政大機構典藏-National Chengchi University Institutional Repository(NCCUR):Item 140.119/120325

政大機構典藏-National Chengchi University Institutional Repository(NCCUR):Item 140.119/120325

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政大機構典藏 > 商學院 > 企業管理研究所（MBA學位學程） > 學位論文 > Item 140.119/120325

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題名:	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
作者:	吳菲樂 Tersago, Vera Cathy Carol
貢獻者:	韓志翔吳菲樂 Vera Cathy Carol Tersago
關鍵詞:	跨文化台灣談判國際關係 Cross-cultural Taiwan Negotiation International Guanxi
日期:	2018
上傳時間:	2018-10-01 12:21:53 (UTC+8)
摘要:	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.
參考文獻:	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
描述:	碩士國立政治大學企業管理研究所(MBA學位學程) 105363127
資料來源:	http://thesis.lib.nccu.edu.tw/record/#G0105363127
資料類型:	thesis
DOI:	10.6814/THE.NCCU.MBA.080.2018.F08
顯示於類別:	[企業管理研究所（MBA學位學程）] 學位論文

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