Thesis (doctoral) - Universität, Jena, 2006. / Includes bibliographical references (p. [175]-198).

Includes bibliographic references (p. 109-114).

Thesis (Ph. D.)--Ohio University, 2001. / Includes bibliographical references (leaves 289-303).

Thesis (Ph. D.)--Industrial and Systems Engineering, Georgia Institute of Technology, 2006. / Hackman, Steve, Committee Chair ; Tovey, Craig, Committee Member ; Platzman, Loren, Committee Member ; Deng, Shijie, Committee Member ; Subramanian, Ajay, Committee Co-Chair.

Thesis (Ph. D.)--Washington State University, August 2007. / Includes bibliographical references (p. 89-97).

by Ho Hin-shun. / Includes questionnaire in Chinese. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1994. / Includes bibliographical references (leaves 81-84). / ABSTRACT --- p.iii / ACKNOWLEDGMENTS --- p.v / TABLE OF CONTENTS --- p.vi / LIST OF TABLES --- p.viii / Chapter / Chapter 1. --- INTRODUCTION --- p.1 / Chapter 2 . --- THE MANAGEMENT PROBLEM --- p.7 / Chapter 3. --- LITERATURE REVIEW --- p.13 / Chapter 4. --- RESEARCH OBJECTIVES --- p.19 / Chapter 5. --- SAMPLE DATA AND METHODOLOGY --- p.22 / Chapter 5.1. --- Sample Data --- p.22 / Chapter 5.2. --- Questionnaire Construction --- p.23 / Chapter 5.3. --- Administering the Questionnaire --- p.25 / Chapter 6. --- RESULTS AND ANALYSIS --- p.27 / Chapter 6.1. --- Sample Characteristics --- p.27 / Chapter 6.2. --- Results of Questionnaire --- p.29 / Chapter 6.3. --- Results of MANVOA --- p.29 / Chapter 6. 4 --- .Multiple Regression --- p.39 / Chapter 7. --- MANAGEMENT IMPLICATIONS --- p.52 / Chapter 7.1. --- Satisfaction on US-China business negotiation --- p.53 / Chapter 7.1.1 . --- American Point of View --- p.53 / Chapter 7.1.2 . --- Chinese Point of View --- p.54 / Chapter 7.2. --- Efficiency on US-China business negotiation --- p.54 / Chapter 7.2.1 . --- American Point of View --- p.54 / Chapter 7.2.2. --- Chinese point of view --- p.55 / Chapter 7.3. --- Future in US-China Business --- p.56 / Chapter 7.3.1 . --- American Point of View --- p.56 / Chapter 7.3.2. --- Chinese Point of View --- p.57 / Chapter 7.4. --- Short term expectation in trade and investment --- p.57 / Chapter 7.4.1 . --- American Point of View --- p.57 / Chapter 7.4.2. --- Chinese Point of View --- p.58 / Chapter 7.5. --- Long term expectation in trade and investment --- p.58 / Chapter 7.5.1. --- American Point of View --- p.58 / Chapter 7.5.2. --- Chinese Point of View --- p.59 / Chapter 7.6. --- Strategic Implications --- p.59 / Chapter 7.6.1. --- Suggestions to American --- p.60 / Chapter 7.6.2. --- Suggestions to Chinese --- p.62 / Chapter 7.6.3. --- Research Implications --- p.63 / Chapter 8. --- CONCLUSIONS --- p.64 / APPENDIX 1 --- p.73 / QUESTIONNAIRE IN ENGLISH ( THREE PAGES ) --- p.73 / APPENDIX 2 --- p.77 / QUESTIONNAIRE IN CHINESE ( THREE PAGES ) --- p.77 / BIBLIOGRAPHY --- p.81

In this study, performance in the speech event of negotiation was used to investigate the validity of using experiential, linguistic, and psychological/affective/cognitive assessment instruments for training or selecting candidates for intercultural business negotiation between Canadians and Koreans. Instruments used were: background questionnaire, TOEIC scores, and CCAI scores. The participants were 12 businesspeople from Korea and 12 commerce students from Canada. After the bargaining session, each person completed a questionnaire. The negotiation outcome variables considered were source's relative monetary performance and target's relative satisfaction with the negotiation, including process and end-deal aspects. Case analysis suggests that individual experience and middle-to-high TOEIC scores have no significant correlation with either type of performance. Three subsections of the individual CCAI scores were associated with partner satisfaction, but not with monetary performance. Analysis of combined dyadic data revealed strong negative correlation between pair CCAI scores and negotiated endprice. Positive correlation was shown between pair CCAI scores and mutual satisfaction.

In this study, performance in the speech event of negotiation was used to investigate the validity of using experiential, linguistic, and psychological/affective/cognitive assessment instruments for training or selecting candidates for intercultural business negotiation between Canadians and Koreans. Instruments used were: background questionnaire, TOEIC scores, and CCAI scores. The participants were 12 businesspeople from Korea and 12 commerce students from Canada. After the bargaining session, each person completed a questionnaire. The negotiation outcome variables considered were source's relative monetary performance and target's relative satisfaction with the negotiation, including process and end-deal aspects. Case analysis suggests that individual experience and middle-to-high TOEIC scores have no significant correlation with either type of performance. Three subsections of the individual CCAI scores were associated with partner satisfaction, but not with monetary performance. Analysis of combined dyadic data revealed strong negative correlation between pair CCAI scores and negotiated endprice. Positive correlation was shown between pair CCAI scores and mutual satisfaction. / Education, Faculty of / Language and Literacy Education (LLED), Department of / Graduate

published_or_final_version / abstract / Civil Engineering / Doctoral / Doctor of Philosophy

published_or_final_version / abstract / Industrial and Manufacturing Systems Engineering / Doctoral / Doctor of Philosophy