Advanced Search
MyIDEAS: Login to save this article or follow this journal

A Study Of Negotiations Within The Ethnic Chinese Community Between Taiwan And Hong Kong

Contents:

Author Info

  • Lieh-Ching CHANG

    ()
    (Hsuan Chuang University, Taiwan)

  • Christopher P. FURNER

    ()
    (West Texas A&M University, TX, United States of America)

  • Robert ZINKO

    ()
    (East Carolina University, Greenville, NC, United States of America)

Registered author(s):

    Abstract

    Negotiation is a fundamental process of business activity. As the world becomes more globalized and international business negotiation becomes more frequent, the importance of culture in negotiation becomes more and more salient. The majority of previous negotiation research has been conducted in either a western or an east vs. west environment, leading us to wonder if the findings of these studies are applicable in other cross-cultural contexts. This study uses the dual concern model presented by Blake and Mouton (1985) to understand what drives negotiation strategy selection in two similar cultures (Taiwan and Hong Kong). The result of statistical analysis confirm significant differences in negotiation strategies between the countries: subjects in Hong Kong are more inclined to employ integration negotiation strategies while Taiwanese subjects employ more competitive strategies.

    Download Info

    If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
    File URL: http://mrp.ase.ro/no24/f1.pdf
    Download Restriction: no

    Bibliographic Info

    Article provided by Research Centre in Public Administration and Public Services, Bucharest, Romania in its journal Management Research and Practice.

    Volume (Year): 2 (2010)
    Issue (Month): 4 (December)
    Pages: 329-343

    as in new window
    Handle: RePEc:rom:mrpase:v:2:y:2010:i:4:p:329-343

    Contact details of provider:
    Postal: 6 ROMANA PLACE, 70167 - BUCHAREST
    Phone: 0040-01-2112650
    Fax: 0040-01-3129549
    Email:
    Web page: http://ccasp.ase.ro/
    More information through EDIRC

    Related research

    Keywords: Conflict Management; Negotiation; Hong Kong; Taiwan; Dual Concern Model.;

    Find related papers by JEL classification:

    References

    No references listed on IDEAS
    You can help add them by filling out this form.

    Citations

    Lists

    This item is not listed on Wikipedia, on a reading list or among the top items on IDEAS.

    Statistics

    Access and download statistics

    Corrections

    When requesting a correction, please mention this item's handle: RePEc:rom:mrpase:v:2:y:2010:i:4:p:329-343. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Colesca Sofia) The email address of this maintainer does not seem to be valid anymore. Please ask Colesca Sofia to update the entry or send us the correct address.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If references are entirely missing, you can add them using this form.

    If the full references list an item that is present in RePEc, but the system did not link to it, you can help with this form.

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.