關係與台灣中國兩岸商業談判

Guanxi in Cross-strait Business Negotiations between Taiwan and China

維如柏(Paul Wiarda)

指導教授 ： 曹承礎

國立臺灣大學/管理學院/企業管理碩士專班/碩士(2010年)

https://doi.org/10.6342/NTU.2010.03292

摘要

無資料

關鍵字

關係 ； 談判

並列摘要

Negotiation literature suggests that contentious group distinctions between negotiators result in cognitive biases, which in turn lead to counterproductive negotiation behavior and low joint-gains. However, despite political tensions and cultural divergences between China and Taiwan, there is significant Taiwanese investment in China. This paper hypothesizes that guanxi between Taiwanese and Chinese negotiators counteracts the expected group-related cognitive biases and aids trust formation and value creation between negotiators. Interviews with Taiwanese negotiators working in China lead to an account of guanxi’s role in cross-strait business negotiations and an emic model of guanxi.

並列關鍵字

guanxi ； negotiation ； Taiwan ； China ； group bias

參考文獻

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Cai, D.A. (2001). Looking below the surface: Comparing subtleties of U.S. and Chinese cultures in negotiation. In J. Weiss (Ed.), Tigers roar: Asia’s recovery and its impact (pp. 217-237). New York: Sharpe.

Dunn, J. and Schweitzer, M. (2005). Feeling and Believing: The influence of emotion on trust. Journal of Personality and Social Psychology, 88(6), 736-748.