淡江大學覺生紀念圖書館 (TKU Library)

系統識別號 U0002-2506202016262000
中文論文名稱 如同跨文化交流中的一面鏡子: 語言與文化對於商務談判影響力之探討
英文論文名稱 Such as a Mirror in Intercultural Communication: A Probe into the Influence of Language and Culture on Business Negotiation
校院名稱 淡江大學
系所名稱(中) 國際企業學系碩士班
系所名稱(英) Master's Program, Department Of International Business
學年度 108
學期 2
出版年 109
研究生中文姓名 藍唯晟
研究生英文姓名 Wei-Cheng Lan
學號 607110102
學位類別 碩士
語文別 英文
口試日期 2020-06-18
論文頁數 190頁
口試委員 指導教授-劉一成
中文關鍵字 英語作為通用語  商務英語作為通用語  跨文化商務溝通  文化差異  商務談判 
英文關鍵字 English as a Lingua Franca  Business English as a Lingua Franca  intercultural business communication  cultural difference  business negotiation 
中文摘要 由於全球市場和多樣化的消費者需求隨著世界各國趨於相互依存和相互影響,國際商務談判變得比以往都還要來的更加頻繁。語言是必不可少的工具且無疑地在談判策略中發揮著重要的作用,通常將其處理為在商務談判中使用的一種準確語言,以避免文化上的誤解。如今,商業企業,公司,政府組織已經意識到使用世界語言作為內部和外部交流工具的重要性。內部交流是指具有不同國籍的辦公室工作人員使用相同的語言在同一工作場所進行交流;同樣,外部溝通是指公司的代表通過電子郵件,視頻會議或面對面的談判來傳達其信息。根據國際統計,英語已成為當今使用最廣泛且傳播最快的語言之一。多年來,這種全球共享的語言已被採用為全球範圍內的基本溝通工具。此外,文化差異是我們掌握語言能力後必須面對的主要問題,因為它勢必會影響談判的決策,當談判需要跨越國界時,它對談判策略的不平等可能導致衝突。成功地實現全球商業環境需要必不可少的特定技能,並且還需要靈活的工作團隊。精通跨文化能力並可以協助其公司實現利潤最大化目標的人們,具備這些專業能力可以克服文化障礙,並減少國際商務場合的文化衝突。
英文摘要 As countries of the world tend to be interdependent and interactional owing to the global market and diverse consumer needs, international business negotiation becomes more and more frequent than ever. Language as an essential tool certainly plays a great role in negotiation strategies. It is normally processed as an accurate language used in business negotiation to avoid cultural misunderstanding. Nowadays, commercial enterprises, corporations, governmental organizations have perceived the significance of using world language as an internal and external communication tool. Internal communication refers to office staff have different nationalities using the same language to communicate in the same workplace; likewise, external communication is that firm's representative conveys their message through e-mail, video conferencing, or face-to-face negotiation. According to international statistics, English become one of the most widely spoken and fastest-spreading languages today. This worldwide shared language has been adopted as an essential communication tool in a global context in years. Moreover, cultural difference is the primary problem that we have to confront after holding language proficiency because it likely affects the decision-making of negotiation. Its inequality for negotiation strategies could lead to conflict when negotiations cross borders. Fulfilling the global business environment successfully requires specific skills that are indispensable, and furthermore, it needs a flexible workforce. People who have mastery of intercultural competencies and can assist their corporations to achieve their target of profit maximization. Armed with these professional competences can overcome cultural barriers and reduce culture conflicts on international business occasions.
1.1 Background of the Study 1
1.2 Purpose of the Study 8
1.3 Research Questions 9
2.1 Business English as a Lingua Franca 11
2.2 Intercultural Business Communication 28
2.3 International Business Negotiation 52
3.1 Data Collection 76
3.2 Data Analysis 77
4.1 The Findings of the Closed-Ended Questions 82
4.2 Language and Culture in Intercultural Negotiations: Research propositions Development 84
4.3 The Findings of the Open-Ended Question 85
4.3.1 Language Proficiency 85
4.3.2 Language Barrier 87
4.3.3 Cultural Difference 89
4.3.4 Cultural Awareness 91
4.3.5 Cultural Understanding 95
4.3.6 Understanding of Both Parties 97
4.3.7 Mutual Respect 99
4.3.8 Communication Skills 101
4.3.9 Communication Patterns 102
4.3.10 Straightforwardness 103
4.3.11 Open-mindedness 105
4.3.12 Honesty 107
4.3.13 Trust 108
4.3.14 Credibility 109
4.3.15 Time 110
4.3.16 Quality of Product 113
4.3.17 Legislation 114
4.3.18 Know-how 116
4.3.19 Price 117
4.3.20 Etiquette 118
4.4 The Interpretation of the Influence of the Codes on Question 4 and the Relations between Codes 120
APPENDIX A - What Factors Influence Doing Business with Foreign Nationals? 156
APPENDIX B - MAXQDA 2020 Categorize Survey Data of the open-ended question 158


