跨文化商务谈判问题建模及实证研究

Modeling of Intercultural Business Negotiation and Its Empirical Study

合理的跨文化商务谈判解决方案对企业获取优势资源具有战略意义。本文在借鉴国内外该领域内相关研究成果的基础上,构建了以情境分析(S)—规则建立(R)—支持活动(S)为路径的跨文化谈判问题影响因素分析模型,并利用问卷调查进行了实证检验。实证研究显示,在影响国际商务谈判成功度的各项因素中,属性问题、组织内互动、方案创立、准备活动对目标变量存在显著正面影响,而文化因素分析活动对谈判成功度起部分正面作用,但并不显著。在进一步分析当中,本文综合各项要素对于谈判成功度的影响,为跨文化商务谈判实务给出了实际可行的操作建议。

Creating aproper solution for cross-cultural business negotiations has strategic significance for companies to acquire advantageous resources.Based on relevant literatures,this paper establishes the SRS model to solve cross-cultural problems with three modules—situation analysis,rule establishment and supportive activities.The statistical results show that questions of attributes,interactions within organizations,solution creation and preparation activities have significant positive impacts on the target variable among all the influencing factors of international business negotiations,while the activity of analyzing cul-tural factors positively affects the degree of negotiation success only to a certain extent.This paper also provides some suggestions for cross-cultural negotiation practices according to the results of the empirical study.