NEGOTIATION STYLES IN INTERCULTURAL COMMUNICATION

被引:22
|
作者
DRAKE, LE
机构
[1] Department of Communication, Michigan State University, East Lansing
关键词
D O I
10.1108/eb022756
中图分类号
G2 [信息与知识传播];
学科分类号
05 ; 0503 ;
摘要
This project focuses specifically on how intercultural negotiating differences are evidenced communicatively. Evidence suggests that negotiators deal differently with internationals than domestics. Therefore, it is important to move beyond within-culture comparisons as a basis for predicting intercultural negotiation processes. This paper tests empirically the endurance of culturally-associated negotiation styles in intercultural negotiations between Americans and Taiwanese. Results suggest that culture does exert some global effects in face-to-face encounters with cultural outsiders. Other aspects of negotiation are managed locally, so that predicted cultural differences do not emerge in interaction.
引用
收藏
页码:72 / 90
页数:19
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