| 关系在中国商务谈判中的作用 |
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| 引用本文： | 赵霞.关系在中国商务谈判中的作用[J].商业研究,2006,32(3):73-77. |
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| 作者姓名： | 赵霞 |
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| 作者单位： | 中国农业大学,经管学院,北京,100094 |
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| 基金项目： | 戴姆勒-奔驰基金会资助 |
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| 摘 要： | 在北京、温州和邯郸三个城市几十家企业里,组织了102组商务模拟谈判数据,并对数据进行量化分析,探索了中国式的“关系”在中国商务谈判中的作用。数据结果显示关系在中国商务谈判过程中,有时发挥正的作用,有时产生负的作用,在某些环节不发生作用,根据数据分析结果,给出了相关的现实操作启示。
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| 关 键 词： | 商务谈判 关系 个人特征 谈判策略 谈判气氛 谈判结果 |
| 文章编号： | 1001-148X(2006)03-0073-05 |
| 收稿时间： | 11 16 2004 12:00AM |
| 修稿时间： | 2004年11月16 |
The Effects of "Guanxi" (Relationship) During Chinese Business Negotiation |
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| ZHAO Xia.The Effects of "Guanxi" (Relationship) During Chinese Business Negotiation[J].Commercial Research,2006,32(3):73-77. |
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| Authors: | ZHAO Xia |
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| Institution: | School of Economics and Management, China University of Agriculture, Beijing 100094, China |
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| Abstract: | By sampling 102 groups of business simulating negotiation data in Peking,Wenzhou and Handan,the paper has an empirical analysis on the effects of Chinese "Guanxi"(relationship) during Chinese business negotiations.The results show that it can be both positive and negative.And in some cases it does not work at all.Such findings can be good reference to the practical experience. |
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| Keywords: | business negotiation "Guanxi"(relationship) personal characteristics negotiation strategy negotiation climate negotiation outcomes |
| 本文献已被 CNKI 维普 万方数据 等数据库收录！ |
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