| With the rapid development of global economic integration, the cross-cultural negotiation becomes a kind of frequent need, and people have to pay close attention to the influence on negotiation brought by the cultural values. So, in recent years a lot of researchers set foot in this subject, and study how social values of negotiators influences courses and results of negotiation. This paper exactly studies the difference in "problem solving behavior", "competitive behavior", "credibility", and final wholly negotiation income among the four types of different negotiation colonies made up of two negotiators of social values "individualism"and "collectivism"divided according to different combination of numbers of people. It also studies the difference in negotiation behavior imprinted by negotiators of two types of social values in different types of negotiation colonies. This research chooses eighty-one MBA students as participants, and makes up twenty-seven tripartite negotiation team negotiating according to roles that they act separately. According to the need of our study, the students are modeled to be colonies with specific social values orientations (including individualism and collectivism), and are arranged to make up four colonies with different social values. Then, they carry on a simulative negotiation under the rule of the experiment, and they obtain the income scores through it. At last, they fill in one questionnaire about negotiator's representations in the negotiations. Through this experiment, we get a series of data that are used to study the influence on negotiated course and result by social values, and then, we can study the relation between these variables. Our result of study shows: Pure "collectivism"type of negotiation colony believes in each other more than pure "individualism" type of colony, and indicates less competitive behaviors; The negotiation colonies with higher whole income are the ones in which negotiated... |
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