题 目：Negotiator Effectiveness with Mixed Agendas: An Empirical Exploration of Evaluation Criteria and Negotiator’s Decisions
报告人：Prof. Stephen E. Weiss (Schulich School of Business, York University)
时 间：2009年4月9日（星期四）中午12：30
地 点：光华管理学院新楼 217室
Abstract
Based on 1,060 individuals’ participation in dyadic negotiations over eight issues, this paper reconsiders and expands on prevailing approaches to measuring and explaining individual effectiveness. New evaluation criteria were developed and applied, along with typical measures, for this analysis. Not a single individual performed optimally on any of these measures, although a number of individuals—and dyads in general—demonstrated high levels of effectiveness. In contrast to previous research, total value creation and logrolling decisions each had a minor effect on one focal performance measure and no effect on the second one. Decisions on three types of agenda items—pure conflict, reverse priorities, and no-conflict—significantly explained most of the variance in a measure labeled “expected effectiveness.” The first of these types, which involved distributive or value-claiming decisions, accounted for a strikingly high degree of variation in multiple measures of individual effectiveness. Other findings include the frequencies with which negotiators decided to compromise, logroll, and agree on common values. Among other implications, these results suggest that general advice for negotiators has its limits.
Biography
Steve Weiss, an international negotiation specialist, is a tenured associate professor of policy and international business at the Schulich School of Business, York University (Toronto). In addition to negotiation, he teaches international business, strategy field studies, political and social environments of business, and management skills. He has received the highest awards for teaching in graduate programs from both the University and the School, and delivered faculty development workshops on teaching. His research focuses on understanding complex negotiation processes and outcomes. It has developed along two streams: macro-strategic analysis of inter-organizational negotiations, and behavioral analysis of individual negotiators. Among other publications, his best-known works include “Negotiating with Romans” in Sloan Management Review and comprehensive surveys of the field of international business negotiation.
On the administrative side, Professor Weiss served for five years as the academic director of Schulich’s International MBA, a 24-month degree program whose students work and study in some 25 countries every year. Prior to joining Schulich, Weiss served on the faculties of the University of Pennsylvania (where he received his Ph.D.) and New York University’s Stern School of Business. He has held visiting appointments at HEC School of Management (France), Dartmouth College's Tuck School of Business (USA), IDEA (Buenos Aires), and Eindhoven University of Technology (Netherlands). At HEC, he has taught annually since 2002.
