intercultural business negotiation

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1、InterculturalBusinessNegotiation　　Peoplefromdifferentnationalitiesareprogrammedbytheirowndistinctcultures（Hofstede，1984）.Negotiators’nationalcultureisoftenfoundtoexertanimportantinfluenceonthenegotiationprocess：Nationalcultureshapesnegotiators’assumptionan

2、dthoughts，whichdirectstrategyformulationandmoldbehavioralpatterns（Cohen，1993；Rubin&Sander，1991），thusresearchinthisareaaredevelopingfast.　　Thispapertriestoanalyzepaperstakingthesocialconstructivistperspectiveasanalternativewhichviewscultureasacollectiveandr

3、elationaltextualsettings（SoederbergandHolden，2002），tryingtofigureouthowculturecanbeusedtoadvanceinterculturalnegotiation，toachieveacompetitiveadvantageininternationalbusiness（Clausen，2007）.　　Adynamicconstructivistviewofculturehelpsusseethateffectsofcultura

4、ldifferencescanbeattimesdiminishedandattimesamplified.Itisimportant，tolooknotjustathownegotiationstylesandoutcomesmaydifferbetweennegotiatorsfromdifferentcultures，butalsoatfactorsthatenhanceorconstrainchangeandconvergenceinnegotiationsincross-culturalsetti

5、ngs.InTheDynamicsofConsensusBuildinginIntraculturalandInterculturalNegotiationstheyinvestigatethesefactorsintwostudies，whichcompareintra-andinterculturalnegotiatingdyads.　　Situationalfactors，suchasbargainingcontext，powerdifference，role，in-group/out-groupre

6、lationship，andsoon，canmoderateculture’smaineffect.ThusinTheEffectsofInteractionGoalsonNegotiationTacticsandOutcomes：ADyad-LevelAnalysisAcrossTwoCulturesculture’smainandmoderatingeffectsareassessedwithinacontextinwhichthetwonegotiators，whoarestrangerstoeach

7、other，alsohavedifferentialpower（employervs.employee）.Suchacontextallowstheauthorstoassesstheextenttowhichculture’seffectongoalpursuitismoderatedbyrole.　　Sharingasimilarprofessionalculturecouldmakeiteasierforpeoplefromdifferentcountriestodiscussissuessucces

8、sfully.SuccessfulSino-WesternBusinessNegotiation：Participants’AccountsofNationalandProfessionalCulturesexplorestheroleofnationalandprofessionalculturesinSino-Westernnegotiations.Specifically，thisinvestigation