【摘要】 作者在德国组织了 110组的中德商务模拟谈判,收集了相关的数据,并对该数据进行了量化分析。分析结果表明,在中德跨文化商务谈判中,谈判者的个人特征影响谈判者的策略选择,而谈判者所采取的策略又对谈判结果起着至关重要的作用。同时,保持良好的谈判气氛和高度忍耐力对于取得好的谈判结果也很重要。最后给出了中德跨文化商务谈判行为的一些基本特征,并提供了相应的现实操作建议。更多还原

【Abstract】 In order to understand Sino-German business negotiation behaviors, 110 pairs of Sino-German business negotiation simulations are organized in Germany, and the corresponding data are collected and analyzed. The results show that negotiators’ characteristics can affect negotiators’ strategy choices, and the use of the negotiators’ strategy has the key effects on the negotiation outcome. Simultaneously, keeping good negotiation climate and being very patient are also very important for obtaining good negotiation outcome. Finally, the paper presents the characteristics of Sino-German business negotiation behaviors and some management implications.更多还原