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題名 跨文化談判的研究：台灣談判的文化影響
A Study of Cross-Cultural Negotiations: The Cultural Impact on Negotiations in Taiwan作者 吳菲樂
Tersago, Vera Cathy Carol貢獻者 韓志翔
吳菲樂
Vera Cathy Carol Tersago關鍵詞 跨文化
台灣
談判
國際
關係
Cross-cultural
Taiwan
Negotiation
International
Guanxi日期 2018 上傳時間 1-Oct-2018 12:21:53 (UTC+8) 摘要 International negotiations in Taiwan often are difficult for foreigners to partake in. This paper focuses primarily to identify these issues and hopes to aid in making international negotiations in Taiwan smoother with a minimum in misunderstandings My research question evolves around on identifying the possible cultural issues for foreigners when trying to attempt negotiations in Taiwan. Thus, trying to make it easier for foreigners from Western countries easier to partake in negotiations in Taiwan. I tried to find a general behavior pattern in Taiwanese negotiations with my previous first-hand experience, data collection, and literature review analysis. Also I will be investigating what effect Taiwanese culture has on negotiation, and comparing it with western culture. The results showed that the way the negotiations go depends on a lot of factors. There is a lot that could go wrong. From simple communication/ translation errors, to different negotiation strategies, the use of manpower, the kind of contract. What always will be present however, is that it’s hard to really give a general explanation, as every negotiation depends on the willingness of the opposite party. So there are always human factors involved. Which are known for their unpredictability. By conducting this research, I did find some behavior patterns that once studied, you could get more out of these negotiations.
International negotiations in Taiwan often are difficult for foreigners to partake in. This paper focuses primarily to identify these issues and hopes to aid in making international negotiations in Taiwan smoother with a minimum in misunderstandings My research question evolves around on identifying the possible cultural issues for foreigners when trying to attempt negotiations in Taiwan. Thus, trying to make it easier for foreigners from Western countries easier to partake in negotiations in Taiwan. I tried to find a general behavior pattern in Taiwanese negotiations with my previous first-hand experience, data collection, and literature review analysis. Also I will be investigating what effect Taiwanese culture has on negotiation, and comparing it with western culture. The results showed that the way the negotiations go depends on a lot of factors. There is a lot that could go wrong. From simple communication/ translation errors, to different negotiation strategies, the use of manpower, the kind of contract. What always will be present however, is that it’s hard to really give a general explanation, as every negotiation depends on the willingness of the opposite party. So there are always human factors involved. Which are known for their unpredictability. By conducting this research, I did find some behavior patterns that once studied, you could get more out of these negotiations.參考文獻 Alston, J. P. (1989). Wa, Guanxi, and Inhwa: Managerial Principles in Japan, China, and Korea, (March-April), 26–31. Chang, L.-C. (2006a). Business Negotiation and Social Conflict Styles in Taiwan: An Empirical Study. The Journal of Human Resource and Adult Learning, (May), 176–187. Chang, L.-C. (2006b). Differences in Business Negotiations between Different Cultures. The Journal of Human Resource and Adult Learning, (November), 135–140. Chang, L.-C. (2012). An Empirical Study of Business Activities and Negotiation Styles between Taiwan and Mainland China. African Journal of Business Management, 6(15), 5328–5337. Chen, G. M., & Starosta, W. J. P. (1997). Chinese Conflict Management and Resolution: Overview and Implications. Intercultural Communication Studies, 7, 1–16. Drake, L. E. (1995). Negotiating styles in Intercultural communication. International Journal of Conflict Management, 6(1), 72–90. Farazmand, F. A., Yu, Y.