資訊與網路科技於近年來的蓬勃發展，將不同的資訊技術運用在社會及日常生活上的不同層次。 靠著資訊傳播快速的便利與可靠性，不但改變了傳統社會的運作模式，並讓許多的商業活動透過網際網路即能進行。 線上談判系統的發展讓企業不但在競爭激烈的全球化環境中可大幅節省差旅與交通運輸在金錢與時間上的成本，更能更有效率的與各國談判者進行談判，真正達到網路無國界，世界零時差的商業全球化境界。

當資訊與網路打破國與國之間的疆界並成為實體世界通往商業全球化的任意門，來自世界各國不同背景文化並使用不同語言的企業與談判者，通常會使用世界性的共通語言 - 英語 - 來進行談判。 語言與溝通是談判中最重要的一環，攸關談判過程和結果的成敗。 本研究為探索使用母語與非母語時，語言熟悉度對於談判者與談判策略造成的影響，開發線上談判系統並進行非同步線上談判實驗，並分為母語（中文）與非母語（英語） 兩組進行實驗。

研究結果發現，談判者使用母語談判時比使用非母語具有較高的自我效能，且在語言的自我效能上對於溝通效率具有顯著的正向影響，而在焦慮感則有顯著的負向影響。 同時研究也發現，溝通效率進而對於實驗中所採用的的三個談判策略 -競爭策略、合作策略、說服策略 –皆產生顯著的正向影響，也就是越高的溝通效率越會正向的影響到競爭、合作與說服等三個談判策略。 焦慮在研究結果顯示，談判者有越高的焦慮感則越傾向使用競爭策略，但焦慮對於說服與合作策略上並無顯著的影響。

The Internet has become one of the indispensable approaches to information exchange and acquisition in the daily lives of people in most of the world. The emerging Internet and vigorous development of information technology in the recent years have brought us a more convenient and reliable means to access information. With the rapid information transmission, it not only changes the traditional social mode of operations, but also enables immediate commercial activities on the Internet. The development of e-negotiation systems benefit the enterprises in the competitive global environments for saving financial and time costs in travels, transportations and accommodations, as well as assists international negotiators to negotiate with counterparts more efficiently, with no time difference and no boundaries in the global village of e-commerce.

While Internet and Information technologies breaking the spaces and limitations in terms of geography, the international negotiators have to break the habits of using native language instead and using the world language – English – to negotiate with their counterparts from different backgrounds and countries with various native languages spoken. Languages and communication are the most important elements in the negotiation, and they affect the success of negotiation processes and outcomes. This research is to explore the impact of language familiarity on negotiators and negotiation strategies, an asynchronous e-negotiation system was developed accordingly and experiments conducted in the groups of native language (Mandarin) and non-native language (English).

Research results showed that negotiators who negotiated with native language had higher self-efficacy than the group with non-native language. The language self-efficacy showed significant positive influences on communication efficiency, but revealed negative impact on the relation with anxiety. The findings also indicated that communication efficiency showed statistically positive significance in all the three strategies adapted in this research – Contending strategy, Problem-Solving strategy, and Persuasive strategy. The higher the communication efficiency, the more positively it would impact on the strategies of contending, problem-solving and persuasive. As for anxiety, the results indicated that negotiators with higher anxiety would tend to use contending strategy more, but with no obvious impacts on the relations between anxiety vs. problem-solving, and anxiety vs. persuasive.

Chapter 1. Introduction 1
1.1 Background 1
1.2 Motivation and Research Purpose 2
Chapter 2. Literature Review 6
2.1. Language 6
2.1.1. First language 6
2.1.2. Second Language 7
2.2. Self-Efficacy Theory 7
2.3. Negotiation 9
2.3.1. Negotiation Strategies 10
2.4. Anxiety 12
2.4.1. Second Language Anxiety 13
2.5. Negotiation vs. Language Communication 13
2.5.1. Communication Efficiency 14
Chapter 3. Research Model and Hypotheses 15
3.1. Research Model 15
3.2 Hypotheses 16
3.2.1 Self-Efficacy 16
3.2.2 Communication Efficiency 17
3.2.3 Negotiation Strategies 18
Chapter 4. The Experimental Design 18
Chapter 5. Analysis and Result 29
5.1 Descriptive Statistics 29
5.2 Exploratory Factor Analysis 30
5.3 Hypotheses Testing 33
Chapter 6. Conclusions 40
References 43
Appendix A: Questionnaires 47
Appendix B: Negotiation Systems 52

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