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題名：資訊不道德戰術下談判者人格特質與道德行為傾向之關聯探討
書刊名：管理與系統
作者：張國忠 引用關係／洪玉昇
作者(外文)：Chang, Kuochung／Hung, Yu-sheng
出版日期：2015
卷期：22:3
頁次：頁361-379
主題關鍵詞：道德強度；談判戰術；人格特質；Moral intensity；Negotiation tactics；Personality characteristics
原始連結：連回原系統網址new window
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  • 被引用次數被引用次數:期刊(1) 博士論文(0) 專書(0) 專書論文(0)
  • 排除自我引用排除自我引用:1
  • 共同引用共同引用:182
  • 點閱點閱:37
資訊是談判成功的關鍵，為尋求談判的成功，談判者常使用不道德戰術以取得關鍵資訊。本研究以人格特質的互賴性自我構念、內控信念與華人人格特質的人情和面子構面做為調節變項，探討資訊不道德戰術的道德強度與道德行為傾向之關係。研究結果指出資訊不道德強度的程度，為影響談判者道德決策的主因；當資訊不道德戰術的道德疑慮程度愈高，談判者的人格特質的影響愈見其顯著性。談判者人格特質的人情和面子構面與互賴性自我構念和內控信念，對於資訊不道德戰術之道德強度與道德行為傾向間，會產生不同程度的調節效應。依據資料分析結果，本研究提供談判參與者實務建議之參考。
Information plays a key role in achieving successful negotiations. To seek the success of negotiation, information unethical tactics are usually employed by negotiators. In this study, we examined the moderating effects of interdependent self-construal, locus of control, and two Chinese personality factors, ren-qing and face saving on the relationship between moral intensity of information unethical negotiation tactics and negotiators’ ethical behavioral intentions. Results indicated that different information unethical tactics with different levels of moral intensity significantly affected the negotiators’ behavioral intentions during negotiations. These effects were also differently moderated by the above-mentioned personality characteristics. Several managerial implications based on analytical results were also provided.
期刊論文
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圖書
1.陳彥豪、張琦雅(2007)。談判學。台北：華泰文化出版社。  延伸查詢new window
2.張國忠(2010)。談判原理與實務。前程文化事業有限公司。  延伸查詢new window
3.Rest, J. R.、Barnett, R.、Bebeau, M.、Deemer, D.、Gatz, I.、Moon, Y.、Spickelmier, J.、Thoma, S.、Volker, J.(1986)。Moral Development: Advances in Research and Theory。New York, NY：University of Minnesota Press。  new window
4.李少民、葉匡時、畢自力(2008)。當代中國工商環境與企業管理。台北：前程文化。  延伸查詢new window
 
 
 
 
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