摘要
本文通过调查研究 ,指出中国企业家和北美企业家在与商务谈判有关的价值观念和行为方式上确实有较大差异。中国企业家由于受长期计划经济体制和国有经济体制的影响 ,在商务谈判中比北美企业家更重视国家的利益 ,更关注政府及其主管部门的意见和政策 ,同时受到的制约因素也相对较多。但由于中国企业家的个人利益与谈判结果没有太多直接的联系 ,因此不及北美企业家对谈判那么急迫和主动。此外 ,调查还表明 ,在处理人际关系和人情面子等问题上 ,中国人的利益意识和法制观念正在逐渐取代传统意识 ,从而越来越倾向于用法律和正式的手段解决分歧和冲突。
The author suggests that there are considerable differences between Chinese and North American entrepreneurs in terms of their values and behavior during business negotiations. The long term influence of the institutions of a planned, state owned economy means that Chinese entrepreneurs attach greater importance than their North American counterparts to national interests, pay more attention to the views and regulations of the relevant authorities, and are therefore subject to more restraints. However, since the outcome of negotiations has less direct bearing on their personal interests, Chinese entrepreneurs show less urgency and initiative. The investigation also demonstrated that in human relationships, the Chinese substitute an awareness of interests and legal knowledge for traditional ideas, and are more inclined to settle disputes by legal means and through official channels.
出处
《中国社会科学》
CSSCI
北大核心
2000年第2期74-86,共13页
Social Sciences in China
基金
中国国家自然科学基金
加拿大CIDA/ACCC
成都管理培训中心项目的资助
