Culture and negotiation
作者:
David C. Bangert,
Kahkashan Pirzada,
期刊:
The International Executive
(WILEY Available online 1992)
卷期:
Volume 34,
issue 1
页码: 43-64
ISSN:0020-6652
年代: 1992
DOI:10.1002/tie.5060340106
出版商: Wiley Subscription Services, Inc., A Wiley Company
数据来源: WILEY
摘要:
AbstractNegotiation has three elements: predisposing factors, process, and outcomes. Process is the art and outcomes is the science of negotiation. Culture adds a new consideration that affects each element. Culture's effects on negotiation are studied using Geert Hofstede's dimensional model of culture. The negotiation process and Hofstede's culture model are combined in four settings. The settings are defined by two factors, if the negotiation is within or between cultures and the role of the participant as a negotiator or intervener. The predicted effects of culture on the process and outcome are detailed for each setting. Then the outcomes of the negotiation decision are discussed in terms of Hofstede's model, especially “Uncertainty Avoidance” and “Masculinity‐Femininity” dimensions. Culture clearly influences each aspect of negotiation. Understanding culture can make the participants more effective negotiators and in
点击下载:
PDF
(2217KB)
返 回