- Library Home /
- Search Collections /
- Open Collections /
- Browse Collections /
- UBC Theses and Dissertations /
- Business negotiation in Vietnam : relationship development...
Open Collections
UBC Theses and Dissertations
UBC Theses and Dissertations
Business negotiation in Vietnam : relationship development between North American and Vietnamese negotiators Chanay-Savoyen, Frederic
Abstract
This thesis studies some of the major factors affecting relationship development between Vietnamese and North American business people, including: the different status of foreigners, the economic needs of the Vietnamese, the unsettled environment, the different conception of working relationships and the importance of face. The focus of the empirical research is the relationship development between Vietnamese and North American negotiators. A review of the Vietnamese culture and the pertinent literature led to the formulation and thesis of three hypotheses with respect to: the most important issue for the Vietnamese negotiator, the type of relationship wanted by the Vietnamese negotiator, and the impact of status differential on the relationship. Two principal research methods were used to test these hypotheses. First, a questionnaire was distributed to business people attending business classes at the University of Economics of Ho Chi Minh City, Vietnam. Second, a series of interviews was conducted with Vietnamese and North American business people living and working in Vietnam. The findings confirm that the Vietnamese emphasize the development of good working relationships with their negotiating counterparts. It should be noted, however, that the concept of a good working relationship is conceived differently than in North America. The second hypothesis is partially supported by the data; the Vietnamese negotiators seem to attach more importance to the evaluation of the trust of their partners, rather than to competitive or cooperative objectives. This is because the Vietnamese negotiators want to make sure they will not be in a situation in which they might lose face. This appears to be the main relationship objective of the Vietnamese negotiators. No conclusive evidence has been found to endorse the third hypothesis. Although status differential affects the behavior of Vietnamese negotiators, it does not affect the way they develop relationships with their North American partners. Possibly, the special status of North American business people, and the similar basis of all business interactions, have led the Vietnamese to have specific relationship objectives when negotiating with North Americans, whatever their status might be.
Item Metadata
Title |
Business negotiation in Vietnam : relationship development between North American and Vietnamese negotiators
|
Creator | |
Publisher |
University of British Columbia
|
Date Issued |
1996
|
Description |
This thesis studies some of the major factors affecting relationship development between
Vietnamese and North American business people, including: the different status of
foreigners, the economic needs of the Vietnamese, the unsettled environment, the different
conception of working relationships and the importance of face. The focus of the empirical
research is the relationship development between Vietnamese and North American
negotiators. A review of the Vietnamese culture and the pertinent literature led to the
formulation and thesis of three hypotheses with respect to: the most important issue for the
Vietnamese negotiator, the type of relationship wanted by the Vietnamese negotiator, and
the impact of status differential on the relationship. Two principal research methods were
used to test these hypotheses. First, a questionnaire was distributed to business people
attending business classes at the University of Economics of Ho Chi Minh City, Vietnam.
Second, a series of interviews was conducted with Vietnamese and North American
business people living and working in Vietnam.
The findings confirm that the Vietnamese emphasize the development of good working
relationships with their negotiating counterparts. It should be noted, however, that the
concept of a good working relationship is conceived differently than in North America. The
second hypothesis is partially supported by the data; the Vietnamese negotiators seem to
attach more importance to the evaluation of the trust of their partners, rather than to
competitive or cooperative objectives. This is because the Vietnamese negotiators want to
make sure they will not be in a situation in which they might lose face. This appears to be
the main relationship objective of the Vietnamese negotiators. No conclusive evidence has been found to endorse the third hypothesis. Although status differential affects the
behavior of Vietnamese negotiators, it does not affect the way they develop relationships
with their North American partners. Possibly, the special status of North American
business people, and the similar basis of all business interactions, have led the
Vietnamese to have specific relationship objectives when negotiating with North
Americans, whatever their status might be.
|
Extent |
10663963 bytes
|
Geographic Location | |
Genre | |
Type | |
File Format |
application/pdf
|
Language |
eng
|
Date Available |
2009-02-09
|
Provider |
Vancouver : University of British Columbia Library
|
Rights |
For non-commercial purposes only, such as research, private study and education. Additional conditions apply, see Terms of Use https://open.library.ubc.ca/terms_of_use.
|
DOI |
10.14288/1.0087110
|
URI | |
Degree | |
Program | |
Affiliation | |
Degree Grantor |
University of British Columbia
|
Graduation Date |
1996-05
|
Campus | |
Scholarly Level |
Graduate
|
Aggregated Source Repository |
DSpace
|
Item Media
Item Citations and Data
Rights
For non-commercial purposes only, such as research, private study and education. Additional conditions apply, see Terms of Use https://open.library.ubc.ca/terms_of_use.