協商時人格特質、個人或團體情境、是否為團體代表、團體有無共識對協商對手信任的影響

Abstract

摘 要 本研究目的在藉探討協商時人格特質、個人或團體情境、是否為團體代表、團體有無共識對協商對手信任是否存在著一定的影響程度，以便組織或個人在各種不同的決策情境及面對不同人格特質的協商對手時，擬定適當的協商策略加強溝通而達到雙贏的局面。以 355 位實驗樣本依據事先所編製的不同情境及五大人格特質為自變數，而以信任為應變數的分析結果發現，宜人人格特質對協商對手的信任，有正向影響、外向人格特質對協商對手的信任，有正向影響、神經質的人格特質對協商的對手的信任，有負向影響只獲得部份信任構面的支持。協商者人格特質在個人情境之下對其對手的信任會有影響；在團體情境下其影響會減弱獲得部份信任構面的支持。團體情境中團體有共識時協商者對其協商對手會較信任獲得部分信任構面支持。團體代表的協商者較非團體代表的協商者不信任其對手沒得到信任構面的支持。團體共識與團體代表對對手的信任會有交互作用，團體代表會減低團體共識對信任的正向作用獲得部分信任構面支持。

ABSTRACT This study aimed to explore the effects of personality, individual vs. group decision-making, group representativeness, and group consensus on negotiation outcomes. Experimental data were collected from a sample of 355 subjects who had had working experiences. The data were then used in regression analyses for hypothesis testing. The results showed that the agreeable and the extroversion personalities had a positive effect on a person’s trust with his or her opponent party in business negotiation situations. The neuroticism personality had a negative effect on the trust. However, in group decision-making situations the personalities lost all their effects on the trust. Group consensus concerning the proposals to be offered had a positive effect on the trust. Serving as a representativeness for one’s own group had a negative impact on the trust endowed on the opponent party. The positive effect of group consensus on the trust was attenuated by the representativeness of ones’ own group.