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題名：談判者文化特質對讓步及僵局傾向之影響
書刊名：明新學報
作者：張國忠 引用關係／沈聰益／馬維隆
作者(外文)：Chang, Kuo-chung／Shen, Tsung-yi／Ma, Wei-long
出版日期：2014
卷期：40:1
頁次：頁93-108
主題關鍵詞：文化特質；談判讓步傾向；談判僵局傾向；Cultural characteristics；Negotiation concession intention；Negotiation impasse intention
原始連結：連回原系統網址new window
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  • 被引用次數被引用次數:期刊(0) 博士論文(0) 專書(0) 專書論文(0)
  • 排除自我引用排除自我引用:0
  • 共同引用共同引用:395
  • 點閱點閱:22
期刊論文
1.Graham, J. L.、Lam, N. M.(200310)。The Chinese negotiation。Harvard Business Review，82-91。  new window
2.鍾從定、謝孟樺(20081000)。情緒智力與談判行為：談判策略、人際吸引力與談判結果。管理學報，25(5)，525-548。new window  延伸查詢new window
3.Thompson, L. L.(1990)。Negotiation behavior and outcomes: Empirical evidence and theoretical issues。Psychological Bulletin，108(3)，515-532。  new window
4.Adair, W. L.、Weingart, L.、Brett, J.(2007)。The timing and function of offers in U.S. and Japanese negotiations。Journal of Applied Psychology，92(4)，1056-1068。  new window
5.Anderson, T.(1992)。Step into my parlor: A survey of strategies and techniques for effective negotiation。Business Horizons，15(3)，71-76。  new window
6.Brett, J. M.、Okumura, T.(1998)。Inter- and intracultural negotiation: U.S. and Japanese negotiators。Academy of Management Journal，41(5)，495-510。  new window
7.Chen, G. M.、Starosta, W. J.(1997)。Chinese conflict management and resolution: Overview and implications。Intercultural Communication Studies，7(1)，1-16。  new window
8.Elahee, M.、Brooks, C. M.(2004)。Trust and negotiation tactics: Perceptions about business-to-business negotiations in Mexico。Journal of Business & Industrial Marking，19，397-404。  new window
9.Fang, T.(2006)。Negotiation: The Chinese style。Journal of Business & Industrial Marking，2(1)，50-60。  new window
10.Fieke, H.、Carsten, K. W.(2004)。Negotiating interests or values and reaching integrative agreements: The importance of time pressure and temporary impasses。European Journal of Social Psychology，34(5)，595-61。  new window
11.Gulbro, R.、Herbig, P.(1996)。Negotiating successfully in cross-cultural。Industrial Marketing Management，25(3)，235-241。  new window
12.Hawrysh, B. M.、Zaichkowsky, J. L.(1990)。Cultural approaches to negotiations: Understanding the Japanese。International Marketing Review，7(2)，28-42。  new window
13.Hum, B. J.(2007)。The influence of culture on international business negotiations。Industrial and Commercial Training，39(7)，354-360。  new window
14.Johnson, K. L.(1991)。How to negotiate a sale。Broker World，77(8)，122-126。  new window
15.Karass, C.(1993)。Don’t make dumb concession。Traffic Management，32(5)，29。  new window
16.Kumar, R.(2004)。Brahmanical idealism, anarchical individualism, and the dynamics of Indian negotiating B behavior。International Journal of Cross Cultural Management，4，39-58。  new window
17.Kwon, S.、Weingart, L. R.(2004)。Unilateral concessions from the other party: Concession behavior, attributions, and negotiation judgments。Journal of Applied Psychology，89(2)，263-278。  new window
18.Malhotra, D.(2006)。The fine art of making concessions。Harvard Business Review，3-5。  new window
19.Mariotti, J.(1998)。Are you an effective negotiator?。Industry Week，247(16)。  new window
20.Norman, A. J.、Randolph, B. C.(2009)。Power and concession in computer-mediated negotiations: An examination of first offers。MIS Quarterly，53(1)，147-170。  new window
21.Singhapakdi, A.、Mohammed, Y. A. R.、Janet, K. M.、Mohd, I. A.(1999)。A cross-cultural study of consumer perceptions about marketing ethics。Journal of Consumer Marketing，7(5)，257-272。  new window
22.Vochisa, L.(2008)。The role of culture in international negotiations。Annals of the University of Petroscmi Economics，8(2)，297-302。  new window
23.Volkema, R. J.(1999)。Ethicality in negotiations: An analysis of perceptual similarities and differences between Brazil and the United States。Journal of Business Research，45(3)，59-67。  new window
24.Zhu, Y.、Ulijn, M. J.(2005)。Introductory essay: New horizons in cross cultural management。Cross Cultural Management: An International Journal，72(3)，4-13。  new window
25.Sondergaard, M.(1994)。Hofstede's Consequences: A Study of Reviews, Citations and Replications。Organization Studies，15(3)，447-456。  new window
