摘要
东西方文化背景的不同,使得谈判者体现出或高或低的关系行为水平。国际商务谈判的各方会作出相应的关系行为调适以获得更为满意的谈判绩效,而该调适过程会受到各方谈判经验的影响,并作用于最终的谈判结果。相较于静态线性的研究范式,对重复谈判情境进行的动态分析真实描述了跨文化谈判沟通的行为过程。
Negotiators from different cultural backgrounds usually exhibit high or low relational behavior. In international business negotiations, negotiators adapt their relational behavior in order to achieve a better performance, with their past experience as an acting factor. Moreover, this adaptation process would change the chronic negotiation outcomes. Compared with the static linear paradigm of negotiation research in existing literature, the dynamic analysis of repeated negotiations offers a more accurate approach in depicting negotiation prac- tices in the substantive world.
出处
《亚太经济》
CSSCI
北大核心
2014年第1期46-52,共7页
Asia-Pacific Economic Review
基金
国家社会科学基金重大项目《推动文化产业成为国民经济支柱性产业的战略层面及支撑体系研究》(批准号:12&ZD024)
复旦大学“985三期”整体推进社会科学研究项目《新时期我国文化产业发展战略研究》(批准号:2012SHKXYB002)
复旦大学第十二批研究生创新基金资助项目
2013年上海生产力学会青年学者助研基金资助项目
关键词
国际商务谈判
谈判者关系行为
行为调适
重复谈判
International Business Negotiations, Relational Negotiation Behavior, Behavioral Adaptation, Repeated Negotiations