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題名:率先讓步談判策略之國際比較研究
作者:李沛慶
作者(外文):Pei-Ching Lee
校院名稱:中國文化大學
系所名稱:國際企業管理研究所
指導教授:謝安田
學位類別:博士
出版日期:2001
主題關鍵詞:談判率先讓步NegotiationFirst Concession
原始連結:連回原系統網址new window
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本研究主要目的在釐清現今談判過程中,率先讓步策略對談判結果觀念的混淆。本研究以問卷調查了三個國家共885位商業從業人士,並採用層級多元迴歸法進行分析,研究結果發現埰行率先讓步策略之談判者可得到比預期更正面的談判結果。這項結果一者釐清了率先讓步與談判結果之間不明確的關係;二者支持國別這一干擾變項對談判結果有預測解釋效果。
The main purpose of this study is to clarify the conceptual confusion on first concession and negotiation outcome in a negotiation process. The study used questionnaires for 885 businessmen of three countries and adopted multiple regression method to do the analysis. The survey result showed the negotiator who took first concession got better negotiation outcome. This finding both clarified the uncertain correlation between first concession and negotiation outcome and supported the author’s speculations that country moderates the relation between first concession and negotiation outcome.
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