-T., & Daneefard, H. (2011). Is Religious Culture a Factor in Negotiation: Ａ Cross-Cultural Comparison of Iran, Taiwan and the United States. Journal of International Business Research, 10(1), 27–44. Fisher, R., Ury, W., & Patton, B. (1991). Getting to yes: Negotiating agreement without giving in. Gardašević, J., & Vapa-Tankosić, J. (2015). International Business: Raising Cultural Awareness In Global Negotiation. The European Journal, 12(1), 37–42. Gelfand, M., Gunia, B. C., Huang, T.-J., Brett, J., Imai, L., & Hsu, B.-F. (2013). Toward a Culture-by-Context Perspective on Negotiation. Journal of Applied Psychology, 98(3), 504–513. Hinner, M. B. (2005). Chinese and Western Business Cultures. Peter Lang GmbH. Hinner, M. B. (2017). Intercultural Misunderstandings: Causes and Solutions. Russian Journal of Linguistics, 21(4), 885–909. Hofstede, G. H. (2010). Cultures and Organizations: Software of Mind. New York: McGraw Hill. Hofstede, G. H. (2011). Dimensionalizing Cultures: The Hofstede Model in Context. Online Readings in Psychology and Culture, 2(1), 1–26. Hofstede, G. H. (2018). Country Comparison. Intercultural Communication Studies. Retrieved from https://www.hofstede-insights.com/country-comparison/belgium,taiwan,the-usa/ Katz, L. (2006a). International Negotiation: How Do I Get Ready?, 1–6. Katz, L. (2006b). Negotiating International Business - Taiwan, 1–9. LeBaron, M. (2003). Culture-Based Negotiation Styles. Retrieved from https://www.beyondintractability.org/essay/culture-negotiation Leung, T. K. P. (2003). Face Work in Chinese Culture: Its Role in Chinese Business. Researchgate. Retrieved from https://www.researchgate.net/publication/260403542_Face_work_in_Chinese_culture_Its_role_in_Chinese_business Lindborg, A., & Ohlsson, A.-C. (2007). Cross-Cultural Business Negotiations. Kristianstad University, Kristianstad. Retrieved from http://www.diva-portal.org/smash/get/diva2:291534/fulltext01.pdf Matos, N., Sierra, C., & Jennings, N. R. (1998). Determining Successful Negotiation Strategies: An Evolutionary Approach. Presented at the Proceedings International Conference on Multi Agent Systems (Cat. No.98EX160). Retrieved from http://citeseerx.ist.psu.edu/viewdoc/download?doi=10.1.1.65.6392&rep=rep1&type=pdf Pon, S. (2018). Overcoming Cultural Barriers in Negotiations and the Importance of Communication in International Business Deals. Retrieved August 29, 2018, from https://www.pon.harvard.edu/daily/international-negotiation-daily/bridging-the-cultural-divide-in-international-business-negotiations/ Peng, L. (2008). Analysis of Cultural Differences between West and East in International Business Negotiation. Journal of Business and Management, 3(11), 103–106. Salacuse, J. W. (2005). The Top Ten Ways That Culture Can Affect International Negotiations, (March / April). Retrieved from https://iveybusinessjournal.com/publication/the-top-ten-ways-that-culture-can-affect-international-negotiations/ Shonk, K. (2018). Managing Cultural Differences in Negotiation. Retrieved August 29, 2018, from https://www.pon.harvard.edu/daily/international-negotiation-daily/managing-cultural-differences-negotiation/ Tung, J. (2012). Guanxi and Ethics-A Study of Chinese Management Behaviour. American Journal of Applied Sciences, 9(2), 223–226. Whitley, J. R. (2004). The ABC’s of Negotiation: An Advocate’s Guide to Negotiating with Providers to Improve Access to Health Care Services. Community Catalyst. Retrieved from https://www.communitycatalyst.org/doc-store/publications/the_abcs_of_negotiation_feb04.pdf 描述 碩士
國立政治大學
企業管理研究所(MBA學位學程)
105363127資料來源 http://thesis.lib.nccu.edu.tw/record/#G0105363127 資料類型 thesis dc.contributor.advisor 韓志翔 zh_TW dc.contributor.author (Authors) 吳菲樂 zh_TW dc.contributor.author (Authors) Vera Cathy Carol Tersago en_US dc.creator (作者) 吳菲樂 zh_TW dc.creator (作者) Tersago, Vera Cathy Carol en_US dc.date (日期) 2018 en_US dc.date.accessioned 1-Oct-2018 12:21:53 (UTC+8) - dc.date.available 1-Oct-2018 12:21:53 (UTC+8) - dc.date.issued (上傳時間) 1-Oct-2018 12:21:53 (UTC+8) - dc.identifier (Other Identifiers) G0105363127 en_US dc.identifier.uri (URI) http://nccur.lib.nccu.edu.tw/handle/140.119/120325 - dc.description (描述) 碩士 zh_TW dc.description (描述) 國立政治大學 zh_TW dc.description (描述) 企業管理研究所(MBA學位學程) zh_TW dc.description (描述) 105363127 zh_TW dc.description.abstract (摘要) International negotiations in Taiwan often are difficult for foreigners to partake in. This paper focuses primarily to identify these issues and hopes to aid in making international negotiations in Taiwan smoother with a minimum in