The Impact of Thinking Patterns on International Business Negotiation under the Theory of Equity
Abstract
The theory of Equity, also known as the social comparison theory, was proposed by American psychologist John Stacey Adams
in 1965. Equity has multiple criteria. It is also an important issue to be used in specific negotiations. International business negotiation is an
important part of the international process of buying and selling, and also a part of the process of signing a contract. This article is researching circular thinking and linear thinking, holistic thinking and analytical thinking, intuitive thinking and logical empirical thinking under the
theory of Equity which respectively reflect and solve the impact of international business negotiations; thus it is more powerfully proved the
influence of eastern and western patterns of thinking on international business negotiation. First, the article introduces the relationship between
theory of Equity and international business negotiation. Second, it expounds the eastern and western patterns of thinking. Third, it analyzes
the eastern and western patterns of thinking from different points of views. Finally, it study the impact of Thinking Patterns on international
business negotiations and strategies.
in 1965. Equity has multiple criteria. It is also an important issue to be used in specific negotiations. International business negotiation is an
important part of the international process of buying and selling, and also a part of the process of signing a contract. This article is researching circular thinking and linear thinking, holistic thinking and analytical thinking, intuitive thinking and logical empirical thinking under the
theory of Equity which respectively reflect and solve the impact of international business negotiations; thus it is more powerfully proved the
influence of eastern and western patterns of thinking on international business negotiation. First, the article introduces the relationship between
theory of Equity and international business negotiation. Second, it expounds the eastern and western patterns of thinking. Third, it analyzes
the eastern and western patterns of thinking from different points of views. Finally, it study the impact of Thinking Patterns on international
business negotiations and strategies.
Keywords
Equity theory; Way of thinking; International business negotiation
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PDFReferences
[1] Kaplan, Robert Bicultural Thought Patterns in Intercultural Education[J]. language learning, 1996.16(1):1-20.
[2] Yuying Zhang. A Contrastive Study of the Chinese and English Thinking Patterns and It's Impact on Chinese Students'
Comprehension[A]. Singapore Management and Sports Science Institute, Singapore. Proceedings of 2015 3rd Asian Conference on the
Social Sciences (Advances in Social and Behavioral Sciences Volume 15) [C]. Singapore Management and Sports Science Institute, Singapore, 2015:4.
DOI: http://dx.doi.org/10.70711/frim.v2i8.5157
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