請用此 Handle URI 來引用此文件：
http://tdr.lib.ntu.edu.tw/jspui/handle/123456789/46130完整後設資料紀錄
| DC 欄位 | 值 | 語言 |
|---|---|---|
| dc.contributor.advisor | 曹承礎(Timothy Chou) | |
| dc.contributor.author | Paul Wiarda | en |
| dc.contributor.author | 維如柏 | zh_TW |
| dc.date.accessioned | 2021-06-15T04:54:56Z | - |
| dc.date.available | 2010-08-09 | |
| dc.date.copyright | 2010-08-09 | |
| dc.date.issued | 2010 | |
| dc.date.submitted | 2010-07-29 | |
| dc.identifier.citation | Adams, J.S. (1976). The structure and dynamics of behavior in organization boundary roles. In M.D. Dunnette (Ed.), Handbook of industrial and organizational psychology (pp.1175-1199). Chicago: Rand McNally.
Ambrose, Y.C. (1991). Kuan-hsi and Network Building: A Sociological Interpretation. Daedalus, 120(2), 63-84. Argyle, M. and Henderson, M. (1985). The rules of relationships. In S. Duck and D. Perlman (Eds.), Understanding personal relationships: An interdisciplinary approach (pp. 63-84). Beverly Hills, CA: Sage. Baker, W.E. (1984). The social structure of a national securities market. American Journal of Sociology, 89(4), 775-811. Barry, B., Fulmer, I.S., & Goates, N. (2006). Bargaining with feeling: Emotionality in and Around Negotiation. In L. Thompson (Ed.), Negotiation Theory and Research (pp.99-128). New York: Psychology Press. Bell, D. (2000) Guanxi: A nesting of groups. Current Anthropology, 41(1), 132-138. Berger, C.R. (2002). Goals and knowledge structures in social interaction. In M. Knapp and J. Daly (Eds.), Handbook of interpersonal communication (3rd ed., pp. 181-212). Thousand Oaks, CA: Sage. Brett, J., Shapiro, D., and L. Lytle. (1998). Academy of Management Journal, 41, 410-424. Brewer, M.B. (1979). Ingroup bias in the minimal intergroup situation: A cognitive motivational analysis. Psychological Bulletin, 86, 307-324. Brewer, M.B. (1981). Ethnocentrism and its role in interpersonal trust. In M.B. Brewer and B. Collins (Eds.), Scientifc inquiry in the social sciences (pp/ 345-359). San Francisco: Jossey-Bass. Brewer, M.B., and R.J. Brown. (1998). Intergroup relations. In D. Gilbert, S. Fiske, and G. Lindzey (Eds.), Handbook of social psychology (Vol. 2). Pp. 554-594. Boston: McGraw-Hill. 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. CIA. (2010). The World Factbook: China. Retrieved May 30, 2010, from https://www.cia.gov/library/publications/the-world-factbook/geos/ch.html CIA. (2010). The World Factbook: Taiwan. Retrieved May 30, 2010, from https://www.cia.gov/library/publications/the-world-factbook/geos/tw.html Chan,D.K.S. (1992). Effects of concession pattern, relationship between negotiators, and culture on negotiation. Unpublished master’s thesis, University of Illinois, Department of psychology. Colosi, T. (1999). A core model of negotiation. In R.J. Lewicki, D.M. Saunders & J.W. Minton (Eds.), Negotiation (pp. 313-319). Boston: Irwin McGraw-Hill. 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. Foreign Investment Department of the Ministry of Commerce of China. (2009). China’s Absorption of FDI in January-October 2009. Retrieved May 30, 2010, from http://english.mofcom.gov.cn/aarticle/statistic/foreigninvestment/201001/20100106726891.html Foreign Investment Department of the Ministry of Commerce of China. (2010). Statistics of Mainland-Taiwan Trade & Investment in the First Four Months of 2010. Retrieved May 30, 2010, from http://english.mofcom.gov.cn/aarticle/statistic/hkmacaotaiwan/201005/20100506931081.html Gambetta, D. (1988). Can we trust trust? In D. Gambetta (Ed.), Trust: Making and breaking cooperative relationships (pp. 103-122). Cambridge: Blackwell. Gelfand, M.J., and D.A. Cai. (2004). Cultural structuring of the social context of negotiation. In M.J. Gelfand & J.M. Brett (Eds.), Handbook of negotiation and culture (pp. 238-257). Palo Alto, CA: Stanford University Press. Gladwell, M. (2010). Pandora’s Briefcase. The New Yorker, May 10, 2010. http://www.newyorker.com/arts/critics/atlarge/2010/05/10/100510crat_atlarge_gladwell?currentPage=all#ixzz0oAmRvJ4C Greenhalgh, L., and Chapman, D.I. (1998). Negotiator relationships: Construct measurement, and demonstration of their impact on the process and outcomes