misunderstandings My research question evolves around on identifying the possible cultural issues for foreigners when trying to attempt negotiations in Taiwan. Thus, trying to make it easier for foreigners from Western countries easier to partake in negotiations in Taiwan. I tried to find a general behavior pattern in Taiwanese negotiations with my previous first-hand experience, data collection, and literature review analysis. Also I will be investigating what effect Taiwanese culture has on negotiation, and comparing it with western culture. The results showed that the way the negotiations go depends on a lot of factors. There is a lot that could go wrong. From simple communication/ translation errors, to different negotiation strategies, the use of manpower, the kind of contract. What always will be present however, is that it’s hard to really give a general explanation, as every negotiation depends on the willingness of the opposite party. So there are always human factors involved. Which are known for their unpredictability. By conducting this research, I did find some behavior patterns that once studied, you could get more out of these negotiations. zh_TW dc.description.abstract (摘要) International negotiations in Taiwan often are difficult for foreigners to partake in. This paper focuses primarily to identify these issues and hopes to aid in making international negotiations in Taiwan smoother with a minimum in misunderstandings My research question evolves around on identifying the possible cultural issues for foreigners when trying to attempt negotiations in Taiwan. Thus, trying to make it easier for foreigners from Western countries easier to partake in negotiations in Taiwan. I tried to find a general behavior pattern in Taiwanese negotiations with my previous first-hand experience, data collection, and literature review analysis. Also I will be investigating what effect Taiwanese culture has on negotiation, and comparing it with western culture. The results showed that the way the negotiations go depends on a lot of factors. There is a lot that could go wrong. From simple communication/ translation errors, to different negotiation strategies, the use of manpower, the kind of contract. What always will be present however, is that it’s hard to really give a general explanation, as every negotiation depends on the willingness of the opposite party. So there are always human factors involved. Which are known for their unpredictability. By conducting this research, I did find some behavior patterns that once studied, you could get more out of these negotiations. en_US dc.description.tableofcontents Table of Contents 1 Introduction 6 1.1 Research Background and Motivation 6 1.2 Research Goals 9 2 Literature Review 10 2.1 What is Negotiation? 10 2.2 Guanxi 12 2.3 The Negotiation Process 14 2.3.1 Planning 15 2.3.2 Contact 19 2.3.3 Negotiation 20 2.3.4 Contract 22 2.4 Comparison in Negotiation 23 2.5 Culture of Taiwan 29 2.5.1 Culture as Mental programming 29 2.5.2 Layers of culture 30 2.5.3 Gender in negotiations 32 2.5.4 Hofstede’s Cultural Dimensions 32 2.6 Comparing Taiwan to the US and Belgium 38 3 Methodology 43 4 Case study 44 4.1 Company background 44 4.2 The Case 45 5 Case Analysis 48 5.1 Planning 48 5.2 Contact 48 5.3 Negotiation 49 5.4 Contract 49 5.5 Research Limitations 50 5.6 Comparison with Hofstede’s Cultural Dimensions 52 6 Conclusion 54 6.1 Conclusion 54 6.2 Consideration for Future Study 54 6.3 Limitations 55 6.4 Implications for Management 55 7 Bibliography 56 zh_TW dc.source.uri (資料來源) http://thesis.lib.nccu.edu.tw/record/#G0105363127 en_US dc.subject (關鍵詞) 跨文化 zh_TW dc.subject (關鍵詞) 台灣 zh_TW dc.subject (關鍵詞) 談判 zh_TW dc.subject (關鍵詞) 國際 zh_TW dc.subject (關鍵詞) 關係 zh_TW dc.subject (關鍵詞) Cross-cultural en_US dc.subject (關鍵詞) Taiwan en_US dc.subject (關鍵詞) Negotiation en_US dc.subject (關鍵詞) International en_US dc.subject (關鍵詞) Guanxi en_US dc.title (題名) 跨文化談判的研究：台灣談判的文化影響 zh_TW dc.title (題名) A Study of Cross-Cultural Negotiations: The Cultural Impact on Negotiations in Taiwan en_US dc.type (資料類型) thesis en_US dc.relation.reference (參考文獻) Alston, J. P. (1989). Wa, Guanxi, and Inhwa: Managerial Principles in Japan, China, and Korea, (March-April), 26–31. Chang, L.-C. (2006a). Business Negotiation and Social Conflict Styles in Taiwan: An Empirical Study. The Journal of Human Resource and Adult Learning, (May), 176–187. Chang, L.