With the rapid growth of the Internet, more and more business conducted commercial activities electronically. It brought more and more electronic negotiations.
Electronic negotiations solve the time and space problems between negotiators, and they could raise efficiency and effectiveness of negotiation. Furthermore, world-wide Internet access and globalization have increased the amount of international negotiations conducted online. To communicate with others coming from different countries, people maybe force to use non-native language as communication tool. Language usage is an important factor in electronic negotiation.
Some studies on language usage on communication and traditional negotiation, and the findings can¡¦t apply to the e-negotiation because of the degree of media richness has been shown to affect negotiations. E-negotiation provides the function of recording negotiation history, and the negotiation history could be used to analyze the negotiation process. This study used content analysis methodology to analyze the strategic behavior of negotiators.
This study is an exploration study, and provides four propositions: first, the language usage (native vs. non-native language) will impact e-negotiation behavior. Second, negotiators using native language employ more claiming value strategic behaviors than negotiators using non-native language. Third, compared with non-native language, negotiators will have higher communication effectiveness and efficiency when using native language in negotiation. Forth, compared with non-native language, negotiators will be easier to reach agreement when using native language in negotiation.
| Identifer | oai:union.ndltd.org:NSYSU/oai:NSYSU:etd-0701108-150427 |
| Date | 01 July 2008 |
| Creators | Teng, Che-Chun |
| Contributors | San - Yi Huang, Hsiangchu Lai, Shu-Chun Ho |
| Publisher | NSYSU |
| Source Sets | NSYSU Electronic Thesis and Dissertation Archive |
| Language | English |
| Detected Language | English |
| Type | text |
| Format | application/pdf |
| Source | http://etd.lib.nsysu.edu.tw/ETD-db/ETD-search/view_etd?URN=etd-0701108-150427 |
| Rights | not_available, Copyright information available at source archive |
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