CULTURAL-DIFFERENCES IN CONDUCTING INTRA-CULTURAL INTERCULTURAL NEGOTIATIONS - A SINO-CANADIAN COMPARISON
成果类型：
Article
署名作者：
TSE, DK; FRANCIS, J; WALLS, J
署名单位：
University of British Columbia; Simon Fraser University; Simon Fraser University
刊物名称：
JOURNAL OF INTERNATIONAL BUSINESS STUDIES
ISSN/ISSBN：
0047-2506
DOI：
10.1057/palgrave.jibs.8490211
发表日期：
1994
页码：
537-555
关键词：
摘要：
A study on conflict resolution strategies of Canadian and Chinese (Peoples Republic of China) executives was conducted. Responses to two types of joint project conflicts-task-related and person-related with potential partners from their own culture or from the other culture-were examined. Neither group of executives altered its strategy when negotiating across cultures. Chinese executives were more likely to avoid conflicts but recommended more negative strategies (discontinue negotiation; withdraw negotiation) when conflict emerged. Person-related conflicts were found to generate more negative responses than task-related conflicts, especially for Chinese executives. Both Canadian and Chinese executives preferred to negotiate with Canadians than with Chinese.