International Comparative Study of Business Negotiation for Professional Managers and Construction of Global Protocol

本研究通过对不同文化背景地区的职业经理人的管理和谈判行为进行国际比较，确定了与企业绩效相关的胜任特征，以及胜任特征的促进因素。本研究的结果发现：第一，通过对日本、亚洲、中国、北美和欧洲5个地区的跨国公司进行调查，发现在欧洲地区工作的人倾向于更频繁地使用能力，而在日本的管理者则相对较少地使用能力。第二，存在两种能力群。一个是密切相关的跨区域的业务绩效（组织管理和沟通），另一个是特质相关的每个区域第三，它被发现，个人的组织承诺和工作投入促进能力和业务绩效的区域。因此，建议在未来的职业经理人选拔和发展中考虑这些因素，以加强能力的使用与企业绩效之间的关系。它将成为职业经理人未来选拔、轮岗、晋升和职业发展的重要信息。另一方面，从实践的角度分析管理胜任力选择和培训方面的认知机制也是未来研究的重要课题

In this study, investigators studied international comparison of management and negotiation behaviors for professional managers who work in regions have different cultural backgrounds, and identified competencies which related to business performances, as well as promoting factors of competencies. As a result of this study, the followings were discoveredFirst, as a result of surveying on multinational companies located in five geographic regions namely, Japan, Asia, China, North America and Europe, there is a tendency that those who work in European region tends to use competencies more frequently, whereas managers in Japan shows relatively less frequent use of competenciesSecond, there were two kinds of competency groups. One is closely related to the business performance across regions (organizational management and communication), and the other is idiosyncratically associated to each regionThird, it was discovered that individual organizational commitment and job involvement promote competencies and business performance among regions. Therefore, it was suggested to take these factors into consideration for future selection and development of professional managers in order to enforce relationship between use of competencies and business performanceAs a consequence of this study, much useful knowledge regards to the relationship between management competency and business performance was revealed. It will become important information for the future selection, rotation, promotion and career development of professional managers. On the other hand, it was also suggested that further study to analyze cognitive mechanism for the selection of management competency and training aspects from practical point of views will be important for future research topics