Intercultural Negotiation in International Business

Cultural differences among negotiators is a constant in international business negotiations. Four element of culture - behavior, attitudes, norms and values influence such negotiations particularly with regard to communication, the form and substance of transactions, and negotiating style. Negotiating style involves ten factors, and the article reports survey data on how negotiators cultural differences are suggested.     

Parent control mechanisms,knowledge attributes,knowledge acquisition and performance of IJVs in Taiwan service industries

The study explores parent companies' use of control mechanisms in their international joint venture (IJV), IJV knowledge acquisition and IJVs' performance. Traditionally, control mechanisms are criticized for potentially limiting autonomous learning. However, we propose that knowledge-oriented control mechanisms used by the parent company on its subsidiaries could facilitate knowledge acquisition and learning. This study takes samples from 104 Sino-foreign joint ventures in service industries in Taiwan. The results of the study indicate that in IJV, parent companies require a ‘personnel training’ control mechanism as a guide for gaining codified knowledge from foreign partners. MNCs should apply ‘culture’ and ‘performance’ control mechanisms to gain non-codified knowledge. In turn, the tacit knowledge of IJV results in a better economic, competency-based performance, while explicit knowledge more significantly influences the synthetic performance.     

外商在中外合资合作企业中投资违约的实证研究

近几年外商在中外合资合作企业中当年未按合同出资的比例占40%和50%左右,违约行为相当严重。本文选取8833家中外合资企业和合作企业,运用OLS和二元Logistic回归对外商的投资违约行为进行实证研究。该研究对我国企业和政府具有借鉴意义,有助于我国企业更正以往的错误操作,确定合理的合资合作策略,同时有助于政府明确管理合资合作经营的政策取向。     

我国汽车产业国际竞争力分析与研究

加入世贸给我国汽车产业带来了从来未有的机遇与挑战,运用显示比较优势指数,相对贸易竞争优势比较,贸易竞争指数和市场占有率等方面对我国汽车产业国际竞争力进行分析,对我国汽车产业国际竞争力进行系统分析评价,测度我国汽车产业国际竞争力水平,以求提升我国汽车产业国际竞争力。     

Qualitative Insights into the International New Venture Creation Process

This paper adopts a qualitative approach to uncover the experiences of founders of international new ventures or born global firms. The data which are based on in-depth interviews, focus on the major characters, events and surrounding conditions from the time the firm is conceived until it becomes involved with foreign markets. From these data, the major elements contributing to the creation of an international new venture are identified.     

模拟谈判法在国际商务谈判教学中的应用研究

模拟谈判法是在国际商务谈判实践教学中行之有效的教学方法之一。模拟谈判法的实施过程包括选择模拟谈判案例、合理分组、模拟谈判前的准备工作、实施模拟谈判、教师点评与总结、谈判报告的完善与提交六大步骤。目前的模拟谈判教学实践在课程设置、教学条件、学生掌握程度和运用能力等方面仍存在问题,应从建立专门的谈判室、提高教师的综合水平、加强英语在模拟谈判中的使用、提高实训考核所占比例等方面加以改善。     

外商在华直接投资的“漏损”分析

改革开放20余年来,中国已成为引资大国,随着引资数额的增大,撤资事件亦有增长的趋势。外商直接投资撤退将在技术进步、产业结构、就业、国际融资等方面对东道国,特别是发展中东道国造成各方面的影响。而造成外商直接投资漏损的原因涉及理论和现实多方面,应加以认真研究与分析,尽量将外商直接投资撤退所造成的影响减少到最低限度。     

我国会展UFI国际认证热潮的冷思考

随着国内会展业链条上的诸多机构纷纷申请加入UFI,会展业掀起了一股UFI认证热潮。从目前我国通过UFI认证的正式会员和展会的情况看,我国会展UFI国际认证的发展出现了地区差异明显、政府主导色彩浓、外企进驻加剧展览市场竞争特征。依据认证热潮背后的深层次原因看,EFI认证并非完全适合我国国情,会展业要真正走向国际化必须提升品牌竞争力并要促进本土化的会展认证体系的构建。     

Negotiating in the European Union: Comparing Perceptions of Eu Negotiators in Small Member States

Negotiation is one of the major tasks of the 15 member states comprising the European Union (EU). However, not much is known about the behavior and perceptions of those negotiating on behalf of these member states. On the basis of the responses to a survey of EU diplomats and civil servants of the Netherlands, Belgium, Denmark, Ireland, and Portugal, an attempt has been made to develop a profile of "the" European Union Negotiator. The EU negotiator is less outspoken and more likely to compromise than an "ideal" profile of the diplomatic negotiator. While negotiators from these member states share important behavioral and attitudinal proclivities, they also differ in many significant ways. This healthy diversity of negotiating approaches is likely to be nurtured by the cooperative and synergistic atmosphere within the European Union.     

全球价值链中地方产业国际市场势力的拓展——以浙江鞋业为例

基于浙江鞋业出口贸易"价跌量增"日趋严重的现象,本文揭示了全球价值链中,采购商主导的俘获型治理模式是造成地方产业国际市场势力缺失的重要因素.要扭转这一被动局面,企业必须创新性地整合全球要素,实现价值环节的功能攀升,拓展国际市场势力.文章以奥康、康奈等浙江制鞋企业的国际化实践为依据,分析了国际市场势力拓展的具体模式.此分析对我国劳动密集型地方产业在全球价值链中增进分工利益皆具启发意义.     

中外合资中民族品牌灭失的原因及对策

近年来,民族品牌在合资企业中被外商收购或丧失自主经营权的事例屡见不鲜,为防止民族品牌在合资过程中不断灭失现象的发生,应明确合资过程中的竞和关系;增强品牌意识,加强品牌保护;加强渠道的建设和保护;加强知识产权的保护。     

温州电器产业出口状况和国际竞争力问题

在当前经济全球化环境下,特别是中国加入WTO后,电器产业正遭遇着前所未有的国际竞争。以对温州电器产业的调查为例,从温州电器产业的出口现状来看,有诸多关键因素影响着温州电器产业的国际竞争力,所以必须制定适应国际竞争需要的产业发展规划。     

Negotiation via the World Wide Web: A Cross-cultural Study of Decision Making

INSPIRE is a Web-based system for the support and conduct of negotiations. The primary uses of the system are training and research. Between July 1996 and April 1997, 281 bilateral negotiations were conducted through the system by managers, engineers and students from over 50 countries. INSPIRE has been used at eight universities and training centers. In research it is being used to study cross-cultural differences in decision making and the use of computer support in negotiation. This paper outlines the system, the negotiation methodology embedded in it, and reports the initial results of the experimental study of the impact of culture on Web-based bilateral negotiation.     

我国软件产业利用风险投资特征的实证研究与对策

我国软件产业利用风险投资的主要特点有:总量不足、分布不均;投资主体缺陷:结构失衡、研发投资主体的主体缺失与政府角色错位;功能性缺陷:对创新支撑力度小;制度性缺陷:退出障碍与税制缺陷。制度缺陷是最根本的问题,是当前首先需要着力解决的。     

中外合资企业经营管理中的文化整合分析

合资企业的管理蕴含着文化的交流、冲突与碰撞,以及文化的摩擦、融合与再生。因此,以文化为视角披露合资企业在经营管理时所面临的文化冲突,揭示文化冲突的根源,讨论消除文化冲突的有效途径,探讨中外合资企业管理的文化整合框架,从而提出合资企业的新文化思路。