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題 名 | 人際影響策略理論初探:「順說模式」之建構=The Construction of Interpersonal Influence Theory: Adaptation Model |
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作 者 | 黃鈴媚; | 書刊名 | 世新大學學報 |
卷 期 | 8 1998.10[民87.10] |
頁 次 | 頁107-146 |
分類號 | 818.8 |
關鍵詞 | 人際影響策略理論; 順說模式; Interpersonal influence theory; Compliance-gaining strategiesn; |
語 文 | 中文(Chinese) |
中文摘要 | 本研究係針對西方人際影響研究現況中所存在的概念性與理論性問題,以中國戰國時期的語藝論述為研究資料,提出一個符合兩項重人際影響過程特質--「多重人際目標互動」與「連續性影響」--之階段式影響策略效果模式:「順說模式」。「順說模式」是一個四階段式人際影響策略模式,前兩個階段主要以蒐集聽言者與影響情境之相關資訊為主,亦即「摧情」與「摩情」;第三與第四階段則以改變聽言者為主要目標,包括「認同」與「駁斥」。此一模式以「因勢利導」的概念解釋人際影響的成功與否,它主張善說者必須善於「借力使力」,亦即運用影響情境中的客觀形勢幫助進言者贏得聽言者的信任與親近[關係目標] 與維護進言者面子[形象目標],當聽言者因信任與親近進言者而對進言者所說「不疑」、「不罪」時,進言者最後選用適當的「駁斥」策略,清楚地表達進言者的反對論點,以便成功地改變聽言者[工具性目標]。 「順說模式」主要依循以下兩個步驟發展而成 -- 首先,本研究深入檢視西方「誘發順從」策略研究文獻,指出其中亟需後續研究探討的概念性與理論性問題。其次,選擇西方語藝學者寄予重望但仍缺乏系統性研究的中國戰國時期語藝論述為研究資料,由本研究主持人比較與分析《韓非子》、《鬼谷子》與《呂氏春秋》中有關「善說」的論點,建構一個以「因」或「順說」概念為指導原則的「順說模式」。在理論層面上,「順說模式」是一個反映人際影響過程之多重人際目標互動與連續性影響特質之策略效果模式,具備現階段西方人際影響理論或模式所欠缺的優點,提供欲深入瞭解人際影響過程 [ 尤其是策略效果 ] 的學者一個值得思考的解釋性架構;在實務層面上,「順說模式」也提供談判者面對困難談判情境時,如何突破談判障礙,以取得談判對手合作的具體建議。 |
英文摘要 | The purpose of this study is to address the conceptual and theoretical problems in the interpersonal influence research area by building a 4-step model of interpersonal influence--Adaptation Model. This model is a message effects model that takes two major characteristics of interpersonal influence process into consideration--the nature of multiplicity of interaction goals and the nature of sequential influence. Specifically, effective persuaders must be good at steering their persuasive attempts through four steps--measuring→probing→identifying→rebutting. The first two steps are to gather information of the target person and the situation. With the knowledge of the situation and the people involved, then, persuaders proceed to alter the target person's behaviors by zigzagging their persuasive attempts between identifying and rebutting. The Adaptation Model has been developed through two stages. Firstly, this study conducts a thorough literature review on the major research line in interpersonal influence area--compliance-gaining strategies research. Some unsolved conceptual and theoretical problems are identified. to address these problems, secondly, the Chinese rhetorical treatises on interpersonal persuasion including 《Han Feizi 韓非子》, 《The Annals of Mr. Lu 呂氏春秋》 and 《The Guiguzi 鬼谷子》 are examined to identify relevant and useful propositions on skillful persuasion. As a result, a 4-step model of interpersonal influence (Adaptation Model) is derived from these propositions and the theoretical impliciations of this model for the interpersonal influence research area and practical implications of this model for negotiators are discussed. |
本系統中英文摘要資訊取自各篇刊載內容。