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博碩士論文 etd-0914106-120257 詳細資訊
Title page for etd-0914106-120257
論文名稱
Title
跨國文化的協調:非語言部分
CROSS-CULTURAL NEGOTIATION: THE NONVERBAL FACTOR
系所名稱
Department
畢業學年期
Year, semester
語文別
Language
學位類別
Degree
頁數
Number of pages
72
研究生
Author
指導教授
Advisor
召集委員
Convenor
口試委員
Advisory Committee
口試日期
Date of Exam
2006-06-20
繳交日期
Date of Submission
2006-09-14
關鍵字
Keywords
談判、協調、跨國文化、非語言
negotiation, cross-cultural, nonverbal
統計
Statistics
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The thesis/dissertation has been browsed 5770 times, has been downloaded 5525 times.
中文摘要
國際化企業如雨後春筍冒出,使得我們面臨空前大量不同文化對手的談判。從談判文獻的鉅增, 可看出企業面臨誇國談判的重要性。然而, 關於非語言溝通文化分散模式的衝擊,在談判中, 却相當缺乏。
本研究主要確認跨國文化談判及非語言溝通兩個不同領域關鍵連結。我們採用了一個模型來說明非語言溝通影響跨國文化的談判。
此模型也提供了某些觀點來說明不同背景談判者如何使用非語言來溝通及非語言溝通如何影響談判過程及結果。
Abstract
The unprecedented growth of international business has resulted in an increased volume of face-to-face negotiations between parties from different cultures. The importance of cross-cultural negotiation in today’s business environment is reflected in the growing body of negotiation literature. However, there is a notable void in negotiation research regarding the impact of culturally divergent modes of nonverbal communication. The purpose of this paper is to identify the key linkages between the disparate fields of cross-cultural negotiation and nonverbal communication. A model illustrating how key determinants of nonverbal communication affect cross-cultural negotiation is presented. The goal of the model is to provide some valuable insights into how negotiators from diverse backgrounds communicate on a nonverbal level, and how divergences in nonverbal communication affect the negotiation process and outcomes.
目次 Table of Contents
I. INTRODUCTION ……..……………………………………………………1
i. Main Argument………………………………………………………………1
ii. U.S. – China Trade and Negotiation …… ………………………………2
iii. Motivation and Purpose …………………………………………………3
iv. Defining Negotiation………………………………………………………3


SECTION 1: LITERATURE REVIEW

1. Approaches to Negotiation Research …….………………………. …..4
1.1 Normative and Prescriptive Approaches ………………………… …4
1.2 Individual Differences Approach ………… …………………………… 5
1.3 Cognitive or Information-Processing Approach …………………… 5
1.4 Structural Approach……………………………… ………………………7
1.5 Social Contextualist Approach ………………… ………………………7

2. Negotiation Research Approaches and Nonverbal Communication ………10

3. Cross-Cultural Negotiation Research ………………………………………..11

4. Nonverbal Communication Research ……………………………………….12
4.1 Kinesics ……………………………………………………………………13
4.2 Vocalics……………………………………………………………………13
4.3 Proxemics…………………………………………………………………14
4.4 Haptics…………………………………………………………………… 15
4.5 Oculesics………………………………………………………………… 15
4.6 Chronemics……………………… …………………………………… 16
4.7 Appearance and Artifacts… ………………………………………… 17
SECTION II: KEY CONSTRUCTS INFLUENCING CROSS-CULTURAL NEGOTIATION & NONVERBAL COMMUNICATION ……………………..18

1. National Character …………………………………………………………….18
a. Hofstede’s Model of National Culture………………………………19
i. Uncertainty Avoidance…… ……………………… ……20
ii. Individualism ………………………………… …………21
iii. Power Distance ……………………………… ………… 23
iv. Masculinity…………………………………… ………… 24
v. Long-term Orientation……………………… ………… 25
b. National Character and Cross-Cultural Negotiation……………27
c. Cultural Divergence: China and the United States……………… 27
d. Face Management and Context …………………………………… 28

2. Organizational Culture………………………………………………..............31
2.1 Hofstede’s Organizational Culture Model ……………………… 32
2.1.1 Process versus Results………………………………… 33
2.1.2 Employee- versus Job-Oriented Cultures……………34
2.1.3 Parochial versus Professional ……………………… 35
2.1.4 Open versus Closed Systems ………………………… 36
2.1.5 Loose versus Tight Control ………………… ……… 36
2.1.6 Normative versus Pragmatic …………………………37
2.2 Organizational Culture and Nonverbal Communication ………38
2.3 Reynold’s Organizational Culture Model ……………………… 39
2.3.1 External versus Internal Emphasis …………………… 39
2.3.2 Task versus Social Focus ……………………………… 39
2.3.3 Conformity versus Individuality ……………………… 40
2.3.4 Safety versus Risk ……………………………………… 40
2.3.5 Ad Hockery versus Planning ………………………… 41
2.4 Schein’s Model of Organizational Culture ………………………41

3. Individual Personality…………………………………….………………….44
3.1 The Myers-Briggs Type Indicator (MBTI)……… ……………………45
3.1.1 Extroversion-Introversion ………………………………45
3.1.2 Sensing-Intuition …………………………………………45
3.1.3 Thinking-Feeling …………………………………………46
3.1.4 Judging-Perceiving ………………………………………46
3.2 The “Big Five”……………………………………………………………48
3.2.1 Extroversion ………………………………………………48
3.2.2 Agreeableness ……………………………………………49
3.2.3 Conscientiousness…………………………………………49
3.2.4 Neuroticism ……………………………………………… 49
3.2.5 Openness……………………………………………………50
3.3 Impact of Individual Personality on Nonverbal Communication ……51


SECTION III: CROSS-CULTURAL NEGOTIATION ……………………….52

1. Components of Negotiation ……………………………………………52

2. Cultural Communication Styles ………………………………………52

3. Negotiation Process …………………………………………………….53
3.1 Cultural Divergences Between Chinese and American Negotiation Processes ………………………………………………………………54

4. Negotiation Strategies and Tactics ……………………………………55
4.1 Distributive Approach ……………………………………………… 56
4.2 Integrative Approach…………………………………………………56

SECTION IV: THE NONVERBAL COMMUNICATION MATRIX MODEL

1. Determinants of Nonverbal Expressive Behavior ……………………58
1.1 Internalized Values and Norms …………………………………… 58
1.2 Individual Differences ……………………………………………… 59

2. The Nonverbal Communication Matrix ………………………………60

3. Application of the Matrix………………………………………………...61

SECTION V: CONCLUSION …………………………………………………… 62


REFERENCES ………………………………………………………………………65
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