請用此 Handle URI 來引用此文件：
http://tdr.lib.ntu.edu.tw/jspui/handle/123456789/46130| 標題: | 關係與台灣中國兩岸商業談判 Guanxi in Cross-strait Business Negotiations between Taiwan and China |
| 作者: | Paul Wiarda 維如柏 |
| 指導教授: | 曹承礎(Timothy Chou) |
| 關鍵字: | 關係,談判, guanxi,negotiation,Taiwan,China,group bias, |
| 出版年 : | 2010 |
| 學位: | 碩士 |
| 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. |
| URI: | http://tdr.lib.ntu.edu.tw/jspui/handle/123456789/46130 |
| 全文授權: | 有償授權 |
| 顯示於系所單位： | 管理學院企業管理專班(Global MBA) |
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| 檔案 | 大小 | 格式 | |
|---|---|---|---|
| ntu-99-1.pdf 未授權公開取用 | 1.07 MB | Adobe PDF |
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