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研究生:黃映菁
研究生(外文):Ying-Ching Huang
論文名稱:面子工夫和情緒對談判策略結果接受度之影響
論文名稱(外文):The Effect of Face Work and Emotion on Negotiation Outcome
指導教授:賴志超賴志超引用關係
指導教授(外文):Chih-chao Lai
學位類別:碩士
校院名稱:國立雲林科技大學
系所名稱:應用外語系碩士班
學門:人文學門
學類:外國語文學類
論文種類:學術論文
論文出版年:2007
畢業學年度:95
語文別:英文
論文頁數:88
中文關鍵詞:親密性關係工具性關係面子工夫情緒策略談判
外文關鍵詞:Display of emotional strategythe concept of face workmianzi
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本篇論文分為兩個研究,旨在探討於親戚和陌生人關係中,面子工夫和情緒策略對談判結果接受度分別之影響。研究採用情境設計和問卷調查,並以回歸分析、t檢定和單因子變異數分析。其實證結果為:(1)面子工夫構面中的相互性、尊重、人際關係和威脅敏感度等四個因素和議價壓縮空間成顯著結果;(2)面子工夫和買方的開價接受度成顯著結果;(3)在個別差異方面,年長者較年輕者傾向議價;(4)賣方的情緒策略和買方的情緒成正向顯著;(5)賣方的情緒策略和買方開價呈負向結果。


本研究以因素分析為基礎,求得各項因素之間的相關程度,以了解不同構面
之間相關差異的顯著程度。
關鍵字: 面子工夫 情緒策略 工具性關係 親密性關係 談判
This research includes two studies and respectively focuses on the effect of face work and emotional strategy on negotiation outcome. We found that (a)buyer concerning about the concept of face work is restricted to negotiate when the focal seller is a closed relative (b)Comparing with doing business with a stranger, buyer highly concerning the concept of face work is more likely to accept higher offer when the focal seller is a closed relative(c)buyer with higher seniority would have stronger tendency toward bargaining the price than those with less seniority(d) Display of emotional strategy makes a direct influence on buyer’s emotion (e)On the basis of emotional strategy, negative strategists would acquire more gains;positive strategists would get less offer.

Keywords: Display of emotional strategy, the concept of face work, mianzi, negotiation
Table of Contents

CHAPTER ONE INTRODUCTION
1.1. Research Background 1
1.2. The Purpose of the Study 3
1.3. The object of the Research 5
1.5. Contribution of the Research 5
1.5. Outline of the Research 6

CHAPTER TWO LITERATURE REVIEW
2.1. Negotiation Theory 7
2.2. Display of Emotion in Negotiation 16
2.3. Cross-cultural Negotiation 18
2.4. Theory of Face (mianzi) 26
2.5. The Concept of Guanxi and Ren Qing 30

CHAPTER THREE METHODOLOGY
3.1. Research Approach 33
3.2. Hypotheses and Framework 34
3.3. Research Design 40
3.4. Data Collection and Analysis Method 44

CHAPTER FOUR EMPIRICAL RESULTS
4.1. Demographic Background 45
4.2. Data Analysis 47
4.3. Hypotheses Testing 51

CHAPTER FIVE CONCLUSION
5.1. Summary of Findings 58
5.2. Discussion and Implication of Research Findings 60
5.3. Limitations 64

REFERENCE 65
APPENDIX 70


















List of Figures

Figure Page
1.1 Outline of Research 6
2.1 The Five Facets of Negotiation 10
2-2: Modes of conflict management and Determinants of conflict behavior 14
2-3: How Culture Affects Negotiation 20
2-4: Countries of Low and High-Context Culture 24
3-1: Research Model 35
3-2: The Framework of Hypotheses 39
4-1: Analysis of Variance 52
4-2: Parameter Estimates 53
4-3: Person Correlation Coefficients 53
4-4: The T-test Procedure for H1 54
4-5: Result of T-test 54
4-6: Table of XF by YF 55
4-7: Statistics for Table of XF by YF 55
4-8: Univariate Analysis of Variance 56
4-9: Profile Plots 57
4-10: Descriptive Analysis of H4 .57




List of Tables

Table Page
2-1: Interrelationship between Culture and Negotiation 22
2-2: The Communication Style in Low and High-Context Culture 25
2-3: The Viewpoint of Mianzi 30
3-1: Overview of Questionnaire 43
4-1: Demographic Feature of Gender 45
4-2: Demographic Feature of Age 45
4-3: Demographic Feature of Education Level 46
4-4: Demographic Feature of Seniority 47
4-4: Demographic Feature of Seniority 47
4-5: Summary of Variable Adequacy 48
4-6: Summary of Factor Analysis 50
5-1: Summary of Findings 55
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