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东西方文化背景的不同,使得谈判者体现出或高或低的关系行为水平。国际商务谈判的各方会作出相应的关系行为调适以获得更为满意的谈判绩效,而该调适过程会受到各方谈判经验的影响,并作用于最终的谈判结果。相较于静态线性的研究范式,对重复谈判情境进行的动态分析真实描述了跨文化谈判沟通的行为过程。
The different cultural backgrounds of East and West make negotiators show higher or lower level of relationship behavior. All parties involved in international business negotiations will make appropriate adjustments in their relational behaviors so as to obtain more satisfactory performance of negotiation, which will be influenced by the negotiation experience of all parties and will act on the final outcome of the negotiation. Compared with the static linear research paradigm, the dynamic analysis of the situation of repeated negotiation truly describes the process of intercultural negotiation and communication.