The Impact on Negotiation from Social Motives of Negotiators with Different Power

Negotiation tasks of job interviews were conducted in a group of 166 college students,who were divided for one-to-one(of the same sex) simulated negotiation.These tasks aimed at investigating the influence of social motives of negotiators with different power(HR Managers and candidates) on a win-win negotiation.It has been found out that no marked differences on united benefits existed either with HR manager's individual pro-social motive or with both parties',while more united benefits were created in both parties' control groups of social motive.The regression analysis indicated the influence on integrated results of negotiation from social motive of the one with more power was greater than those from social motive of the one with less power,and such influence was independent of functions of negotiators' ambition and positive emotion.