关键词: 整合式谈判, 分配式谈判, 情境因素, 过程因素

Abstract: This paper reviewed the two categories of factors researchers found that had influence on the achievement of integrative negotiations: contextual variables and process variables. Contextual variables refer to the pre-existed ones at the beginning of negotiations which include: (a) negotiators’ cultural values, that is, what is more important in the culture, e.g., collectivism vs. individualism, power distance, and communication context; (b) how the strategies used and the outcome of negotiations vary according to the motivation compositions of dyads and groups; and (c) how different emotions exert influences on the integrative achievements respectively. And the studies on process variables examined how the frequency and sequence of the strategies, as well as the strategies used in different phases of negotiation affected the ultimate agreements

Key words: integrative negotiation, distributive negotiation, contextual variable, process variable