women enjoy more respectful status image if women can conduct better negotiation skills? Men and women who is the best negotiator? The research conducts case analysis through in-depth interview and secondary data collection. This study will discuss the negotiation strategy from 16 senior position managers and use the Dual Concern Model theory to analyze the five negotiation strategy. According to the research results, the study showed the different genders use the same negotiation strategy will have different performance and outcome.

Keywords：Gender, Negotiation behavior, Negotiation strategy, Negotiation skill

摘要 i
ABSTRACT ii
Table of Contents iii
List of Tables v
List of Figures vi
Chapter 1 Introduction 1
1.1 Research Background and Motivation 1
1.2 Purpose of Study 3
1.3 Research Question 4
1.4 Research Process 4
Chapter 2 Literature Review 6
2.1 The Overview of Negotiation 6
2.1.1 The concept of negotiation 6
2.2 Abilities in Negotiation 9
2.2.1 Negotiation Style 9
2.2.2 Personality Traits 11
2.3 Female Negotiation Style vs. Male Negotiation Style 12
2.4 Distributive Negotiation vs. Integrative Negotiation 14
2.5 The Dual Concern Model 16
2.6 Effects of Gender on Negotiation Behaviors 19
2.7 The Impact of Gender on Negotiation Expectations and Performance 21
Chapter 3 Methodology 23
3.1 Qualitative Research 23
3.2 Research Framework 25
3.2.1 Linkage between the Elements of Negotiation and Negotiation Strategy 26
3.2.2 Gender and Negotiation Performance Linkage 26
3.3 Data Collection 29
3.4 Research Interview Participants 30
3.5 Research Procedure 32
Chapter 4 Research Findings 34
4.1 Five Negotiation Strategies Analysis through the Scenario-Based Interview Question 34
4.2 Different Gender Managers’ Opinions and Perceptive through Negotiation 39
4.3 Different Gender Managers’ Negotiation Viewpoints from the Negotiation Experience 43
4.4 Summary of the Research Findings 45
Chapter 5 Conclusion and Recommendation 49
5.1 Conclusion 49
5.2 Limitations of the Study 53
5.3 Recommendations for future research 54
References 55
Appendices 63

Chinese
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劉必榮 (1996) : 談判聖經。台北: 商周出版。
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鍾從定 (2017): 談判學。台北: 華泰文化出版社。
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胡幼慧 (2008): 質性研究：理論、方法及本土女性研究實例．二版。台北：巨流圖書出版社。
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English
Books
Babcock, L., & Laschever, S. (2009). Women don't ask: Negotiation and the gender divide. New Jersey: Princeton University Press.
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English
Articles
Amanatullah, E. T., & Morris, M. W. (2010). “Negotiating gender roles: Gender differences in assertive negotiating are mediated by women’s fear of backlash and attenuated when negotiating on behalf of others.” Journal of Personality and Social Psychology, 98(2), 256-267.
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Website

Tips for Successful Negotiating, 2018. 取自: https://www.brodow.com/Ten-Tips-For-Negotiating

The dual-concern model of negotiation style. 取自:
wps.prenhall.com/wps/media/objects/8136/.../col81001_ch12.pdf

The key point of dual concern model.取自:
http://www.adrtoolbox.com/library/the-dual-concern-model/

Outlines strategies and tactics for negotiating well, 2016取自: https://www.business.qld.gov.au/running-business/marketing-sales/managing-relationships/negotiating

Personality, in our daily lives we encounter different types of people. Published by Gladys Webb, 2016 取自:
https://slideplayer.com/slide/6651528/

The Confidence Gap, 2014 取自:
https://www.theatlantic.com/magazine/archive/2014/05/the-confidence-gap/359815/

Fewer Women Are Leading the Biggest Companies, 2018 取自:
https://www.nytimes.com/2018/05/23/upshot/why-the-number-of-female-chief-executives-is-falling.html

Women in the Workplace, 2018 取自:
https://www.mckinsey.com/featured-insights/gender-equality/women-in-the-workplace-2018?cid=other-eml-alt-mip-mck-1810&hlkid=0134406f963242baa045f1839008cbf3&hctky=2191370&hdpid=da56a402-2503-4788-8510-68900bb2e87c

When Gender Changes the Negotiation, 2018 取自:
https://hbswk.hbs.edu/item/when-gender-changes-the-negotiation

Women and Negotiation: Narrowing the Gender Gap in Negotiation, 2018 取自:
https://www.pon.harvard.edu/daily/business-negotiations/women-and-negotiation-narrowing-the-gender-gap/
Gender Differences In Negotiations, 2018取自:
https://www.negotiations.com/articles/gender-interaction