Thesis (doctoral)--Universitat, Munster, 2004. / Title from e-book title screen (viewed January 2, 2008). Includes bibliographical references.

Thesis (Ph. D.)--University of Texas at Austin, 2005. / Supervisor: Robert A. Peterson. Vita. Includes bibliographical references.

Thesis (doctoral)--Universität, Jena, 2006. / Description based on print version record. Includes bibliographical references.

by Chi-fai Chan. / Thesis (Ph.D.)--Chinese University of Hong Kong, 1992. / Includes bibliographical references (leaves 279-302). / ABSTRACT --- p.i / TABLE OF CONTENTS --- p.iii / LIST OF FIGURES --- p.vii / LIST OF TABLES --- p.viii / ACKNOWLEDGEMENTS --- p.x / CHAPTER / Chapter I. --- INTRODUCTION --- p.1 / MNC and China Business Negotiation --- p.1 / Global Business --- p.1 / The China Market --- p.3 / MNC and China Business --- p.7 / Cross-Cultural Marketing Negotiation --- p.14 / Negotiators in China Business Deals --- p.15 / Business Negotiation --- p.23 / Definition of Negotiation --- p.23 / Negotiation in the Business Context --- p.25 / International Marketing Negotiation --- p.33 / Cultural Differences --- p.41 / Managerial Concerns --- p.41 / Social Psychological Perspective --- p.49 / The Chinese Context --- p.65 / Chapter II. --- REVIEW OF LITERATURE --- p.74 / China Business Deals and Negotiation --- p.74 / China Business Deals Studies --- p.74 / China Business Negotiation --- p.83 / Descriptive Studies --- p.84 / Case Studies --- p.105 / Survey Findings --- p.112 / Boundary Position --- p.122 / Inter-group Relationship --- p.129 / Intra-group Relationship --- p.138 / Boundary Role Interaction --- p.147 / Power Distance and Collectivism . --- p.151 / Hofstede's Chinese Work Values --- p.153 / Cross-Cultural Management --- p.161 / Behavioral Evidences --- p.166 / Managerial Issues --- p.171 / Impacts on Chinese Business Negotiation --- p.179 / Independent and Dependent Variables --- p.183 / Independent Variables --- p.183 / Dependent Variables --- p.186 / Management Styles --- p.186 / Business Performance --- p.188 / Research Hypotheses . --- p.192 / Chapter III. --- METHODS . --- p.205 / Pretests --- p.205 / Subjects . --- p.206 / Experimental Design --- p.208 / Procedure . --- p.213 / Manipulations . --- p.214 / Friendship --- p.214 / Job Status --- p.215 / Nationality --- p.215 / Operationalization of Dependent Variables --- p.217 / Analysis . --- p.221 / Scale Development and Pretests --- p.221 / Difference of Sub-Samples and Experimental Groups --- p.221 / Dimensionality and Discrimination --- p.223 / Multiple Group Analysis --- p.223 / Analysis of Variance Test --- p.225 / Chapter IV. --- RESULTS --- p.227 / Difference of Sub-samples and Experimental Groups --- p.227 / Manipulation Checks --- p.230 / Dimensionality and Discrimination --- p.232 / Results of Experimentation --- p.241 / Friendship --- p.241 / Job Status --- p.243 / Nationality --- p.243 / Nationality-Friendship Interaction --- p.244 / Nationality-Job Status Interaction --- p.246 / Chapter V. --- CONCLUSION --- p.248 / Evidence for the Hypotheses --- p.248 / Discussion of Findings --- p.253 / Implications --- p.259 / Cultural Differences --- p.259 / Unique Chinese Cultural Values --- p.260 / Implications to MNCs --- p.264 / Value of the Study --- p.272 / Limitations and Future Research --- p.276 / BIBLIOGRAPHY --- p.279 / APPENDICES --- p.303 / Chapter Appendix I. --- Description of Cases --- p.303 / Chapter Appendix II. --- Questionnaire --- p.320 / Chapter Appendix III. --- Comparison of U.S. and British Subjects --- p.331 / Chapter Appendix IV. --- ANOVA Tables --- p.333 / Chapter Exhibit 1 --- "Means, (Standard Deviations), and Analysis of Win-Win Attitude" --- p.334 / Chapter Exhibit 2 --- Marginal Means for the Interaction of Nationality and Friendship on Win-Win Attitude --- p.335 / Chapter Exhibit 3 --- "Means, (Standard Deviations), and Analysis of Positive Attitude" --- p.336 / Chapter Exhibit 4 --- "Means, (Standard Deviations), and Analysis of Perceived Efficiency" --- p.337 / Chapter Exhibit 5 --- "Means, (Standard Deviations), and Analysis of Perceived Satisfaction" --- p.338 / Chapter Exhibit 6 --- "Means, (Standard Deviations), and Analysis of Conformity" --- p.339 / Chapter Exhibit 7 --- Marginal Means for the Interaction of Nationality and Friendship on Conformity --- p.340 / Chapter Exhibit 8 --- Mean Conformity: Nationality by Friendship Condition --- p.341

The purpose of this study is to identify the roles and behaviors of interpreters. The context of this research is American-Chinese business negotiations. The focus of this study is on the roles and behaviors of interpreters by means of revealing the perspectives of interpreters and American negotiators.

Thesis (Ph. D.)--University of Washington, 1996. / Vita. Includes bibliographical references (leaves [263]-270).

published_or_final_version / Business Administration / Master / Master of Business Administration

Title from PDF of title page (University of Missouri--Columbia, viewed on Feb 17, 2010). The entire thesis text is included in the research.pdf file; the official abstract appears in the short.pdf file; a non-technical public abstract appears in the public.pdf file. Dissertation advisor: Dr. James A. Wall Jr. Vita. Includes bibliographical references.

Thesis (M.B.A.)--University of Hong Kong, 1988.

Culture and personality have been two of the most-studied factors in negotiation research, yet only limited evidence has been provided for their impact on negotiation behaviors and outcomes. This dissertation first reviews the development of negotiation research and explores an emergent body of negotiation studies that integrate cognitive and social factors into the examination of the negotiation process (Bazerman, Curhan, Moore, & Valley, 2000). A mental model of dyadic negotiation is proposed to incorporate the principles from social cognition research, whereby negotiation is seen as a cognitive decision-making process with involved parties defining what are appropriate objects of the dispute and what are acceptable behaviors and tactics. Within this framework, negotiator's cultural background, personality, and interpersonal relationship with counterpart jointly determine negotiator's cognitions, which further determine negotiation process (Barry & Friedman, 1998; Thompson, 1990, 1998). / A laboratory experiment is then designed to explore the effects of culture and personality on: (1) negotiator cognitions---the mental representations of the negotiation situation, issues, and negotiation partners, (2) competitive, collaborative, and yielding negotiation behaviors, and (3) economic and affective negotiation outcomes. / Three important negotiator cognitions, win-lose orientation, face-saving, and trust, are empirically tested in this study. Results suggest that negotiator cognitions do mediate the impact of personality and culture on negotiation process. Similarly, the impact of negotiator cognitions on negotiation outcomes is mediated by negotiation behaviors manifested during negotiation. Specifically, final results show that individualistic negotiators tend to perceive negotiation as a win-lose process and agreeable negotiators are more likely to trust their counterparts. Results also show that extraversion, long-term orientation, and collectivism are predictors of face-saving. Moreover, face-saving predicts competitive behavior that leads to higher individual profits while trust determines the level of collaboration that often leads to higher satisfaction. Practical implications and future research are discussed in the final chapter.