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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

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.

Suggested Citation

  • Klaus Mueller, 2009. "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 Negoti," Zeitschrift für Wirtschafts- und Unternehmensethik - Journal for Business, Economics & Ethics, Rainer Hampp Verlag, vol. 10(1), pages 66-85.
  • Handle: RePEc:rai:ethics:doi_10.1688/1862-0043_zfwu_2009_01_mueller_klaus
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    Keywords

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

    JEL classification:

    • A13 - General Economics and Teaching - - General Economics - - - Relation of Economics to Social Values
    • L21 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Business Objectives of the Firm
    • L22 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Firm Organization and Market Structure
    • L26 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Entrepreneurship

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