International Face-Negotiations: Germany and South Korea
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Abschlussarbeit Buch |
| Sprache: | English |
| Veröffentlicht: |
Aachen
Shaker
2012
|
| Schriftenreihe: | Berichte aus der Betriebswirtschaft
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | X, 259, XI-XLIX S. graph. Darst. |
| ISBN: | 9783844013139 |
Internformat
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Datensatz im Suchindex
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IMAGE 1
1
TABLE OF CONTENTS
TABLE OF CONTENTS I
LIST OF FIGURES I V
LIST OF FORMULAS VIII
LIST OF ABBREVIATIONS IX
LIST OF SYMBOLS X
I N T R O D U C T I O N - 1 -
CHAPTER1 - THEORIES OF INTERCULTURAL C O M M U N I C A T I O N . . - 7 -
1.1 COMMUNICATION ACROSS CULTURES - INTRODUCTION - 7 -
1 . 2 CULTURAL PATTERNS - 8 -
1 . 3 VERBAL A N D NONVERBAL COMMUNICATION - 1 1 -
1 . 4 CULTURAL DIMENSIONS - 1 2 -
1 . 4 . 1 POWER DISTANCE ( P D I ) - 1 4 -
1 . 4 . 2 INDIVIDUALISM ( I D V ) - 1 5 -
1 . 4 . 3 MASCULINITY ( M A S ) - 1 9 -
1 . 4 . 4 UNCERTAINTY AVOIDANCE ( U A 1 ) - 2 0 -
1 . 4 . 5 LONG T E R M ORIENTATION ( L T O ) - 2 1 -
1 . 4 . 6 S U M M A R Y - 2 2 -
1 . 5 TANGIBLE A N D INTANGIBLE ASPECTS OF CULTURAL COMMUNICATION. - 2
4 - 1 . 6 PERCEPTION - 2 6 -
1 . 7 CONTEXT - 3 4 -
1 . 8 COMMUNICATION ACROSS CULTURES - ASPECTS OF KOREAN AND G E R M A N
CULTURE - 3 6 -
1 . 8 . 1 KOREAN CULTURE - 3 7 -
1 . 8 . 2 G E R M A N CULTURE - 4 3 -
1 . 9 SUMMARY - 4 7 -
CHAPTER 2: FACE A N D FACE WORK I N NEGOTIATION - 53 -
2.1 T H E C O N C E P T OF FACE - A DEFINITION - 5 3 -
2 . 1 . 1 DEFINITION - 5 3 -
2 . 1 . 2 CHARACTERISTICS - 5 5 -
2 . 2 T H E C O N C E P T OF FACEWORK - 5 9 -
2 . 2 . 1 DEFINITION - 5 9 -
2.2.2 DIRECTIONS AND DIMENSIONS O F FACEWORK - 6 3 -
2 . 3 CULTURAL CHARACTERISTICS OF FACE - SOUTH KOREA AND GERMANY - 6 6
2.3.1 THE SOUTH KOREAN CONCEPT O F FACE - " C H E M Y O N " - 6 7 -
I
HTTP://D-NB.INFO/1026937787
IMAGE 2
II
2.3.2 THE GERMAN CONCEPT O F FACE - 7 2 -
2 . 4 SUMMARY - GERMAN VS. SOUTH KOREAN FACE - 7 4 -
CHAPTER 3: NEGOTIATIONS I N INTERCULTURAL CONTEXT - 79 -
3.1 NEGOTIATION IN GENERAL - 7 9 -
3 . 2 T H E NEGOTIATION PROCESS - 8 2 -
3.2.2 PREPARATION - 84 -
3.2.2 DISTRIBUTIVE BARGAINING - 85 -
3.2.3 INTEGRATIVE NEGOTIATION - 88 -
3.2.4 COMBINED STRATEGIES - DISTRIBUTIVE AND INTEGRATIVE - 92 -
3.2.5 S U M M A R Y - 94 -
3 . 3 CULTURE A N D NEGOTIATION - 9 5 -
3 . 4 FACE AND NEGOTIATIONS - 1 0 0 -
3.4.1 THE RELATION O F FACE AND NEGOTIATION - 1 0 0 -
3.4.2 SITUATIONAL AND BACKGROUND ASPECTS A N D THEIR FACE RELEVANCE I N
NEGOTIATION - ENVIRONMENTAL AND IMMEDIATE CONTEXT - 1 0 4 -
3.4.3 NONVERBAL COMMUNICATION - 1 1 4 -
3 . 5 SUMMARY - 1 1 9 -
CHAPTER 4 - H O W ARE GERMAN-SOUTH KOREAN N E G O T I A T I O N S
INFLUENCED BY THE CONCEPT OF FACE - THE DEFINITION OF SOCIAL FACE
PROFILES - 1 2 5 -
4.1 RESEARCH ASSUMPTIONS - 1 2 5 -
4 . 2 SOCIAL FACE PROFILES - 1 2 7 -
4 . 3 METHODOLOGY - 1 3 2 -
4.3.1 QUALITATIVE S T U D Y - 133 -
4.3.2 QUANTITATIVE S T U D Y - ONLINE S U R V E Y - 1 3 5 -
4.3.3 RESULTS AND DEMOGRAPHIC COMPARISON - 1 3 8 -
4 . 4 ANALYSIS OF TRAITS - DIFFERENCES IN SELF-EVALUATIONS REFERRING T O
NEGOTIATION HABITS A N D CROSS-EVALUATIONS REFERRING TO PERCEPTION
( R Q 1 AND R Q 2 ) - 1 4 1 -
4.4.1 SOCIAL ORIENTATION - 1 4 4 -
4.4.2 LINKAGE TO SOCIETY - 1 4 8 -
4.4.3 ETIQUETTE - 1 5 2 -
4.4.4 CONFLICT STYLE - 1 5 7 -
