Loading...
|
Please use this identifier to cite or link to this item:
https://nccur.lib.nccu.edu.tw/handle/140.119/120325
|
| Title: | 跨文化談判的研究：台灣談判的文化影響
A Study of Cross-Cultural Negotiations: The Cultural Impact on Negotiations in Taiwan |
| Authors: | 吳菲樂
Tersago, Vera Cathy Carol |
| Contributors: | 韓志翔
吳菲樂
Vera Cathy Carol Tersago |
| Keywords: | 跨文化
台灣
談判
國際
關係
Cross-cultural
Taiwan
Negotiation
International
Guanxi |
| Date: | 2018 |
| Issue Date: | 2018-10-01 12:21:53 (UTC+8) |
| Abstract: | International negotiations in Taiwan often are difficult for foreigners to partake in. This paper focuses primarily to identify these issues and hopes to aid in making international negotiations in Taiwan smoother with a minimum in misunderstandings My research question evolves around on identifying the possible cultural issues for foreigners when trying to attempt negotiations in Taiwan. Thus, trying to make it easier for foreigners from Western countries easier to partake in negotiations in Taiwan. I tried to find a general behavior pattern in Taiwanese negotiations with my previous first-hand experience, data collection, and literature review analysis.
Also I will be investigating what effect Taiwanese culture has on negotiation, and comparing it with western culture.
The results showed that the way the negotiations go depends on a lot of factors. There is a lot that could go wrong. From simple communication/ translation errors, to different negotiation strategies, the use of manpower, the kind of contract. What always will be present however, is that it’s hard to really give a general explanation, as every negotiation depends on the willingness of the opposite party. So there are always human factors involved. Which are known for their unpredictability. By conducting this research, I did find some behavior patterns that once studied, you could get more out of these negotiations.
International negotiations in Taiwan often are difficult for foreigners to partake in. This paper focuses primarily to identify these issues and hopes to aid in making international negotiations in Taiwan smoother with a minimum in misunderstandings My research question evolves around on identifying the possible cultural issues for foreigners when trying to attempt negotiations in Taiwan. Thus, trying to make it easier for foreigners from Western countries easier to partake in negotiations in Taiwan. I tried to find a general behavior pattern in Taiwanese negotiations with my previous first-hand experience, data collection, and literature review analysis.
Also I will be investigating what effect Taiwanese culture has on negotiation, and comparing it with western culture.
The results showed that the way the negotiations go depends on a lot of factors. There is a lot that could go wrong. From simple communication/ translation errors, to different negotiation strategies, the use of manpower, the kind of contract. What always will be present however, is that it’s hard to really give a general explanation, as every negotiation depends on the willingness of the opposite party. So there are always human factors involved. Which are known for their unpredictability. By conducting this research, I did find some behavior patterns that once studied, you could get more out of these negotiations. |
| Reference: | Alston, J. P. (1989). Wa, Guanxi, and Inhwa: Managerial Principles in Japan, China, and Korea, (March-April), 26–31.
Chang, L.-C. (2006a). Business Negotiation and Social Conflict Styles in Taiwan: An Empirical Study. The Journal of Human Resource and Adult Learning, (May), 176–187.
Chang, L.-C. (2006b). Differences in Business Negotiations between Different Cultures. The Journal of Human Resource and Adult Learning, (November), 135–140.
Chang, L.-C. (2012). An Empirical Study of Business Activities and Negotiation Styles between Taiwan and Mainland China. African Journal of Business Management, 6(15), 5328–5337.
Chen, G. M., & Starosta, W. J. P. (1997). Chinese Conflict Management and Resolution: Overview and Implications. Intercultural Communication Studies, 7, 1–16.
Drake, L. E. (1995). Negotiating styles in Intercultural communication. International Journal of Conflict Management, 6(1), 72–90.
Farazmand, F. A., Yu, Y.-T., & Daneefard, H. (2011). Is Religious Culture a Factor in Negotiation: Ａ Cross-Cultural Comparison of Iran, Taiwan and the United States. Journal of International Business Research, 10(1), 27–44.
Fisher, R., Ury, W., & Patton, B. (1991). Getting to yes: Negotiating agreement without giving in.
