科吉托,埃尔戈·康特拉霍:大大思考还是小小思考? 构造层次理论如何塑造创意协议
1School of Business Administration, College of Business and Economics, Chung-Ang University, Seoul 06974, Republic of Korea.
Behavioral sciences (Basel, Switzerland)
|June 26, 2025
概括
创意谈判涉及抽象和具体的思维. 认知灵活性,即能够在这些风格之间切换的能力,增强了创意产生和解决问题的能力,以获得更好的业务成果.
科学领域:
- 心理学 心理学 心理学
- 谈判研究 谈判研究
- 认知科学 认知科学
背景情况:
- 创造力对于成功的谈判和商业成功至关重要.
- 关于思维方式如何影响创意协议的研究正在进行中.
- 构造层次理论为理解抽象与具体思维提供了一个框架.
研究的目的:
- 研究广泛 (抽象) 和详细 (具体) 的思维对创造创造性交易的影响.
- 挑战这样一种观念,即具体的思考阻碍了创造力.
- 探索认知灵活性在谈判中结合抽象和具体思维方面的作用.
主要方法:
- 与本科生进行了两个实验室实验 (研究1:N=114,研究2:N=96).
- 研究1研究了具体思维在形成创意协议中的作用.
- 第二项研究研究了抽象和具体的思维方式之间切换的好处.
- 用调解分析来测试这两项研究中的假设关系.
主要成果:
- 具体的思考可以有助于形成创造性的协议,与先前的假设相反.
- 能够在抽象思维和具体思维 (认知灵活性) 之间切换的能力既能增强创意产生,也能增强解决问题的能力.
- 谈判者从通过灵活的思维巧妙地结合不同的观点中受益.
结论:
- 无论是抽象的还是具体的思维方式都会为创造性交易做出贡献,尽管通过不同的机制.
- 认知灵活性是利用各种思维方式取得谈判成功的关键因素.
- 这些发现对谈判策略,组织创造力和解决问题的培训有实际意义.
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