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的一名学生的学位论文研究。该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。通过对25家美国公司的当地专家代表进行深入的探索性访谈，学生将建立一份重要主题的清单。这些主题将被用来分析6-8个完整的合同订立案例。其目的是分析商务谈判的文化背景，以表明如何重新定义合同法的一般原则，以适应当地的文化和情景关切。这项研究之所以重要，是因为国际贸易对美国社区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取得进展，可以帮助美国演员与外国同行打交道

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