Table 1. One-way ANOVA of cultural awareness and age group 92
Table 2. The definition of each terminology 92
Table 3. One-way ANOVA of understanding of both parties and age group 98
Table 4. One-way ANOVA of time and gender 111
Table 5. One-way ANOVA of time and nationalities 112
Table 6. One-way ANOVA of legislation and nationalities 115
Table 7. One-way ANOVA of etiquette and nationalities 120
Table 8. The frequency of the codes. 170
Table 9. The frequency of age groups on the question 1 and 2. 170
Table 10. The frequency of gender on the question 1 and 2. 170
Table 11. The frequency of nationalities on the question 1 and 2. 171
Table 12. The frequency of careers on the question 1 and 2 172
Table 13. The cross-analysis between age groups and the answers on the question 3. 173
Table 14. The cross-analysis between gender and the answers in the question 3. 173
Table 15. The cross-analysis between nationalities and the answers on the question 3. 174
Table 16. The cross-analysis between careers and the answers on the question 3. 175
Table 17. The cross-analysis between age groups and the thematic codes in question 4. 176
Table 18. The cross-analysis between gender and the thematic codes on question 4 176
Table 19. The cross-analysis between nationalities and the thematic codes on question 4 177
Table 20. The cross-analysis between careers and the thematic codes on question 4 178
Table 21. The age group of the descriptive statistic in ANOVA 180
Table 22. The gender of the descriptive statistic in ANOVA 180
Table 23. The nationalities of the descriptive statistic in ANOVA 181
Table 24. The careers of the descriptive statistic in ANOVA 182

Figure 1. Model of Global Communicative Competence 26
Figure 2. Big-Five Model of Personality Trait 68
Figure 3. Position codes according to similarity in the code map 121
Figure 4. Show relations as lines by minimum frequency 3 in the code map 122
Figure 5. Show relations as lines by minimum frequency 1 in the code map 122
Figure 6. Structural drawing 183
Figure 7. Word cloud 183
Figure 8. The frequency of thematic codes by statistical figures 184
Figure 9. The frequency of thematic codes by percentage 184
Figure 10. The frequency of thematic codes by statistical figures with label 185
Figure 11. The frequency of thematic codes by percentage with label 185
Figure 12. The frequencies of the age group in the descriptive statistic by statistical figures 185
Figure 13. The frequencies of the age group in the descriptive statistic by percentage 186
Figure 14. The frequencies of the gender in the descriptive statistic by statistical figures 186
Figure 15. The frequencies of the gender in the descriptive statistic by percentage 186
Figure 16. The frequencies of the nationalities in the descriptive statistic by statistical figures 187
Figure 17. The frequencies of the age group in the descriptive statistic by percentage 187
Figure 18. The frequencies of the nationalities in the descriptive statistic by statistical figures 188
Figure 19. The frequencies of the age group in the descriptive statistic by percentage 188
Figure 20. The distribution of Cultural difference in world map visualized by Tableau 189
Figure 21. The distribution of Language proficiency in world map visualized by Tableau 189
Figure 22. The distribution of Language barrier in world map visualized by Tableau 190
Figure 23. The distribution of Cultural awareness in world map visualized by Tableau 190

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