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      저자 : Milan Constantinovits (검색결과 1 건)
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      • Development of a Conceptual Model and Questionnaire of Principled Negotiation

        Shougang Zhang,Milan Constantinovits 한국경영커뮤니케이션학회 2018 Business Communication Research and Practice Vol.1 No.2

        Objectives: Principled negotiation, proposed by Fisher and Ury, is a tool used in many disputes, but it has received some criticism, especially for its lack of empirical evidence. In this paper, we use an empirical method to study the principled negotiation model and develop a questionnaire of principled negotiation. Methods:Firstly, we build a conceptual model of principled negotiation and propose the hypothesis that the principled negotiation model is constituted of four dimensions–the adult-ego people, harmonious interest, creative options, and fair criteria. Secondly, we develop a questionnaire of principled negotiation with the procedures and principles of scientific scale development. Lastly, through a survey of Chinese college students in China and data analysis, we confirm our hypothesis by using item analysis, reliability analysis, and validity analysis. Results:The results of our exploratory research of the principled negotiation model are ideal, and the obtained four-factor model can reasonably fit the data. The validity of this questionnaire is found to be good, and the questionnaire of principled negotiation passes the tests of reliability and validity. Conclusions: The main variables of the questionnaire of principled negotiation were identified by applying a logical approach. The four dimensions (people, interests, options, and criteria) were obtained from the literature and an in-depth quantitative assessment. This questionnaire of principled negotiation can provide a practical guide for negotiators and researchers who wish to use a scientific measuring tool.

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