Dissertation Research: Relational Business Contacts Between U.S. and Foreign Negotiators

本项目涉及西北大学文化人类学专业一名学生的学位论文研究。学生将研究美国中西部的美国和日本公司是如何相互谈判的。通过与25位美国公司的当地专家代表进行深入的探索性访谈，学生将建立一个重要主题清单。然后，这些主题将用于分析6-8个完整的合同形成案例。目的是分析商务谈判的文化背景，以显示合同法的一般原则是如何重新定义以适应当地文化和情境的考虑。这项研究很重要，因为国际贸易对美国社会的经济健康越来越重要。我们对文化因素如何影响讨价还价的理解的进步，可以帮助美国行动者与外国同行打交道

This project involves the dissertation research of a student of cultural anthropology at Northwestern University. The student will examine how US and Japanese companies in the midwestern US negotiate with each other. Using in-depth exploratory interviews with 25 local expert representatives of US companies, the student will establish a list of vital topics. These topics will then be used to analyze 6-8 complete cases of contract formation. The goal is to analyze the cultural context of the business negotiations to show how general principles of contract law are redefined to fit local cultural and situational concerns. This research is important because international trade is increasingly vital to the economic health of US communities. Advances in our understanding of how cultural factors influence bargaining can help US actors deal with foreign counterparts