of negotiation. Group Decision and Negotiation, 7, 465-489. Hardin, R. (1992). The street-level epistemology of trust. Annals der Kritikal, 14, 152-176. Ho, D.Y. (1974). Face, Social Expectations, and Conflict Avoidance,' in Readings in Cross-cultural Psychology; Proceedings of the Inaugural Meeting of the International Association for Cross-Cultural Psychology Held in Hong Kong, August 1972, ed. by John Dawson and Walter Lonner, 240-251. Hong Kong University Press. Hofstede, G. Culture's consequences: international differences in work-related values, Beverly Hills, CA: Sage, 1980. Hofstede, G. (1999). The universal and the specific in 21st-century global management, Organizational Dynamics, Summer, 34-43. Hofstede, G. (2010). Geert Hofstede Cultural Dimensions. Retrieved April 12, 2010, from ITIM Int. website: http://www.geert-hofstede.com/hofstede_dimensions.php Hu, H.C. (1944). The Chinese Concept of 'Face'. American Anthropologist 46(1), 45-64. Ibarra, H. (1993). Personal networks of women and minorities in management: A conceptual framework. Academy of Management Review, 1, 56-87. Kahn, R.L., and R.M. Kramer. (1990). Untying the knot: De-escalatory processes in international conflict. In R.L. Kahn and M.N. Zald (Eds.), Organizations and nation states: New perspectives on conflict and cooperation (pp. 139-180). San Francisco: Jossey-Bass. Kashima, Y., Yamaguchi, S., Kim, U., Choi, S., Gelfand, M.J., and M. Yuki. (1995). Culture, gender, and self: A perspective from individualism-collectivism research. Journal of Personality and Social Psychology, 69, 935-937. Kramer, R.M. (1994). The sinister attribution error: Paranoid cognition and collective distrust in organizations. Motivation and Emotion, 18, 199-230. Kramer, R.M. (1998). Paranoid cognition in social systems: Thinking and acting in the shadow of doubt. Personality and Social Psychology Review, 2, 251-275. Kramer, R.M. (2001). Organizational paranoia: Origins and dynamics. In B.M. Staw and R.I. Sutton (Eds.), Research in organizational behavior, (Vol. 23). Pp. I-42. New York: Elsevier. Kramer, R.M. (2004). The “Dark Side” of Social Context: The Role of Intergroup Paranoia in Intergroup Negotiations. In M.J. Gelfand & J.M. Brett (Eds.), Handbook of negotiation and culture (pp. 219-237). Palo Alto, CA: Stanford University Press. Kramer, R.M., and D. Messick. (1995). Negotiation as a social process. Thousand Oaks, CA: Sage. Kramer, R.M., and M.B. Brewer. (1984). Effects of group identity on resource use in a simulated commons dilemma. Journal of Personality and Social Psychology, 46, 1044-1057. Kramer, R.M., Pradhan-Shah, P., and S. Woerner. (1995). Why ultimatums fail: Social identity and moralistic aggression in coercive bargaining. In R.M. Kramer and D.M. Messick (Eds.), Negotiation as a social process (pp/ 114-132). Thousand Oaks, CA: Sage. Kumar, R. (2004). Culture and Emotions in Intercultural Negotiations: An Overview. In M.J. Gelfand & J.M. Brett (Eds.), Handbook of negotiation and culture (pp. 95-114). Palo Alto, CA: Stanford University Press. Lee, C. (2003). Cowboys and Dragons: Shattering cultural myths to advance Chinese-American business. USA: Dearborn Trade Publishing. Lindskold, S. (1978). Trust development, the GRIT proposal, and the effects of conciliatory acts on conflict and cooperation. Psychological Bulletin, 85, 772-793. Lytle, A.L., Brett, J.M., Barsness, Z.I., Tinsley, C.H., & Janssens, M. (1995). A paradigm for confirmatory cross-cultural research in organizational behavior. In L.L. Cummings and B.M. Saw (Eds.), Research in organizational behavior (Vol. 17, pp. 167-214). Greenwich, CT: JAI Press. Markus, H.R., and S. Kitayama. (1991). Culture and self: Implications for cognition, emotion, and motivation. Psychological Review, 98, 2, 224-253. Massett, H.A. (1999). The effects of culture and other-orientation on personal communication networks and behavioral intentions: A comparison between the United States and Mexico. Unpublished doctoral dissertation, University of Maryland, College Park, MD. (Dissertation Abstracts No. 9957185). McGinn, K.L., and Keros, A.T. (2003). Improvisation and the logic of exchange in embedded negotiations. Administrative