光华管理学院第八次午餐会于10月22日中午12:15在203会议室举行
主讲人：张志学副教授 光华管理学院人力资源与组织行为学系
题 目：Reciprocation Wariness, Information Sharing and Outcomes in Dyadic Negotiation
203会议室内可以用餐，11：45开门，12:15开始做报告。
欢迎感兴趣的老师及学生参加!
Reciprocation Wariness, Information Sharing and Outcomes in Dyadic Negotiation
Zhi-Xue Zhang & Yu-Lan Han
Abstract
This study examined the influence of reciprocation wariness, a general fear of exploitation in interpersonal relationships, on negotiators’ motivational orientation, information sharing and outcomes. It was predicted that negotiators with low reciprocation wariness are more likely to be cooperatively oriented, to share more information with their opponents, and have more understanding of their opponents’ priorities and preferences than negotiators with high reciprocation wariness. It was also predicted that reciprocation wariness is positively related to both the dyad’s joint gain of and the negotiators’ perceptions with each other after the negotiation. 184 on-the-job MBA students were divided into 92 dyadic groups and participated in a simulated business negotiation. The results showed that: reciprocation wariness had a significant effect on negotiators’ motivational orientation, the extent of information sharing and the perceptions of the other party; negotiating dyads with low-low reciprocation wariness got higher joint gains than those with high-high reciprocation wariness.