4.4.5 CULTURAL AWARENESS - 1 6 1 -
4.4.6 COMMUNICATION STYLE - 1 6 5 -
4.4.7 NEGOTIATION A B I L I T Y - 1 7 0 -
4.4.8 EMOTIONAL BEHAVIOR - 1 7 4 -
4.4.9 HIERARCHY - 1 8 1 -
IMAGE 3
ILL
4.4.10 RECIPROCITY - THE OBLIGATION TO R E T U R N A FAVOR - 1 8 7 -
4.4.11 POWER - 191 -
4.4.12 H A R M O N Y - 195 -
4.4.13 RELATIONSHIP - 1 9 9 -
CHAPTER 5 - RESULTS - DEFINITION OF SOCIAL FACE PROFILES (RQ1
A N D RQ2) A N D THEIR DETERMINATION T H R O U G H A D A P T A T I O N
(RQ3) - 2 0 5 -
5.1 RESEARCH QUESTION O N E ( R Q 1 ) - DIFFERENCES IN THE FACE
NEGOTIATION HABITS / SOCIAL FACE PROFILES - 2 0 5 -
5 . 2 RESEARCH QUESTION T W O ( R Q 2 ) - DIFFERENCES IN PERCEPTION OF
FACE
RELEVANT TRAITS IN THE RESPECTIVE O T H E R CULTURE - 2 1 3 -
5.2.1 KOREAN CROSS-EVALUATION - KOREAN SOCIAL FACE PROFILE (RQ2A) - 2 1
4 - 5.2.2 GERMAN CROSS-EVALUATION - GERMAN SOCIAL FACE PROFILE (RQ2B) -
2 2 1 - 5.3 - RESEARCH QUESTION THREE ( R Q 3 ) - H O W ARE SOCIAL FACE
PROFILES
DETERMINED BY THE NEGOTIATION PARTNERS' CULTURAL BACKGROUND - 2 3 1 -
5.3.1 CULTURAL ADAPTATION - 2 3 2 -
5 . 3 . 2 GERMAN A N D KOREAN CROSS-EVALUATION O F THEIR SOCIAL FACE
PROFILES
DETERMINED B Y THE NEGOTIATION PARTNERS' CULTURAL BACKGROUND - 2 3 7 -
LIMITATIONS - 2 4 3 -
SUMMARY, C O N C L U S I O N S A N D R E C O M M E N D A T I O N S - 247
- APPENDICES XI
A QUESTIONNAIRE INTERNATIONAL FACE NEGOTIATIONS - GERMANY A N D SOUTH
KOREA X I
B POSITIONS THE RESPONDENTS H O L D IN THEIR COMPANIES / INSTITUTIONS
X V I I
C CALCULATION OF THE RESULTS WITH THE WILCOXON R A N K - S U M TEST.
EXAMPLE: TRAIT 1 SOCIAL ORIENTATION X X
D MATRIX OF COMPLEX NEGOTIATIONS X X V
REFERENCES XXVII |
| any_adam_object | 1 |
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| dewey-full | 658.4052095195 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
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| dewey-search | 658.4052095195 |
| dewey-sort | 3658.4052095195 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Thesis Book |
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| spellingShingle | Geissler, Christiane International Face-Negotiations Germany and South Korea Interpersonale Kommunikation (DE-588)4129721-0 gnd Verhandlungsführung (DE-588)4187777-9 gnd Kulturkontakt (DE-588)4033569-0 gnd Geschäftsverbindung (DE-588)4314530-9 gnd |
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| title | International Face-Negotiations Germany and South Korea |
| title_auth | International Face-Negotiations Germany and South Korea |
| title_exact_search | International Face-Negotiations Germany and South Korea |
| title_full | International Face-Negotiations Germany and South Korea Christiane Geißler |
| title_fullStr | International Face-Negotiations Germany and South Korea Christiane Geißler |
| title_full_unstemmed | International Face-Negotiations Germany and South Korea Christiane Geißler |
| title_short | International Face-Negotiations |
| title_sort | international face negotiations germany and south korea |
| title_sub | Germany and South Korea |
| topic | Interpersonale Kommunikation (DE-588)4129721-0 gnd Verhandlungsführung (DE-588)4187777-9 gnd Kulturkontakt (DE-588)4033569-0 gnd Geschäftsverbindung (DE-588)4314530-9 gnd |
| topic_facet | Interpersonale Kommunikation Verhandlungsführung Kulturkontakt Geschäftsverbindung Deutschland Südkorea Hochschulschrift |
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