Science Quarterly, 47, 422-473. McGinn, K.L. (2006). Relationships and Negotiations in Context. In L. Thompson (Ed.), Negotiation Theory and Research (pp. 129-144). New York: Psychology Press. McSweeney, B. (2002). Hofstede’s model of national cultural differences and their consequences: A triumph of faith—a failure of analysis. Human Relations, 55(1), 89-118. Miller, P.J.E., and Rempel, J.K. (2004). Trust and partner-enhancing attributions in close relationships. Personality and Social Psychology Bulletin, 30(6), 695-705. Mizruchi, M.S., and Stearns, L.B. (2001). Getting deals done: The use of social networks in bank decision making. American Sociological Review, 66(5), 647-671. Morris, M.W., and K.P. Peng. (1994). Culture and cause: American and Chinese attributions for social and physical events. Journal of Personality and Social Psychology, 67, 949-971. Morris, M.W., Polodny, J.M., and S. Ariel. (2001). Missing relations: Incorporating relational constructs into models of culture. (Working Paper No. 1527, Stanford University, Graduate School of Business). Murray, S., and Holmes, J. (1996). The construction of relationship realities. In G.J.O. Fletcher and J. Fitness (Eds.), Knowledge structures in close relationships: A social psychological approach. Mahwah, NJ: Lawrence Erlbaum Associates. Oetzel, J.G., and Ting-Toomey, S. (2003). Face concerns in international conflict: A cross-cultural empirical test of the face negotiation theory. Communication Research, 30(6), 599-624. Pruitt, D. (2004). Foreword. In M.J. Gelfand & J.M. Brett (Eds.), Handbook of negotiation and culture (pp. xi-xiii). Palo Alto, CA: Stanford University Press. Qamar, A. (2005). Trade between India and Pakistan: Potential items and the MFN status. The State Bank of Pakistan Research Bulletin 1(1), 45-57. Reis, H.T. and Knee, C.R. (1996). What we know, what we don’t know, and what we need to know about relationship knowledge structures. In G.J. Fletcher and J. Fitness (Eds.), Knowledge structures in close relationships: A social psychological approach (pp. 169-191). Hillsdale, NJ: Lawrence Erlbaum Associates. Rotter, J.B. (1971). Generalized expectancies for interpersonal trust. American Pyschologist, 26, 443-452. Seabright, M.A., Levinthal, D.A., & Fichman, M. (1992). The role of individual attachments in the dissolution of interorganizational relationships. Academy of Management Journal, 35(1), 122-160. Schwartz, S. H. (1992). Universals in the content and structure of values: theoretical advances and empirical tests in 20 countries, in M. Zanna (Ed.) Advances in Experimental Social Psychology, 25, 1-65. Slovic, P. (1993). Perceived risk, trust, and democracy. Risk Analysis, 13, 675-682. Smelser, N. J. (1992). Culture: coherent or incoherent, in R. Munch & N. J. Smelser (Eds.) op. cit. 3-28. Tajfel, H. (1970). Experiments in intergroup discrimination. Scientific American, 223, 96-102. Tajfel, H., and Turner, J.C. (1979). An integrative theory of intergroup conflict. In W.G. Austin and S. Worchel (Eds.), The social psychology of intergroup relations (pp. 33-47). Montery, CA: Brooks/Cole. Tenbrunsel, A.E.,Wade-Benzoni, K.A., Moag, J., & Bazerman, M.H. (1999).The negotiation matching process: Relationships and partner selection. Organizational Behavior and Human Decision Processes, 80, 252-283. Thompson, L. (2006). Negotiation: Overview of Theory and Research. In L. Thompson (Ed.), Negotiation Theory and Research (pp. 1-7). New York: Psychology Press. Thompson, L., Peterson, E., and S.E. Brodt. (1996). Team negotiation: an examination of integrative and distributive bargaining. Journal of Personality and Social Psychology, 70, 66-78 Ting-Toomey, S., and B.A. Cocroft. (1994). Face and facework: Theoretical and research issues. In S. Ting-Toomey (Ed.), The challenge of facework: Cross-cultural and interpersonal issues (pp. 307-340. New York: State University of New York Press. Ting-Toomey, S., and J.G. Oetzel. (2001). Managing Intercultural Conflict Effectively. Thousand Oaks. CA/London/New Delhi: Sage. Triandis, H.C. (1994). Culture and social behavior. New York: