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合理的跨文化商务谈判解决方案对企业获取优势资源具有战略意义。本文在借鉴国内外该领域内相关研究成果的基础上,构建了以情境分析(S)—规则建立(R)—支持活动(S)为路径的跨文化谈判问题影响因素分析模型,并利用问卷调查进行了实证检验。实证研究显示,在影响国际商务谈判成功度的各项因素中,属性问题、组织内互动、方案创立、准备活动对目标变量存在显著正面影响,而文化因素分析活动对谈判成功度起部分正面作用,但并不显著。在进一步分析当中,本文综合各项要素对于谈判成功度的影响,为跨文化商务谈判实务给出了实际可行的操作建议。
Reasonable cross-cultural business negotiation solutions for strategic access to business advantage of resources. Based on the relevant research results in the field both at home and abroad, this paper constructs an analysis model of the influencing factors of cross-cultural negotiation problems based on scenario analysis (S) - rule establishment (R) - support activities (S) The survey conducted an empirical test. Empirical studies show that among the various factors influencing the success of international business negotiations, the issue of property, interaction within the organization, program creation and preparation have a significant positive impact on the target variables while cultural factor analysis plays a partial positive role in the success of the negotiations , But not significant. In further analysis, this article synthesizes the impact of various factors on the success of the negotiation, and gives practical suggestions for cross-cultural business negotiation.