External ties and program performance: a study of programs for displaced homemakers
Article Abstract:
Appropriate relationships with external actors having important resources is usually necessary for organizations, especially "people-processing" ones providing training and placement services. The author sought to determine the effects of extraorganizational ties by studying programs for displaced homemakers in Kentucky, interviewing coordinators of 19 programs in February and March 1983, and examining management information system data on clients. The findings indicate that rates of job placement and wage levels for clients were not much affected by the number, frequency, and regularity of external ties, were positively affected by ties with advisory boards with diverse memberships, were positively affected by ties with advisory board members with business resources, but were negatively affected by ties with organizations offering nonbusiness resources. The author concludes that the nature of the external actors with whom organizations establish ties has an impact on program success. (Reprinted by permission of the publisher.)
Publication Name: Journal of Applied Behavioral Science
Subject: Social sciences
ISSN: 0021-8863
Year: 1987
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The cultural context of negotiations: the implications of Chinese interpersonal norms
Article Abstract:
This article discusses distinctive characteristics of Chinese negotiating behavior as compared to that typical of the United States. Following a review of relevant research, the authors found that Confucian philosophy continues to provide the foundation of Chinese cultural traditions and values, with the tenets of harmony, hierarchy, developing one's moral potential, and kinship affiliation having relevance for interpersonal behavior. An analysis of three key interpersonal norms illustrates the impact of culture on the negotiation process: emotional restraint and politeness as basic to communication, an emphasis on social obligations, and the interrelationship of the life domains of work, family, and friendship. Based on these norms, the authors offer recommendations for preparing, conducting, and concluding negotiations with one's Chinese counterparts. (Reprinted by permission of the publisher.)
Publication Name: Journal of Applied Behavioral Science
Subject: Social sciences
ISSN: 0021-8863
Year: 1987
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Negotiating with the Chinese: lessons from the field
Article Abstract:
Negotiation is a context sport, that demands attention to multiple motivations, agendas, and preferences. The seven principles driving the act of negotiation, are explored, in a Chinese context.
Publication Name: Journal of Applied Behavioral Science
Subject: Social sciences
ISSN: 0021-8863
Year: 2003
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