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THÔNG TIN TÀI LIỆU
Cấu trúc
LISTS OF TABLES AND FIGURES
Chapter I - Introduction
1.1. Statement of the problem and the rationale for the study
1.2. Aims and research questions
1.3. Scope of the study
1.4. Significance of the study
1.5. Methodology
1.6. Organization of the paper
Chapter II – Overview on cultural values in the U.S
2.1. Values
2.2. American basic values
2.2.1. Individualism and privacy
2.2.1.1. The definition of Individualism
When mentioning the term “individualism”, anyone will recommend the U.S as a more individualistic country. In the Oxford dictionary, 8th edition, individualism is known as “the quality of being different from other people and doing things in your own...
2.2.1.2. The individualism to the American
2.2.2. Equality
2.2.2.1. The definition of equality
2.2.2.2. Equality to the Americans
2.2.3. Time
2.2.3.1. The definition of Time
2.2.3.2. Time to the Americans
2.2.4. Competition
2.2.4.1. The definition of competition
2.2.4.2. Competition to Americans
2.2.5. Directness and Assertiveness
2.2.5.1. The definition of directness and assertiveness
2.2.5.2. Directness and Assertiveness to Americans
2.2.6. Informality
2.2.6.1. The definition of Informality
2.2.6.2. Informality to Americans
2.2.7. Achievement, Action, Work and Materialism
2.2.7.1. The definition of Achievement, Action, Work and Materialism
2.2.7.2. Achievement, Action, Work and Materialism to Americans
2.3. Summary
Chapter III – Overview on American negotiation styles
3.1. Negotiation
3.2. Business negotiation
3.3. Business negotiation styles
3.4. U.S. approaches to negotiation
3.4.1. Impatient
3.4.2. Arrogant
3.4.3. Insular
3.4.4. Legalistic
3.4.5. Naive
3.4.6. Friendly
3.4.7. Flexible
3.4.8. Risk Taking
3.4.9. Pragmatic
3.4.10. Prepared
3.6. Summary
Chapter IV – The influence of cultural values on negotiation styles and implications for negotiators
4.1. The influence of cultural values on American negotiation styles
4.1.1. Negotiating goal
4.1.2. Negotiating attitudes
4.1.3. Personal Style: Informal or Formal?
4.1.4. Communication: Direct or Indirect?
4.1.5. Sensitivity to Time: High or Low?
4.1.6. Emotionalism: High or low?
4.1.7. Agreement form: Specific or general?
4.1.8. Agreement building: Bottom up or Top down?
4.1.9. Team organization: One leader or consensus
4.1.10. Risk Taking: High or Low?
4.2. Implications for negotiators
After having a deep exploration on the influence of cultural values on negotiation styles and the differences of styles among different cultures, it is needed that negotiators should be aware of those differences and be prepared with suitable strateg...
4.2.1. Implications for American negotiators
4.2.2. Implications for international negotiators
The business relationships with the U.S have been increasing in the recent years. The U.S is always the largest market that attracts many sources of investment from various countries, so it is important to learn about the American culture and their n...
Moreover, it is also important not to allow cultural stereotypes to determine the relationships with the potential business partners. This is because individuals may have their own distinct culture which does not always mirror the perceived culture o...
4.3. Summary
Chapter V – Conclusion
5.1. Summary of the study
5.1.1. The cultural values and the negotiation styles of the U.S
5.1.2. The influence of cultural values on American negotiation styles
5.2. Limitations of the study
5.3. Suggestions for further studies
Boughton, A 2009, Cultural Impact on Negotiation, viewed 30 March 2012,
Harvard Business School Publishing Corporation (ed.) 2007, Negotiating Outcomes: Expert Solutions to Everyday Challenges, Harvard Business School Press, Boston.
Kaufman, D 1998, Psychology Glossary, viewed 22 January 2012, <http://www.alleydog.com/glossary/definition.php?term=Individualism>
Miller, PA 1998, ‘Quantitative Support for Buyer-Supplier Negotiation in Just-In-Time Purchasing’, Journal of Supply Chain Management, vol. 34, no. 2, pp. 25–30.
Tiersky, E & Tiersky, M 1990, The U.S.A.: Customs and institutions : a survey of American culture and traditions : an advanced reader for ESL and EFL students, Prentice Hall Regents, Englewood Cliffs, N.J.