Integrative research on avoidant attachment to the negotiating partner: exploring the linguistic/strategic antecedents and economic/relational consequences at intra/intercultural negotiation dyad. = 동/다 문화 협상상대방에게 느끼는 동태적 회피애착의 언어적/전략적 요인 및 경제적/관계적 성과에 대한 통합적 연구

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Drawing on the psychological and interpersonal perspectives, I examined how some antecedents (expression of negative emotion, negation, uncertainty and use of distributive tac-tic, less integrative tactic) promote the avoidant attachment to the negotiating partner, and how the increase of avoidant attachment to the negotiating partner would demote economic and relational outcomes. I used three studies (Korean intracultural negotiation, US intracultur-al negotiation and Intercultural negotiation) to examine my hypotheses. There are 62 American undergraduate students participated in Study1 (N=31 dyads), 40 Korean undergraduate students participated in Study 2 (N = 20 dyads) and 58 MBA students participated in Study 3 (N=29 dyads). I audio-recorded their negotiating conversations and analyzed the negotiation transcripts. I focused on their use of words, and then coded them by categories and frequencies. Then, I investigated the correlations between their use of word and avoidant attachment to the negotiating partner; relationship between avoidant attachment and outcomes in both intra and intercultural negotiations. Results showed that those antecedents promoted the avoidant attachment to the negotiating partner, and the increased avoidant attachment to negotiating partner has decreased the economic and relational outcomes.
Advisors
Lee, Su-Jinresearcher이수진
Description
한국과학기술원 : 기술경영전문대학원,
Publisher
한국과학기술원
Issue Date
2013
Identifier
514910/325007  / 020113908
Language
eng
Description

학위논문(석사) - 한국과학기술원 : 기술경영전문대학원, 2013.2, [ vi, 81 p. ]

Keywords

Avoidant attachment; Negative emotion; Negation; Distributive tactic; 회피애착; 부정적 감정 표현; 부정; 분배적 협상 전략; 관계적 성과; Relational outcome

URI
http://hdl.handle.net/10203/181304
Link
http://library.kaist.ac.kr/search/detail/view.do?bibCtrlNo=514910&flag=dissertation
Appears in Collection
MG-Theses_Master(석사논문)
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