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Vertrauen zwischen Fremden – Zum Aufbau einer Joint-Venture-Culture in interkulturellen Verhandlungen (Trust Between Foreign Partners – How to Construct a Joint-Venture-Culture in Intercultural Negotiations)

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  • Klaus Mueller
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    Abstract

    Diese Studie beschaeftigt sich mit Verhaltensweisen, die Geschaeftspartner annehmen, wenn sie im Rahmen internationaler und interkultureller Partnerschaften mit Fremden kooperieren. Ausgehend von Theorien, welche die kulturellen Differenzen derartiger Partnerschaften als Probleme beschreiben, die durch ‚Coaching’ abgemildert werden sollten, wird in einem zweiten Schritt gezeigt, welche methodischen Schwaechen diese Studien aufweisen. Im Gegensatz dazu stehen Untersuchungen authentischer interkultureller ‚Joint Ventures’, aus denen hervorgeht, dass die Begegnung mit Fremden zu natuerlichen Verhaltensanpassungen fuehrt, welche die wechselseitigen Unterschiede keineswegs als Problembereich erscheinen lassen. Vielmehr entstehen eigenstaendige ‚Zwischenkulturen’ mit unvorhersehbaren (emergenten) Eigenschaften: Sie enthalten Elemente beider Ausgangskulturen und gleichzeitig neuartige Kompromissstrukturen. Dadurch werden interaktiv ausgehandelte Teilwirklichkeiten konstruiert, die als stabile Vertrauensressource dienen.

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    Bibliographic Info

    Article provided by Rainer Hampp Verlag in its journal Zeitschrift fuer Wirtschafts- und Unternehmensethik.

    Volume (Year): 10 (2009)
    Issue (Month): 1 ()
    Pages: 66-85

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    Handle: RePEc:rai:ethics:doi_10.1688/1862-0043_zfwu_2009_01_mueller_klaus

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    Related research

    Keywords: Joint Ventures; Intercultural Contacts; Negotiating Culture; Cultural Change; Trust;

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