提议语艺策.pdfVIP

「提議語藝」策略與讓步行為之研究 《摘要》 從探討談判者如何陳述具備說服力的談判提議之角度，提出「提議語藝」 概念，整合目前過度分殊化的談判提議研究。本研究主張，提議是談判者使用語 言影響或說服其他談判者的過程，而目的在取得預期的提議聯結配對組合。理想 的提議聯結配對組合（提議 / 接受提議）是否會出現，除仰賴言談者的提議條件 是否符合另一方的期望外，也可能是言談者透過語言的精心設計而產生的策略效 果。根據上述兩項原則，本研究先抽取 十二個與談判情境的讓步行為最為相關的 因素（包括期限壓力、選民壓力、歷史評價、佐證品質、佐證數量、面子考量、 讓步幅度、訴求標準、程序正義、長期關係、互信程度、讓步次數），再經過因 素分析的粹取，得出四種「提議語藝」策略類型：傳統提議策略、溝通品質策略、 關係導向策略與談判能力策略。整體而言，對談判者比較具備說服力的前五項訴 求包括訴求標準、互信程度、期限壓力、佐證品質與程序正義，而比較不具備說 服力的最後五項訴求是面子考量、讓步 次數、選民壓力、歷史評價與讓步幅度。 關於策略效果，本研究發現除了整合導向外，競爭（或分配）導向、逃避導向、 退讓導向、妥協導向與「傳統議價」策略都存在明顯正相關性。此外，妥協導向 與退讓導向的談判者比較容易受到「關係取向」策略的影響，但關係取向策略與 整合導向卻無明顯的相關性。 關鍵詞 ：言談行動、提議、提議語藝、策略、談判、讓步 ABSTRACT 1 The purpose of this research is to search for a more inclusive construct that can integrate the studies of offers in bargaining with other communicative strategies and tactics. Focusing on the perceived persuasiveness of offers, a construct of “offer rhetoric” has been proposed , by which the behavior of offer was redefined as only a speech act but a rhetorical act. Twelve “offer rhetoric” tactics have been found from the literature of negotiation including evidence quality, evidence number, long-termed relationship, mutual trust, time pressure, constituency pressure, objective criteria, face need, procedure justice, concession magnitude, concession frequency, and historical judgment. As a result of factor analysis, f our types of offer rhetoric strategies are identified in this research—traditional bargaining, communicative qualities, relationship-oriented, and negotiation competence. Additionally, the relationships between these four types strategies and concession-making behaviors under integrative bargaining situations and distributive bargaining situations are examined by interviewing 147 negotiators.