莱茵论坛：文化与谈判——跨文化谈判中的德中异同(Feb 16)

wamway

Rhine Academic Forum 42th:

"Culture and Negotiation – Similarities and Differences in Cross-cultural Experiments between Germans and Chinese"
文化与谈判–中德行为人在跨文化实验决策中的相似和差异

Lecturer: Dr. Heike Hennig-Schmidt

Language: English

Time: 13:40, Feb. 16 2008

Location: Juridicum, Hörsaal K
Adenauerallee 24-42
53113 Bonn

Triffic：Take U-Bahn 66/16/63 at 'Bonn HBF' to station 'Juridicum' and then turn west after getting off. The lecture room K is in the building for departments of economics and jurisprudence. Or search from website http://www.vrsinfo.de/.

Tel：Dr.Zhixin Deng 017624571562   Hanchun Wang 015204848944 (19-23pm or weekends)
email: dengzhixin@rhineforum.org, wanghc@rhineforum.org

Academic Positions

Since 2000 Head of Laboratory of Experimental Economics, Bonn University  波恩大学实验经济学实验室主任

Since 1998 Research Associate, Economics Department, Bonn University

1985 - 1999 Research Assistant at Collaborative Research Centre (Sonderforschungsbereich) 303 „Information and Allocation of Economic Activities”, University of Bonn,

Germany;

                Managing Assistant of the Collaborative Research Centre

1980 - 1984 Research Assistant at the Collaborative Research Centre 21 „Economic Forecast and Equilibrium Models”, University of Bonn, Germany

Abstract

Bargaining belongs to the most frequent phenomena in social interactions being the essential activity in management, international trade, national and international politics. Understanding the behavior of bargaining partners, their goals and motivations are a prerequisite for reaching a mutually satisfactory agreement. This is even more important if the cultural background of the parties is different like with Western and Asian partners. Successful business relations can only be created and sustained if uncertainties due to misunderstanding are removed.

Because of disparities in Chinese and Western value systems negotiations and joint business projects might become extremely difficult if partners are not aware of these cultural differences. Most Western Chinese cross-cultural investigations of negotiations are based on questionnaire studies or analyses of interviews. In these studies, the data are collected retrospectively from managers who are involved in cross-cultural trade. It would be much more desirable, however, to get direct information on the decision making process within the negotiating teams, e.g. by direct observation, to learn about the respective negotiation tactics, motivations, argumentation and perception as well as the cultural differences in these factors. In questionnaires and interviews these elements might not be reported and if they are reported they cannot be verified since, in general, there is no reliable information on the in-group processes of the other party involved. For obvious reasons simultaneous but distinct observation of negotiating teams in the “real world“ is rather unlikely.

Economic experiments allow such investigations. The goal of experimental economics is to study human judgment and decision-making. Experimental economics is a valid method of analysis because of a variety of advantages compared to field data and questionnaire studies. The empirical data used in experimental economics is gathered in experiments in which human subjects make real decisions in economically relevant decision situations supplied with monetary incentives. Experimental conditions can be varied in a controlled manner. Therefore, changes in behavior can be attributed to these modifications. Finally, different experimenters can repeat the same experiment under equal conditions in order to test for the robustness of the results.

We want to emphasize that laboratory experiments are not a substitute for survey or field data or even field experiments. It is the combination of methods of which laboratory experiments are an important constituent that enables a better understanding of human behavior.

In my talk, I report results of several cross-cultural experimental studies on bargaining. I and my co-authors analyzed computer and video experiment. In the latter, teams of bargainers decide together and are video taped. We investigate the transcripts of the videos. Even though negotiation outcomes for Germans and Chinese often are similar, we find the bargaining process and the motivations behind the proposals to sometimes differ substantially between the two cultures.




[ 本帖最后由 wamway 于 2008-2-14 18:37 编辑 ]

wamway

文化与谈判–中德行为人在跨文化实验决策中的相似和差异

谈判是社会活动中最常见的现象之一。它广泛存在于行政管理、国际贸易以及政治活动中。正确理解谈判对方的行为、目标和动机是达成相互满意的协议的前提条件。只有消除了误解可能引起的不确定性，才能建立并保持和谐的商业伙伴关系。

由于中西文化间价值体系认同的差异，忽略这种差异的存在显然会导致谈判和商业活动中的困难。多数关于中西谈判的跨文化研究采用问卷调查或采访的方式，以跨国企业经理为对象，得到的则是回顾性数据。然而，我们更希望能够直接观察谈判中的决策过程，包括双方各自的战略、动机、认知、谈判技巧以及这些因素中存在的文化差异。问卷调查或采访研究很难得到这些数据。即使有，也因为缺乏可信的谈判对方的组内决策过程而难以被确认。出于明显的原因，同时观察“现实世界”中的谈判双方是困难的。

而这样的研究在实验经济学中是可行的。与问卷调查或采访方式相比，实验经济学研究方法有以下优势：研究对象在金钱奖励激励下做出真实决策；实验条件受到严格控制所以可以通过改变实验条件获得对照数据；可以通过反复实验验证其可重复性。

需要强调的是实验经济学并不是问卷调查或采访方法的替代。通过不同的方法可以更好地研究人类行为，实验经济学只是方法之一。

在本次报告中，Hennig-Schmidt博士将会报告几个关于谈判的跨文化实验结果。这些实验多是基于计算机和录像的。通过对谈判双方的录像分析，我们发现虽然中国行为人和德国行为人的谈判结果相似，但谈判过程和动机却是不同的。


Translated by Dr.Yuli Sun

[ 本帖最后由 wamway 于 2008-2-13 23:05 编辑 ]

wamway

更多关于波恩大学实验经济学实验室的介绍参见：http://www.bonneconlab.uni-bonn.de/econlab/，包括博弈论大师、诺贝尔奖得主selten教授等。