McGraw-Hill. Triandis, H.C., Carnevale, P., Gelfand, M.J., Rubert, C., Wasti, A., Probst, T.M., Kashima, E.S., Dragona, S.T., Chan, D., Chen, X.P., Kim, K., De Dreu, C., Van de Vliet, E., Iwao, S., Ohbuchi, K., and P. Schmitz. (2001). Culture and deception in business negotiations: A multilevel analysis. International Journal of Cross-cultural Management, 1, 73-90. Uzzi, B. (1999). Embeddedness in the making of financial capital: How social relations and networks benefit firms seeking financing. American Sociological Review, 64, 481-505. Valley, K.L., Neale, M.A., and E. Mannix. (1995). Friends, lovers, colleagues, and strangers: the effects of relationships on the process and outcome of dyadic negotiations. In R.J. Lewicki, B.H. Sheppard, and R. Bies (Eds.), Research on negotiation in organizations (Vol. 5, pp. 65-93). Greenwich, CT: JAI Press. Wallerstein, I. (1990). Culture as the ideological battleground of the modern world-system, Theory, culture & society, 7, 31-55. Xin, K.R., Tsui, A.S., Wang, H., Zhang, Z.X., and W.Z. Cheng. (2001, August). Corporate culture in Chinese state-owned enterprises: An inductive analysis of dimensions and influences. Paper presented at the annual meeting of the Academy of Management, Washington, D.C. Yamagishi, T., and M. Yamagishi. (1994). Trust and commitment in the United States and Japan. Motivation and Emotion, 18, 129-166. Yang, K.S. (1992). Do traditional and modern values coexist in a modern society? In Proceedings of the conference on Chinese perspective on values (pp. 117-158). Taipei, Taiwan: Center for Sinological Studies. Zaidi, S.A. (2004). India-Pakistan Trade. South Asian Journal, 4. | |
| dc.identifier.uri | http://tdr.lib.ntu.edu.tw/jspui/handle/123456789/46130 | - |
| dc.description.abstract | 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. | en |
| dc.description.provenance | Made available in DSpace on 2021-06-15T04:54:56Z (GMT). No. of bitstreams: 1 ntu-99-R97749053-1.pdf: 1098644 bytes, checksum: 1ee5d676da44a65d8a186ca337dc0021 (MD5) Previous issue date: 2010 | en |
| dc.description.tableofcontents | Table of Contents
Acknowledgements iii Abstract iv Table of Figures vii Part 1: Introduction 1 Part 2: Literature Review 3 1. Social Context in Negotiations 3 2. Culture and the Structure of Social Context 6 3. The Sociocultural Context of Taiwan and China 9 i. Culture and cultural dimensions 9 i. Cultural constructs and institutions in Taiwan and China 13 ii. Structural analysis of the social context of negotiation in China and Taiwan 16 iii. Historical and economic context of Taiwanese-Chinese relations 20 4. Group Theory in Negotiation 24 i. Minimal Group Paradigm 24 ii. Breakdowns in intergroup negotiations 26 Part 3: Hypotheses and Study Design 31 Part 4: Results and Analysis 36 1. Understanding of guanxi 37 2. Guanxi in the China-Taiwan Negotiation Context 38 3. Guanxi and Relationships 42 4. Guanxi and the Structure of Social Context 43 5. Guanxi and Culture 45 6. Guanxi and Group Bias 46 7. Self-reported cultural and negotiation differences between Taiwan and China 48 Part 5: Conclusion 50 1. Guanxi and tensions between Chinese and Taiwanese business 50 2. An emic model of guanxi in business between Taiwan and China 51 3. Guanxi as an explanatory factor for Taiwanese investment in China 55 4. Issues arising from the use of guanxi 56 5. Avenues for future research 57 References 60 | |
| dc.language.iso | en | |
| dc.subject | 談判 | zh_TW |
| dc.subject | 關係 | zh_TW |
| dc.title | 關係與台灣中國兩岸商業談判 | zh_TW |
| dc.title | Guanxi in Cross-strait Business Negotiations between Taiwan and China | en |
| dc.type | Thesis | |
| dc.date.schoolyear | 98-2 | |
| dc.description.degree | 碩士 | |
| dc.contributor.oralexamcommittee | 吳玲玲(Ling-Ling Wu),謝冠雄(Edward Hsieh) | |
| dc.subject.keyword | 關係,談判, | zh_TW |
| dc.subject.keyword | guanxi,negotiation,Taiwan,China,group bias, | en |
| dc.relation.page | 67 | |
| dc.rights.note | 有償授權 | |
| dc.date.accepted | 2010-07-30 | |
| dc.contributor.author-college | 管理學院 | zh_TW |
| dc.contributor.author-dept | 企業管理碩士專班 | zh_TW |
| 顯示於系所單位： | 管理學院企業管理專班(Global MBA) | |
文件中的檔案：
| 檔案 | 大小 | 格式 | |
|---|---|---|---|
| ntu-99-1.pdf 未授權公開取用 | 1.07 MB | Adobe PDF |
系統中的文件，除了特別指名其著作權條款之外，均受到著作權保護，並且保留所有的權利。