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首页> 外文期刊>International studies of management & organization >Watch Your Tone ... Relational Paralinguistic Messages in Negotiation The Case of East and West
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Watch Your Tone ... Relational Paralinguistic Messages in Negotiation The Case of East and West

机译：观察您的语气...谈判中的关系式语言信息东西方案例

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This study examines how East Asian and North American negotiators convey relational cues using vocal paralanguage. Drawing upon the involvement-affective model of relational messages, the authors posit that vocal cues in negotiation connote level of involvement (passive-active) and affect (positive-negative). Since cultural norms influence emotional expression, they predict distinct patterns of vocal paralanguage accompanying relational status in the East versus the West. The authors manipulated relational approach and examined vocal paralanguage in a videotaped business negotiation simulation in an undergraduate academic course at a Canadian university. Their findings confirm that Canadian negotiators communicate positive perception of counterpart and active involvement in negotiation through faster speech rate and expressiveness in voice. Chinese negotiators exhibit self-control by remaining calm and suppressing emotion in vocal tone. Furthermore, warmth in voice predicts satisfaction with relationship in negotiation, especially when a negotiator is not actively involved. Theoretical and practical implications for cross-cultural negotiation and communication are discussed.
机译：这项研究探讨了东亚和北美谈判人员如何使用声音副语言传达关系线索。利用关系消息的参与-情感模型，作者认为谈判中的声音暗示了参与的水平（被动-主动）和情感（积极-消极）。由于文化规范影响情感表达，因此他们预测伴随东方和西方关系地位的声音旁语的独特模式。作者操纵关系方法，并在加拿大大学的一门大学学术课程的录像带商务谈判模拟中研究了语音副语言。他们的发现证实，加拿大谈判人员通过更快的语速和语音表达能力，表达了对对方的积极认识并积极参与谈判。中国谈判代表表现出自我控制力，保持镇静并压抑声调。此外，声音的温暖预示着对谈判关系的满意，尤其是在谈判者未积极参与时。讨论了跨文化谈判和交流的理论和实践意义。

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