intercultural business negotiation

intercultural business negotiation

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时间:2018-11-13

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1、InterculturalBusinessNegotiation  Peoplefromdifferentnationalitiesareprogrammedbytheirowndistinctcultures(Hofstede,1984).Negotiators’nationalcultureisoftenfoundtoexertanimportantinfluenceonthenegotiationprocess:Nationalcultureshapesnegotiators’assumptionan

2、dthoughts,whichdirectstrategyformulationandmoldbehavioralpatterns(Cohen,1993;Rubin&Sander,1991),thusresearchinthisareaaredevelopingfast.  Thispapertriestoanalyzepaperstakingthesocialconstructivistperspectiveasanalternativewhichviewscultureasacollectiveandr

3、elationaltextualsettings(SoederbergandHolden,2002),tryingtofigureouthowculturecanbeusedtoadvanceinterculturalnegotiation,toachieveacompetitiveadvantageininternationalbusiness(Clausen,2007).  Adynamicconstructivistviewofculturehelpsusseethateffectsofcultura

4、ldifferencescanbeattimesdiminishedandattimesamplified.Itisimportant,tolooknotjustathownegotiationstylesandoutcomesmaydifferbetweennegotiatorsfromdifferentcultures,butalsoatfactorsthatenhanceorconstrainchangeandconvergenceinnegotiationsincross-culturalsetti

5、ngs.InTheDynamicsofConsensusBuildinginIntraculturalandInterculturalNegotiationstheyinvestigatethesefactorsintwostudies,whichcompareintra-andinterculturalnegotiatingdyads.  Situationalfactors,suchasbargainingcontext,powerdifference,role,in-group/out-groupre

6、lationship,andsoon,canmoderateculture’smaineffect.ThusinTheEffectsofInteractionGoalsonNegotiationTacticsandOutcomes:ADyad-LevelAnalysisAcrossTwoCulturesculture’smainandmoderatingeffectsareassessedwithinacontextinwhichthetwonegotiators,whoarestrangerstoeach

7、other,alsohavedifferentialpower(employervs.employee).Suchacontextallowstheauthorstoassesstheextenttowhichculture’seffectongoalpursuitismoderatedbyrole.  Sharingasimilarprofessionalculturecouldmakeiteasierforpeoplefromdifferentcountriestodiscussissuessucces

8、sfully.SuccessfulSino-WesternBusinessNegotiation:Participants’AccountsofNationalandProfessionalCulturesexplorestheroleofnationalandprofessionalculturesinSino-Westernnegotiations.Specifically,thisinvestigation

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