浅谈商务谈判中礼貌原则的应用

商务谈判是指不同的经济实体各方为了自身的经济利益和满足对方的需要,通过沟通、协商、妥协、合作、策略等各种方式,把可能的商机确定下来的活动过程.谈判人员的语言艺术水平的高低直接影响了谈判的结果和成效.语用策略是为实现预期的交流目的而灵活应用的语言表达方式和技巧.礼貌作为一种交流工具,是为特定的交流目的服务的、在商务谈判这一特定的环境下,呈现出其独有的规律和作用.     

A comparison of Japanese and American business negotiations

The determinants of the outcomes of business negotiations in two cultures are investigated in a laboratory experiment. The most important causal factor in Japanese negotiations was found to be the role (i.e., buyer or seller) of the negotiator. Japanese buyers consistently achieved higher bargaining solutions than Japanese sellers. The primary causal factor in negotiations between Americans was the information content of bargaining strategies. Americans to whom bargaining partners gave information more freely achieved higher bargaining solutions.     

Business negotiations in Canada,Mexico, and the United States

The determinants of business negotiations in three countries are investigated in a laboratory simulation. One hundred thirty-eight businesspeople from the United States, 68 from Mexico, and 148 from Canada (74 Anglophones and 74 Francophones) participated in a two-person, buyer-seller negotiation simulation. The negotiation styles of the Francophone Canadian and the Mexican businesspeople were found to be significantly different from both the American and Anglophone Canadian styles.     

日本商人的精明经营之道

人们把日本商人称之为"灵活多变的小精灵",看来不无道理.与日本有贸易关系的国家遍布全世界,日本几乎都是顺差国,外汇储备高达3600亿.     

东瀛缘何又掀"松下幸之助热"

世纪之交的日本,政局纷乱,经济停滞,人心浩茫,有一个人的身影显得更加高大了,他就是松下幸之助.昔日被誉为"经营之神"的日本头号创业家,再次受到人们的关注.松下幸之助仅用一代人的时间,就把松下电器发展成为世界级企业.耐人寻味的是,现在以松下幸之助为主人公的传记小说<不景气也是好事>成为畅销书,杂志上连载其传记<功到自然成>,<日本工业新闻>上连载的有关他的<决断力>,也广受好评.令人觉得如今又出现一股松下幸之助热.     

The Global Blossoming of Japanese Business

No abstract available for this article.     

Japanese Business Practices and their Implications for the West

Toyohiro Kono, Strategy and Structure of Japanese Enterprises (Armonk, New York: Kazuo Sato and Yasuo Hoshino (eds), The Anatomy of Japanese Business (Armonk, New York: M. E. Sharpe, 1984; and London: Croom Helm, 1984) 378 pp., $35.00 and |SL25.00.     

Business Ethics of Korean and Japanese Managers

This is a study of 288 Korean and 323 Japanese Business executives. The result indicates that, (1) the business executives believe basically in higher level business ethics, but (2) they occasionally have to make unethical business decisions which conflict with their personal values, because of prevailing business practices. (3) However, they think higher ethical standards is useful for long-term profit and for improving workers' attitudes, and the standards can be improved, and (4) to improve ethical standards, model setting by superiors is the most important and clear-cut company policies and code of ethics are essential.     

Transaction Structure in Japanese Small Business Sector

An attempt has been made to examine some aspects of transaction structure of the small business sector in Japanese manufacturing. It has been found that there are some interesting findings in the industrial organization of the sector (1) In the transactions of intermediate goods with manufacturing, small businesses have more frequent transactions with other small businesses than with large firms. On the other hand, large firms have more transactions with each other than with small businesses; (2) The transactions between SMEs and large firms, and between SMEs themselves vary from industry to industry, depending on production/demand structure of an industry and product structure of its SMEs sector; (3) In engineering, such as electrical machinery and transport equipment, the intra-industry transactions from small businesses to large firms are great, suggesting a larger extent of subcontracting relationships. Also, textiles, clothing, and printing and publishing also have higher subcontracting transactions.The relationships are different between the two groups.     

Computer-supported cooperative negotiations

This article describes an environment for interactive negotiations based on current and emerging information technology. Over the past few years a suite of methods, tools, and techniques have emerged which promise to revolutionize the negotiations planning and decision-making processes. Some of these technologies include collaborative computing, electronic publishing, intelligent systems, and networked communications—all supported by a network of processors, applications, and data bases. This article explores these opportunities by examining how the methods, tools, and techniques might all combine to facilitate “computer-supported cooperative negotiations.”     

Conflict analysis of the NAFTA negotiations

The 1991–92 negotiations for a North American Free Trade Agreement (NAFTA) are modelled at two points in time during the negotiation process from a Mexican perspective. The first model in February 1992 captures the positions of the parties on several key issues. The second model in April 1992 concentrates on the energy issue, which is of particular importance to Mexico. The formal model provided a framework for structuring the negotiation, and a communications medium for discussing and recording it. The analyses were fairly accurate as predictors of events and could have been effective in giving advice to the negotiations.     

Japanese Professional Business Services: A Proposed Analytical Typology

This paper explores certain characteristics of Japanese professional business services (PBS). The aim is to develop an analytical typology consisting of the three dimensions – organizational linkage, service market, and competitive situation – for analysing the obtained empirical data. This typology has been developed in order to increase the understanding of how Japanese companies operate within this sector and also to examine the reasons behind the fact that Japanese business services seem to be marginalized in an international context. This typology could serve as a theoretical frame for comparing Japanese companies with western companies in future research. This research is based on empirical material collected in Japan in the spring of 2001, covering research institutes, general trading houses and insurance companies. Using the constructed analytical typology, the findings reveal that strong organizational linkages have generated a business service market where diversification of service supply within companies is common. However, there are strong indications of a changing business environment with increased competition and further specialization among business service firms. Furthermore, the findings indicate that Japanese companies have difficulties competing with highly-specialized and reputable western business service firms.     

The multilateral GATT negotiations

The final package of the seventh round of multilateral GATT negotiations has been ready for initialling since April 11, 1979. What has been achieved in these negotiations, commonly known as the Tokyo Round, and what has been left undone?     

The Need for Japanese Firms to Formalise Ethical Business Practises

Since the Second World War, Japanese firms have gone from being ridiculed in the West for poor quality products to being highly praised and imitated for their success in manufacturing innovation, quality standards and management philosophy. Arguably, however, one area in which Japanese firms can be said to lag behind their western counterparts is in the development and articulation of policies mandating ethical business practices. In its own markets, but particularly abroad, Japanese business has been accused of a variety of ethical shortcomings, including racial and sexual discrimination, bribery, environmental irresponsibility and the flouting of local laws and customs. This article will consider the reasons for the apparent lag in conduct, examine the issues involved, consider the likelihood of imminent change and offer some personal observations on the subject.