The Impact of Culture on Dyadic E-negotiation Strategy

• Main Authors: Shen-yi Hsu, 徐慎宜
• Other Authors: Hsiangchu Lai
• Format: Others
• Language: en_US
• Published: 2008
• Online Access: http://ndltd.ncl.edu.tw/handle/hxft48

碩士 === 國立中山大學 === 資訊管理學系研究所 === 96 === Because of global economic influence and the prevalence of internet technology, the new e-commerce market gradually takes form. The more e-commerce grows the more e-negotiation activities increase. In the meanwhile, growing access to the worldwide has increased the amount of international, cross-cultural e-commerce negotiations conducted online. Due to increasing probability of inter-cultural factors in e-negotiation, understanding strategies over e-negotiations and discovering the impact of culture on strategies of e-negotiations become increasingly important. The purpose of this study is to explore the impact of different cultures on strategies of dyadic e-negotiations and to investigate the difference of strategy both in intra- and inter-cultural e-negotiation. Going to more detailed, this study further examines how Eastern and Western negotiators differ from each other in terms of their strategic adjustments. In order to have more comprehensive understanding of the impact of culture on the actual negotiation strategic behaviors in negotiation processes, we apply content analysis, which is more thorough than the questionnaire in terms of qualitative criteria. According to the result of this study, there are four major propositions: firstly, there are differences between intra- and inter-culture e-negotiation; secondly, the negotiation behavior of Easterners in inter-cultural negotiations will be different from that in intra-cultural negotiations; thirdly, the negotiation behavior of Westerners in inter-cultural negotiations will be different from that in intra-cultural negotiations; and finally, inter-cultural negotiation consistently has more “distributive information” behavior in e-negotiations. These propositions can be analyzed from further viewpoints or conscientious experimentations in the future.