个人主义和集体主义对谈判代表的心态与结果的影响

本研究将个人主义与集体主义理论纳入源于亚当斯（1976）边界角色理论的小组谈判研究框架之中，因此它拓展了主流研究范式。问责制的确影响了谈判代表的心理状态、行为和结果，激活了不同的认知和行为，导致了不同的结果，这些都取决于谈判者的集体主义倾向。通过了解文化因素如何影响谈判过程的研究，我们能够更好地发展综合性谈判理论，能够更好地运用本研究结果中发现的、如何解决谈判冲突的一些重要方法。

（如果对本文所涉及的图表、附录以及原文感兴趣，敬请参照Michele J.Gelfand以及Anu Realo所撰写的论文“Individualism-Collectivism and Accountability in Intergroup Negotiations”，此文发表在Journal of Applied Psychology 1999年第84卷第5期721-736页。作者：米歇尔·盖尔芬德和阿努·里洛；米歇尔·盖尔芬德是马里兰大学帕克分校教授；阿努·里洛是塔尔图爱沙尼亚大学教授）

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附录A　谈判问题列表

附录B

集体主义指数[权恩迪斯（Triandis 1994b）]

1.维持小组的和谐对我来说很重要。

2.如果家庭不同意我非常喜欢的活动，我将放弃它。

3.长辈教育孩子，要先承担责任后开始享受。

4.我的快乐大多时候取决于我周围其他人的快乐。

5.小组运作良好是我关注的事情。

6.我真心喜欢与人合作。

7.为了小组利益，我经常牺牲自己的兴趣爱好。

8.在做出决定之前，我经常向别人咨询。

9.如果父母获了奖，孩子应该感到自豪。

10.如果亲戚经济困顿，即使可能导致我自己生活困难，我也要尽力而为帮助他们。

11.如果有小组成员获奖，我也感到自豪。

12.在小组内分享一些小事也让我开心。

13.我觉得我应该在家侍奉年迈的双亲。

14.对我而言，与别人待在一起就是快乐。

15.我讨厌反对小组其他成员的意见。

16.虽然我憎恨这些活动，但是，为了取悦家人，我还是参加这些活动。

我们告诉这些参与者，我们只是想知道你是同意还是不同意上面这些陈述。上面所提到的“小组”，有时指“一群朋友”，有时又指“你参加的任何小组”。仔细阅读这些条款。使用从1到9的序列数字标明你是同意还是不同意，其中1代表坚决不同意，9代表完全同意。

[1]在低问责制环境中，有12对男性配对和16对女性配对（其中16对为高加索裔白人，12对为亚裔美国人。）在高问责制环境中，有15对男性配对和8对女性配对（其中15对为高加索裔白人，8对为亚裔美国人。）

[2]克伦巴赫系数为信度值指数（译者注）。

[3]与之前的研究一致的是，研究结果证明，亚裔美国人比起高加索裔美国人集体主义者特征更明显。[F（l，48）=11.15，P＜0.001（MAsian=7.0；MCauc=6.4）].

[4]在低度问责制的情况下，有17名男生和40名女生（其中33名来自美国，24名来自爱沙尼亚）。在高度问责制的情况下，有19名男生和33名女生（其中33名来自美国，19名来自爱沙尼亚）。

[5]有趣的是，爱沙尼亚人和美国人在集体主义这方面没有区别（P＞0.30）。这一结果与最近比较美国人、爱沙尼亚人和俄罗斯人之后所发现的结果高度一致[里奥罗和阿里克（Realo & Allik，2002）]。两个结果反映了爱沙尼亚人经历了不同于斯瓦茨（Schwartz 1994）研究时期的重要变化。但是，谈判者的集体主义变换多端，可以检测在谈判情况认知方面问责制和谈判者的集体主义交互作用的假设。

[6]感谢匿名审稿人，他建议在后续研究中使用这种设计模式。