A Behavioral Perspective on Negotiating International Alliance
A Behavioral Perspective on Negotiating International Alliance
复制标题
国际联盟谈判的行为视角
DOI：
10.1057/palgrave.jibs.8490047
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发表时间：
1998
影响因子：
11.6
通讯作者：
S. M. Schmidt
中科院分区：
文献类型：
--
作者：
A. Rao;S. M. Schmidt
本研究考察了美国高级管理人员在国际商业联盟谈判中的影响策略。将关于联盟的战略文献和关于谈判的行为文献结合到联盟谈判的行为模型中。从交易成本、权力依赖和博弈论中识别的结构被整合，并与描述谈判者在联盟谈判中的影响策略的假设相联系。在对83个联盟谈判的研究中发现，谈判者信任、对合作伙伴公司备选方案的看法、冲突框架、时间范围和文化距离都会影响谈判者的策略。
This study examines the influence tactics of senior U.S. executives in negotiating international business alliances. The strategy literature on alliances and the behavioral literature on negotiations were incorporated into a behavioral model of alliance negotiations. Constructs identified from transaction cost, power dependence and game theories were integrated and linked to hypotheses describing negotiators' influence tactics in alliance negotiations. In examining eighty-three alliance negotiations, negotiator trust, perception of a partner firm's alternatives, conflict frame, time horizon, and cultural distance were found to affect negotiators' tactics.
影响因子：
2.2
作者：
WILLIAMSON, OE
通讯作者：
WILLIAMSON, OE