从跨文化角度论中美商务谈判中的文化价值和冲突解决风格.docVIP

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从跨文化角度论中美商务谈判中的文化价值和冲突解决风格.doc

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AbstractInviewofthedevelopmentoftheglobaleconomyandChina’sentryintotheWTO,Sino-U.S.businessnegotiationsoccurinmultiple-levelenvironmentsmorefrequentlythaneverbefore.Conflictsoverscarceresources,goalsandproceduresareoftenintensifiedbyculturaldivergences.Therefore,inaninternationalbusinessenvironment,negotiatorswithanunderstandingofculturaldifferences,whocanutilizeconflictresolutionfundamentals,haveadecidedlylargeadvantageatthebargainingtable.Tothisend,thisthesisfocusesontheculturalimpactsofthevaryingmethodsofconflictresolutioncommonlyusedbyAmericanandChinesenegotiatorsandmakesacomprehensivecomparisonofthedifferentconflictresolutionstylescommonlyfoundinthetwocultures.Thefirstchapterisaconceptualandtheoreticalreviewaboutculturalvaluesandconflict.BasedonBrett’s(2000)culturalvaluedimensionsandThomas-Kilmann’s(1974)ConflictStyleModel,thetheoreticalframeworkandresearchmodelforthisstudyaremanifested.Invirtueofthepreviousgroundwork,Chapter3makesanin-depthculturalanalysisofconflictresolvingstylesadoptedbyAmericanandChinesenegotiatorsfromthreeaspects:individualismvs.collectivism,hierarchyvs.egalitarianism,highcontextvs.lowcontext.MuchemphasishasbeenputonChapter4,whichpresentsaquestionnairesurveydesignedbasedonThomas-Kilmann’sConflictModeInstrument(TKI)andconductedamongAmericanmanagerialemployeesandChineseexecutivesofstate-ownedenterprises(SOEs)totesttwohypothesesaboutconflictresolvingpreferences.Afteranalyzingcollecteddata,casestudiesarecarriedoutasasupplementtofurtheranalyzeconflictresolutionintheactualSino-USbusinessnegotiations.Bymeansofquantitativeandqualitativestudies,thisthesisrevealsthatAmericannegotiatorsandChinesenegotiatorsdoshowthedistinctconflictresolvingpreferencesinbusinessnegotiations.Furthermore,thisstudyindicatesthatconflictstylesarenotexclusivelyunchangingandbothAmericannegotiatorsandChinesenegotiatorsmaystrategicallyadoptconflictstylesatthenegotiatingtable.Accordingtothisfinding,theconcludingchapteralsoofferstheconcreteadvicesforChinesenegotiatorsandpointsou