| Summary: | 碩士 === 玄奘大學 === 國際企業學系碩士班 === 96 === Economy development in China was incredible fast last decade. Numerous business negotiations undergo everyday, related research is getting more and more attention with increased practices. Mainland China is one of the most important trade and business partners to Taiwan, so Taiwanese may need to know more about the influencing factors toward business negotiations in Mainland. Reviewing previous literature, Chinese people, comparing to western business environment, specifically empathize on several factors like “Renqing” (mutually beneficial; reciprocal), “Mianzi” (face/ status respect), “Guangxi” (close relations) and so on.
Through literature review and quantitative analysis, this research compared the influence effect/ degree of Renqing factor and Mianzi factor toward business negotiation between mainland China-origin multinational companies (MNCs) and mainland China local companies. Result found mainland China local companies significantly more empathized on Renqing factor than China-origin MNCs; but there is no significant difference between the two types of company when testing Mainzi factor. The research result is inspiring to not only practice but also research. The limitations and further suggestions are also mentioned.
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