当电子文化发生冲突:电子邮件和文化对谈判行为的影响

Information Systems: Behavioral & Social Methods Pub Date : 2006-12-12 DOI:10.2139/ssrn.959034

A. S. Rosette, J. Brett, Z. Barsness, Anne L. Lytle

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引用次数: 10

摘要

基于电子邮件特征和文化规范的假设预测了香港中国人和美国谈判者在使用积极的开场白和个人利益方面的差异。研究1调查了文化内谈判，研究2调查了文化间谈判。综上所述，这两项研究表明，香港和美国的谈判代表在通过电子邮件和面对面谈判的方式上存在很大差异，这导致了个人收益的差异。

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When Cultures Clash Electronically: The Impact of E-Mail and Culture on Negotiation Behavior

Hypotheses based on e-mail features and cultural norms predicted differences in the use of aggressive opening offers and individual gains between Hong Kong Chinese and U.S. negotiators. Study 1 examined intra-cultural negotiations and Study 2 investigated inter-cultural negotiations. Taken together, the two studies suggest that Hong Kong and U.S. negotiators vary substantially in the manner in which they negotiate via email and face-to-face, which resulted in differences in individual gains.

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来源期刊

Information Systems: Behavioral & Social Methods

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