Gardašević, J., & Vapa-Tankosić, J. (2015). International Business: Raising Cultural Awareness In Global Negotiation. The European Journal, 12(1), 37–42.
Gelfand, M., Gunia, B. C., Huang, T.-J., Brett, J., Imai, L., & Hsu, B.-F. (2013). Toward a Culture-by-Context Perspective on Negotiation. Journal of Applied Psychology, 98(3), 504–513.
Hinner, M. B. (2005). Chinese and Western Business Cultures. Peter Lang GmbH.
Hinner, M. B. (2017). Intercultural Misunderstandings: Causes and Solutions. Russian Journal of Linguistics, 21(4), 885–909.
Hofstede, G. H. (2010). Cultures and Organizations: Software of Mind. New York: McGraw Hill.
Hofstede, G. H. (2011). Dimensionalizing Cultures: The Hofstede Model in Context. Online Readings in Psychology and Culture, 2(1), 1–26.
Hofstede, G. H. (2018). Country Comparison. Intercultural Communication Studies. Retrieved from https://www.hofstede-insights.com/country-comparison/belgium,taiwan,the-usa/
Katz, L. (2006a). International Negotiation: How Do I Get Ready?, 1–6.
Katz, L. (2006b). Negotiating International Business - Taiwan, 1–9.
LeBaron, M. (2003). Culture-Based Negotiation Styles. Retrieved from https://www.beyondintractability.org/essay/culture-negotiation
Leung, T. K. P. (2003). Face Work in Chinese Culture: Its Role in Chinese Business. Researchgate. Retrieved from https://www.researchgate.net/publication/260403542_Face_work_in_Chinese_culture_Its_role_in_Chinese_business
Lindborg, A., & Ohlsson, A.-C. (2007). Cross-Cultural Business Negotiations. Kristianstad University, Kristianstad. Retrieved from http://www.diva-portal.org/smash/get/diva2:291534/fulltext01.pdf
Matos, N., Sierra, C., & Jennings, N. R. (1998). Determining Successful Negotiation Strategies: An Evolutionary Approach. Presented at the Proceedings International Conference on Multi Agent Systems (Cat. No.98EX160). Retrieved from http://citeseerx.ist.psu.edu/viewdoc/download?doi=10.1.1.65.6392&rep=rep1&type=pdf
Pon, S. (2018). Overcoming Cultural Barriers in Negotiations and the Importance of Communication in International Business Deals. Retrieved August 29, 2018, from https://www.pon.harvard.edu/daily/international-negotiation-daily/bridging-the-cultural-divide-in-international-business-negotiations/
Peng, L. (2008). Analysis of Cultural Differences between West and East in International Business Negotiation. Journal of Business and Management, 3(11), 103–106.
Salacuse, J. W. (2005). The Top Ten Ways That Culture Can Affect International Negotiations, (March / April). Retrieved from https://iveybusinessjournal.com/publication/the-top-ten-ways-that-culture-can-affect-international-negotiations/
Shonk, K. (2018). Managing Cultural Differences in Negotiation. Retrieved August 29, 2018, from https://www.pon.harvard.edu/daily/international-negotiation-daily/managing-cultural-differences-negotiation/
Tung, J. (2012). Guanxi and Ethics-A Study of Chinese Management Behaviour. American Journal of Applied Sciences, 9(2), 223–226.
Whitley, J. R. (2004). The ABC’s of Negotiation: An Advocate’s Guide to Negotiating with Providers to Improve Access to Health Care Services. Community Catalyst. Retrieved from https://www.communitycatalyst.org/doc-store/publications/the_abcs_of_negotiation_feb04.pdf |
| Description: | 碩士
國立政治大學
企業管理研究所(MBA學位學程)
105363127 |
| Source URI: | http://thesis.lib.nccu.edu.tw/record/#G0105363127 |
| Data Type: | thesis |
| DOI: | 10.6814/THE.NCCU.MBA.080.2018.F08 |
| Appears in Collections: | [企業管理研究所（MBA學位學程）] 學位論文
|
Files in This Item:
| File |
Size | Format | |
|---|
| 312701.pdf | 938Kb | Adobe PDF2 | 91 | View/Open |
|
All items in 政大典藏 are protected by copyright, with all rights reserved.
|
