| Summary: | 碩士 === 銘傳大學 === 管理研究所 === 98 === This study investigates the extent of the impact of the national culture in the formation of the trust that business people are likely to extend to exchange partners in business negotiations and, consequently, how the level of such trust influences the likelihood of using certain questionable tactics in domestic and foreign negotiations. The sample of this study consists of business people from different companies, industries, sectors of Taiwan and Mexico,
280 Samples were collected from organizations, government office and companies in Mexico and in Taiwan. Based on survey data collected from businesspeople from Mexico, and Taiwan, this study shows that trust is culturally embedded and has a negative relationship with the likelihood of using certain questionable negotiation behavior tactics. The study found that Mexican negotiators are less likely to use questionable negotiation tactics in domestic negotiations as compared to foreign negotiations. On the other hand, the intended negotiation behaviors of Taiwan negotiators were not found to vary significantly across domestic and foreign negotiations. The findings of the study underscore the importance of building relationship with exchange partners, especially with the Mexican business people, while dealing with Taiwan business people; we should focus more on issues and tasks rather than on a relationship.
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