国际商务谈判中的关系行为调适过程研究

The Study of Relational Behavior Adaptation Process in International Business Negotiations

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.