Negotiation Strategies, Competences and Attributes Cultural Variations Comparisson of Taiwan and Costa Rica

• Main Authors: Monge Solano Maria Laura, 馬莉絡
• Other Authors: Huang, Echo
• Format: Others
• Language: en_US
• Published: 2017
• Online Access: http://ndltd.ncl.edu.tw/handle/p22uvn

碩士 === 國立高雄第一科技大學 === 國際管理碩士學位學程 === 106 === ABSTRACT The purpose of this investigation is to measure whether or not there is a difference between Costa Rica and Taiwan regarding the following factors: Strategies, Competences, and Attributes when negotiating a deal. The objective is to find whether or not culture has an influence on these elements and if it also influences the outcome of a deal. A qualitative research method is the selected approach due to the fact that the study intends to reveal the personal perspective and experiences of individuals in the selected countries. For that purpose, an interview guideline is developed and applied to 5 individuals in Taiwan and 5 in Costa Rica. Subsequently, a method of content analysis is chosen, conducted and finally end results are developed accordingly. A difference in the results for the two countries is found, which indicates the influence of culture on these elements of negotiation. The Taiwanese are guided by values such as the Confucian thoughts and Taoism, which shape the way they behave and develop their strategies as well as competences in a deal. Costa Ricans, on the other hand, are influenced in their interaction with each other and development of deals by values such as egalitarianism as well as a low level of power distance. Those values are found to also influence the outcome of a deal, given that culture represents a barrier when trying to reach a goal. Lastly, a comparison of skills among young individuals and elder people is drawn in order to learn how to address each group. Key words: Negotiations, competences, attributes, culture, generations, influence, values, Costa Rica, Taiwan.