跨文化談判風格之比較：以臺灣與日本為例

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Title:	跨文化談判風格之比較：以臺灣與日本為例
Authors:	楊秀香
Contributors:	經營管理學系
Keywords:	談判、談判風格、跨文化、文化維度、Negotiation、Negotiation Style、Cross-Cultural、Cultural Dimension
Date:	2018
Issue Date:	2018-08-02 01:27:56 (UTC+0)
Publisher:	亞洲大學
Abstract:	本研究目的在瞭解臺灣與日本跨文化談判風格影響，透過問卷方式調查，探討臺灣與日本對談判風格選擇偏好與文化顯著差異。本研究以臺灣與日本國民為對象，以統合學者改編的「文化構面與談判風格問卷」為研究工具。問卷回收310份，回收率達92.6%，有效問卷287份。調查所得資料以SPSS22.0版統計進行描述性統計、內部效度、迴歸分析、T檢定、單因子變異數分析等統計方法處理。本研究發現如下：(1)在個人主義、長期導向及權力距離都對談判風格有正向顯著影響。(2)臺灣與日本偏好妥協風格，又以臺灣傾向比日本高。(3)在個人主義及長期導向與Hofstede測量國家分數結果一致。(4)宗教在談判風格以競爭、合作與妥協有顯著影響。(5)在個人主義及權力距離皆是男性傾向女性高。最後，根據研究結果提出建議，以供了解華人不同文化及未來學者參考。 The purpose of this study is to understand the influence of cross-cultural negotiation styles between Taiwan and Japan, and to investigate the differences in preferences for negotiation and significant cultural differences between Taiwan and Japan through questionnaires. This study is based on the Taiwanese and Japanese nationals; "Questionnaire on Cultural Dimensions and Negotiation Styles " adapted by scholars was employed as a research tool. A total of 310 questionnaires were collected, with a recovery rate of 92.6% and 287 questionnaires were valid. The data obtained from the survey were processed by statistical methods including descriptive statistics, internal validity, regression analysis, t-test, and one-way analysis of variance using SPSS version 22.0. The results are as follows: (1) Individualism, long-term orientation, and power distance have a positive and significant impact on the negotiation styles. (2) Taiwan and Japan prefer a compromise style, and Taiwan shows a higher tendency than Japan. (3) The individualism and long-term orientation are consistent with the national scores in Hofstede's cultural dimensions theory. (4) Religion has a significant influence on competition, cooperation and compromise in the negotiation styles. (5) Males show a higher tendency toward individualism and power distance than females. Finally, based on the research results, suggestions are proposed for understanding different Chinese cultures and for future scholars.
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