-C. (2006b). Differences in Business Negotiations between Different Cultures. The Journal of Human Resource and Adult Learning, (November), 135–140. Chang, L.-C. (2012). An Empirical Study of Business Activities and Negotiation Styles between Taiwan and Mainland China. African Journal of Business Management, 6(15), 5328–5337. Chen, G. M., & Starosta, W. J. P. (1997). Chinese Conflict Management and Resolution: Overview and Implications. Intercultural Communication Studies, 7, 1–16. Drake, L. E. (1995). Negotiating styles in Intercultural communication. International Journal of Conflict Management, 6(1), 72–90. Farazmand, F. A., Yu, Y.-T., & Daneefard, H. (2011). Is Religious Culture a Factor in Negotiation: Ａ Cross-Cultural Comparison of Iran, Taiwan and the United States. Journal of International Business Research, 10(1), 27–44. Fisher, R., Ury, W., & Patton, B. (1991). Getting to yes: Negotiating agreement without giving in. Gardašević, J., & Vapa-Tankosić, J. (2015). International Business: Raising Cultural Awareness In Global Negotiation. The European Journal, 12(1), 37–42. Gelfand, M., Gunia, B. C., Huang, T.-J., Brett, J., Imai, L., & Hsu, B.-F. (2013). Toward a Culture-by-Context Perspective on Negotiation. Journal of Applied Psychology, 98(3), 504–513. Hinner, M. B. (2005). Chinese and Western Business Cultures. Peter Lang GmbH. Hinner, M. B. (2017). Intercultural Misunderstandings: Causes and Solutions. Russian Journal of Linguistics, 21(4), 885–909. Hofstede, G. H. (2010). Cultures and Organizations: Software of Mind. New York: McGraw Hill. Hofstede, G. H. (2011). Dimensionalizing Cultures: The Hofstede Model in Context. Online Readings in Psychology and Culture, 2(1), 1–26. Hofstede, G. H. (2018). Country Comparison. Intercultural Communication Studies. Retrieved from https://www.hofstede-insights.com/country-comparison/belgium,taiwan,the-usa/ Katz, L. (2006a). International Negotiation: How Do I Get Ready?, 1–6. Katz, L. (2006b). Negotiating International Business - Taiwan, 1–9. LeBaron, M. (2003). Culture-Based Negotiation Styles. Retrieved from https://www.beyondintractability.org/essay/culture-negotiation Leung, T. K. P. (2003). Face Work in Chinese Culture: Its Role in Chinese Business. Researchgate. Retrieved from https://www.researchgate.net/publication/260403542_Face_work_in_Chinese_culture_Its_role_in_Chinese_business Lindborg, A., & Ohlsson, A.-C. (2007). Cross-Cultural Business Negotiations. Kristianstad University, Kristianstad. Retrieved from http://www.diva-portal.org/smash/get/diva2:291534/fulltext01.pdf Matos, N., Sierra, C., & Jennings, N. R. (1998). Determining Successful Negotiation Strategies: An Evolutionary Approach. Presented at the Proceedings International Conference on Multi Agent Systems (Cat. No.98EX160). Retrieved from http://citeseerx.ist.psu.edu/viewdoc/download?doi=10.1.1.65.6392&rep=rep1&type=pdf Pon, S. (2018). Overcoming Cultural Barriers in Negotiations and the Importance of Communication in International Business Deals. Retrieved August 29, 2018, from https://www.pon.harvard.edu/daily/international-negotiation-daily/bridging-the-cultural-divide-in-international-business-negotiations/ Peng, L. (2008). Analysis of Cultural Differences between West and East in International Business Negotiation. Journal of Business and Management, 3(11), 103–106. Salacuse, J. W. (2005). The Top Ten Ways That Culture Can Affect International Negotiations, (March / April). Retrieved from https://iveybusinessjournal.com/publication/the-top-ten-ways-that-culture-can-affect-international-negotiations/ Shonk, K. (2018). Managing Cultural Differences in Negotiation. Retrieved August 29, 2018, from https://www.pon.harvard.edu/daily/international-negotiation-daily/managing-cultural-differences-negotiation/ Tung, J. (2012). Guanxi and Ethics-A Study of Chinese Management Behaviour. American Journal of Applied Sciences, 9(2), 223–226. Whitley, J. R. (2004). The ABC’s of Negotiation: An Advocate’s Guide to Negotiating with Providers to Improve Access to Health Care Services. Community Catalyst. Retrieved from https://www.communitycatalyst.org/doc-store/publications/the_abcs_of_negotiation_feb04.pdf zh_TW dc.identifier.doi (DOI) 10.6814/THE.NCCU.MBA.080.2018.F08 en_US
