身份管理理论视角下的商务谈判策略研究

声明

摘要

Abstract

Contents

Chapter One Introduction

1．1 The Objective of the Study

1．2 Research Questions

1．3 The Significance of the Study

1．4 The Organization of the Thesis

Chapter Two Literature Review

2．1 Introduction to Business Negotiation

2．1．1 Different Definitions of Negotiation

2．1．2 Stages and Processes of Business Negotiation

2．1．3 Characteristics and Outcomes of Business Negotiation

2．2 Current Studies on Business Negotiation Strategy

2．2．1 Overseas Studies on Business Negotiation Strategy

2．2．2 Domestic Studies on Business Negotiation Strategy

2．3 Summary

Chapter Three Theoretical Foundation and Framework

3．1 Introduction to Identity Management Theory

3．2 Key Notions of Identity Management Theory

3．2．1 Negotiation Competence Management

3．2．2 Cultural and Relational Identity Management

3．2．3 Face and Face-work Management

3．3 Phases of Identity Management Theory

3．3．1 Trial Phase of Identity Management

3．3．2 Enmeshment Phase of Identity Management

3．3．3 Renegotiation Phase of Identity Management

3．4 Summary

Chapter Four The Application of Identity Management Theory in Business Negotiation and Relevant Case Study

4．1 Communication Competence of the Negotiators in Business Negotiation

4．2 Identity Management in the Pre-negotiation Stage

4．2．1 Gender Identity Management Contributes to Mutual Respect

4．2．2 Age Identity Management Contributes to Mutual Understanding

4．2．3 Cultural Identity Management Contributes to Mutual Progress

4．2．4 Relational Identity Management Contributes to Mutual Benefit

4．2．5 Summary

4．3 Identity Management in the Face-to-face Negotiation Stage

4．3．1 Identity Management Strategy in Advantageous Negotiation

4．3．2 Identity Management Strategy in Balanced Negotiation

4．3．3 Identity Management Strategy in Disadvantageous Negotiation

4．3．4 Summary

4．4 Identity Management in the Post-negotiation Stage

4．4．1 Identity Management and Strategy of Compromising

4．4．2 Identity Management and Strategy of Ultimatum

4．4．3 Summary

Chapter Five Conclusion

5．1 Summary of This Study

5．2 Limitations of This Study

5．3 Suggestions for Further Study

References

Acknowledgements