26.Buttery, E. A.、Leung, T. K. P.(1998)。The Difference between Chinese & Western Negotiations。European Journal of Marketing，32(3)，374-389。  new window
27.Luo, Yadong、Park, Seung H.(2001)。Guanxi and Organizational Dynamics: Organizational Networking in Chinese Firms。Strategic Management Journal，22(5)，455-477。  new window
28.Chinese Culture Connection(1987)。Chinese values and the search for culture-free dimensions of culture。Journal of Cross--Cultural Psychology，18(2)，143-164。  new window
29.Crosby, Lawrence A.、Evans, Kenneth R.、Cowles, Deborah(199007)。Relationship Quality in Services Selling: An Interpersonal Influence Perspective。Journal of Marketing，54(3)，68-81。  new window
30.Friedman, Ray A.、Chi, Shu-Cheng、Liu, Leigh Anne(2006)。An expectancy model of Chinese-American differences in conflict-avoiding。Journal of International Business Studies，37(1)，76-91。  new window
31.Butler, John K.(1999)。Trust expectations, information sharing, climate of trust, and negotiation effectiveness and efficiency。Group & Organization Management，24(2)，217-238。  new window
32.Hofstede, Geert(1980)。Motivation, Leadership, and Organization: Do American Theories Apply Abroad?。Organizational Dynamics，9(1)，42-63。  new window
33.Yeung, Irene Y. M.、Tung, Rosalie L.(1996)。Achieving business success in Confucian societies: The importance of guanxi (connections)。Organizational Dynamics，25(2)，54-65。  new window
34.Bagozzi, Richard P.、Yi, Youjae(1988)。On the Evaluation of Structural Equation Models。Journal of the Academy of Marketing Science，16(1)，74-94。  new window
35.楊國樞(19930600)。我們為什麼要建立中國人的本土心理學？。本土心理學研究，1，6-88。new window  延伸查詢new window
36.Vitell, Scott J.、Nwachukwu, Saviour L.、Barnes, James H.(1993)。The Effects of Culture on Ethical Decision-Making: An Application of Hofstede's Typology。Journal of Business Research，12(10)，753-760。  new window
37.Roemer, C.、Garb, P.、Neu, J.、Graham, J. L.(1999)。A Comparison of American and Russian Patterns of Behavior in Buyer-seller Negotiations Using Observational Measures。International Negotiation，4(1)，37-61。  new window
學位論文
1.康竣凱(2004)。探討華人文化特性對於關係行銷之影響--以台灣地區螺絲產業為例(碩士論文)。逢甲大學。  延伸查詢new window
2.張國忠(1996)。海峽兩岸文化特質與工業採購決策關聯性之研究(博士論文)。國立交通大學。new window  延伸查詢new window
3.黃炳滄(1993)。創業行為、個人特質、人際網絡及社會傾向間之關聯性研究--以管理顧問業為例(碩士論文)。國立臺灣大學。  延伸查詢new window
4.林景亭(1992)。炫耀性消費行為之研究--以建築投資業者之消費行為為例(碩士論文)。東吳大學。  延伸查詢new window
圖書
1.張國忠(2007)。談判：原理與實務。臺北市：前程。  延伸查詢new window
2.何經華(1996)。有效談判銷售技巧。台北：資策會。  延伸查詢new window
3.黃鈴媚(2004)。談判與協商。五南圖書出版社。  延伸查詢new window
4.Brahm, L. J.(2003)。When yes means no--How to negotiate a deal in China。Boston, MA：Tuttle。  new window
5.Chaney, L. H.、Martin, J. S.(2004)。Intercultural business communication。NJ：Upper Saddle River。  new window
6.King, Y. C.、Myers, J. T.(1977)。Shame as an incomplete conception of Chinese culture : A study of face。B Social Research Centre Occasional Paper。Hong Kong：The Chinese University of Hong Kong。  new window
7.Poole, B. L.(1995)。Never take no for an answer- A guide for successful negotiation。London：Kogan Page Limited, H。  new window
8.Thompson, L.(2005)。The mind and the heart of the negotiator。New Jersey：Prentice-Hall。  new window
9.Pruitt, D. G.、Camevale, P. J.(1993)。Negotiation in Social Conflict。Pacific Grove, CA：Brooks-Cole Publishing。  new window
10.呂俊甫(2001)。華人性格研究。台北：遠流出版社。new window  延伸查詢new window
11.Hair, J. F.、Anderson, R. E.、Tatham, R. L.、Black, W. C.(1995)。Multivariate data analysis with readings。Upper Saddler River, NJ：Prentice-Hall。  new window
12.Raiffa, B. H.(1982)。The art and science of negotiation。Cambridge。  new window
13.Hofstede, Geert H.(1997)。Cultures and organizations: Software of the mind。McGraw-Hill。  new window
14.Rubin, Jeffrey Z.、Pruitt, Dean G.、Kim, Sung Hee(1994)。Social conflict: Escalation, stalemate, and settlement。New York, NY：McGraw-Hill, Inc.。  new window
15.孫隆基(2004)。中國文化的深層結構。桂林：廣西師範大學出版社。  延伸查詢new window
圖書論文
1.黃光國(1996)。人情與面子：中國人的權力遊戲。中國人的權力遊戲。台北：巨流圖書公司。new window  延伸查詢new window
2.劉兆明(1993)。「報」的概念及其在組織研究上的意義。中國人的心理與行為：理念及方法篇。臺北：桂冠圖書公司。new window  延伸查詢new window
 
 
 
 
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