TABLE OF CONTENTS
Chapter 1: Introduction ················································································ 1
1.1 Background of the Study···································································· 1
1.2 Purpose of the Study········································································· 3
1.3 Value of the Study ··········································································· 4
1.4 Definition of Terms ·········································································· 5
1.5 Previous Research ··········································································· 6
1.6 Research Questions ·········································································· 6
1.7 Hypothesis of the Study ····································································· 7
1.8 Limitations ···················································································· 7
Chapter 2: Literature Review ········································································· 8
2.1 Negotiation···················································································· 8
2.1.1 Definition of Negotiation ···························································· 8
2.1.2 Characteristics of a Negotiation Situation ········································· 9
2.1.3 Process of International Business Negotiation ··································· 10
2.1.4 English Negotiation Competencies ················································ 11
2.2 Competency·················································································· 30
2.2.1 Definition of Competency and its Characteristics ······························· 30
2.3 Modified Delphi Technique ······························································· 31
2.3.1 Definition of the Modified Delphi Technique···································· 31
Chapter 3: Methodology ·············································································· 32
3.1 Research Design ············································································ 32
3.2 Participants··················································································· 32
3.3 Instruments··················································································· 32
3.4 Data Collection Procedure ································································· 32
3.5 Data Analysis ················································································ 33
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LIST OF TABLES
Table 2.1 Verbal Negotiation Tactics (the “What” of Communication) ······················· 14
Table 2.2 Linguistic Aspects of Language (“How” Things are Said) ·························· 19
Table 2.3 Nonverbal Behaviors (“How” Things are Said)······································· 21
Table 2.4 Cultural Differences in Competitiveness and Equity ································· 23
Table 2.5 Goal: Contract or Relationship? ························································· 27
Table 2.6 Negotiating Attitude: Win-win or Win-lose? ·········································· 27
Table 2.7 Personal Style: Formal or Informal? ···················································· 27
Table 2.8 Communication: Direct or Indirect? ···················································· 27
Table 2.9 Sensitivity to Time: High or Low? ······················································ 27
Table 2.10. Emotionalism: High or Low? ·························································· 28
Table 2.11. Agreement Form: General or Specific? ·············································· 28
Table 2.12. Building an Agreement: Bottom up or Top down? ································· 28
Table 2.13. Team Organization: One Leader or Consensus? ···································· 28
Table 2.14. Risk Taking: High or Low? ···························································· 28
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LIST OF FIGURES
Figure 1.1 Percentage of Taiwan’s Total Universities and Colleges Running Negotiation
Courses, 2008 - 2009 Academic Years ················································· 2
Figure 1.2 Percentage of Each Taiwan’s University System Running Negotiation Courses,
2009 Academic Year ······································································ 3
Figure 1.3 A Web of Relationships between a Graduate and Others in a Company ·········· 4
Figure 2.1 The process of international business negotiation ··································· 11
Figure 2.2 Styles of Handling Interpersonal Conflict and the Situations Where They are · 25
Figure 3.1 Data Collection of the Survey ·························································· 33
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