跨文化谈判中的情绪欺骗与信息欺骗: 基于道德推脱视角的研究

When negotiators intentionally display emotions without realexperience to influence others, they use emotional deception. When negotiators deliberately misrepresent information to the other party, they employ informational deception. Members from various cultures have different moral standards. The main objective of this proposed research is to study the psychological mechanism that underlies deception by negotiators across cultures. Based on findings from previous research by others (e.g., Mazar & Aggarwal, 2011) and ourselves (Zhang, Liu, & Liu,forthcoming), we integrate intellectual insights on deception from psychology,management,economics,marketing,and ethics studies to propose that moral disengagement (Bandura, 1996) and moral emotions (e.g., Zhong, 2011) may be mediating variables between the culture and deceptions in negotiation，which may be moderated by sense of opponent's loss. Our empirical strategy includes four quantitative studies and one qualitative study. Study 1 will adopt scenarios method to investigate the effects of Chinese and American cultures on negotiators' decision-making tendencies regarding negative emotional and informational deception. Study 2 will use single-subject computer-mediated negotiation simulations to replicate the findings from study 1. Further, this study will examine the mediating effect of culture on deceptions through moral disengagements and emotions. Study 3 will investigate the moderating effects of opponent's loss in the relationship between culture and deception through moral disengagements and emotions. Previous research shows that the use of deception by participants was significantly affected by the consequences of deception for opponents. We hypothesize that the consequences for opponents would influence moral disengagement and emotions, which in turn may affect tendencies for deceptions. Study 4 will replicate the findings of the aforementioned studies through double-subject computer-mediated negotiation simulations featuring approximation of real negotiation phenomena. Additionally, Study 5 will adopt an extended case method to qualitatively explore the core issues of the current project. Together, the four experiments in the series and the qualitative case study probe the effects of culture on deception and the corresponding mediating and moderating mechanisms. We expect findings from this project would contribute the cross-cultural research in areas of ethics, negotiation, and social interactions in general by providing an explanatory cognitive (moral disengagement) and affective process (moral emotions) and boundary conditions (sense of opponent's loss) that explain deceptive behaviors. Methodologically, we contribute to cross-cultural research by offering a new combination of qualitative and quantitative methods in empirical inquiries. Our findings have the potential to provide practical implications in development of negotiators in both domestic and global contexts.

当谈判者有意表达自身并未体会到的情绪以影响对手时，是使用了情绪欺骗；当谈判者有意向对手歪曲信息时，是使用了信息欺骗。本项目旨在考察文化如何通过心理机制影响谈判者的欺骗行为。研究一将采用情景方法考察中美文化对负面情绪欺骗与信息欺骗的使用决策之影响。研究二将采用单人计算机模拟方法，复证研究一的研究发现。同时，从道德推脱和道德情绪的角度探索中美文化影响欺骗的中介机制。研究三将考察对手损失就文化对欺骗的间接效应之调节作用。以往研究表明，如果欺骗会给对手带来严重后果时，谈判者会减少欺骗。我们推测欺骗对他人造成的损失会影响道德推脱与情绪，进而影响谈判中的欺骗行为。研究四中采用更逼近真实谈判现象的双人计算机模拟谈判复证前述研究的发现。研究五将尝试采用延伸案例方法探索本项目的核心议题。总之，本项目的四个系列实验和一个质性研究试图考察文化对欺骗的影响及相应的中介和调节机制,以期在跨文化谈判等领域 做出贡献。

当谈判者有意向对手歪曲信息时，是使用了信息欺骗。本项目旨在考察文化如何通过心理机制影响谈判者的欺骗行为，从道德推脱角度探索中美文化影响欺骗的中介机制。136个中国本科生（33%为 男性，67%为女性；平均年龄为21.56岁，标准差为0.66）和107个美国本科生（45%为 男性，55%为女性；平均年龄为21.37岁，标准差为5.70）在各自国家东海岸的城市参与了研究。研究发现：集体主义文化的谈判者会由于责任分散有更多的欺骗；集体主义文化的谈判者会由于责任替代有更多的欺骗；相比较责任分散，集体主义文化的谈判者会更多地由于责任替代而有更多的欺骗；集体主义文化的谈判者会由于道德承诺有更多的欺骗。