| 中德跨文化商务谈判行为研究 |
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| 引用本文： | 赵霞,张生祥.中德跨文化商务谈判行为研究[J].河南社会科学,2005,13(6):31-35. |
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| 作者姓名： | 赵霞 张生祥 |
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| 作者单位： | 1. 中国农业大学,经济管理学院,北京,100871
2. 浙江师范大学,浙江,金华,321004 |
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| 基金项目： | 本论文受戴姆勒-奔驰基金会资助. |
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| 摘 要： | 随着中德之间贸易、经济合作的飞速发展,中德跨文化商务谈判已变得日益频繁。为了研究中德商务谈判行为,笔者在德国组织了110组的中德跨文化商务谈判模拟,并对该数据进行了量化分析。分析结果揭示出,在中德跨文化商务谈判中,谈判者的个人特征对谈判者的策略选择发生着影响;同时,谈判者的策略选择对谈判结果起着至关重要的作用。另外,在谈判中保持良好的谈判气氛和高度忍耐力对于取得好的谈判结果也非常重要。对数据结果讨论之后,文章概括了中德跨文化商务谈判的一些基本特征,并给出了相关的现实操作启示。
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| 关 键 词： | 中德跨文化商务谈判 个人特征 谈判策略 |
| 文章编号： | 1007-905X(2005)06-0031-05 |
| 修稿时间： | 2005年10月4日 |
The Analysis of Sino-German Cross-cultural Business Negotiation Behaviors |
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| Zhao Xia,Zhang Shengxiang.The Analysis of Sino-German Cross-cultural Business Negotiation Behaviors[J].Henan Social Sciences,2005,13(6):31-35. |
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| Authors: | Zhao Xia Zhang Shengxiang |
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| Institution: | Zhao Xia 1,Zhang Shengxiang 2 |
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| Abstract: | With the fast development of trade and economic cooperation between China and Germany,cross-cultural business negotiations between Chinese and German are becoming more and more frequent.In order to study Sino-German business negotiation behaviors,the author organized 110 pairs of Sino-German business negotiation simulations in Germany.The results showed that negotiator's characteristics had effects on negotiator's strategy choices.Simultaneously,the negotiator's strategy choices had key effects on negotiation outcomes.In addition,keeping good negotiation climate and high level of patience also were very important to the obtainment of good negotiation outcomes.After the discussion of the results,corresponding characteristics of Sino-German business negotiation behaviors and management implications were provided in the end of this study. |
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| Keywords: | cross-cultural business negotiation between Chinese and German personal characteristics negotiation strategies |
| 本文献已被 CNKI 万方数据 等数据库收录！ |
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