从博弈论视角探讨商务谈判僵局的处理

在商务谈判中经常会出现僵局状况,需要双方高度重视,积极采取处理方法。从商务谈判的本质来看,是一个动态博弈的过程,对此可以将博弈论充分应用到商务谈判中,这样才能确保商务谈判的顺利进行,从而有效调节双方利益,避免出现争端,将共同利益确定下来。本文将以博弈论为视角,探讨商务谈判僵局的处理措施。     

中德商务谈判视角中的文化碰撞与融合

随着中国加入WTO,跨文化商务谈判越来越显示其在社会、经济生活中的重要作用。文化的差异会导致沟通障碍,进而使商务谈判陷入僵局。化解谈判僵局的关键在于认真分析实质以及造成文化碰撞的原因,以采取恰当合理的策略相互融合,最后达到双方互惠互利,实现共赢。本文以实证研究为基础,结合语境文化理论和中德文化背景,进一步探讨在中德商务谈判中避免和化解谈判僵局的策略。     

透过三则实例看国际商务谈判僵局的成因与化解

谈判是对外经贸活动中不可缺少的一环,其中最棘手的情况是出现僵局。由于种种原因,谈判双方互不相让、僵持不下,致使谈判无法进行下去。僵局并非死局,但它严重影响谈判进程,如不能很好地解决,就可能导致谈判破裂。为提高对外商务谈判的效率和成功率,本文以三则真实典型的案例为基础,剖析导致僵局的原因,探讨避免和化解僵局的方法和策略。     

突破国际商务谈判僵局的技巧

造成国际商务谈判僵局的主要原因有：立场分歧、沟通障碍、谈判人员的素质等。要突破谈判僵局需要采取以下技巧：公正客观，以诚相待；据理力争，以硬碰硬；避重就轻，临阵换将；借用外力等。     

从文学的角度看商务谈判的沟通技巧

<正>商务,系指一切有形与无形的产品、服务以及资产交换或合作事宜。诸如对交换或买卖物品品名、特性、价格和收发货等事项进行的谈判称之为商事亦称商务谈判。尽管从形式上看来,商务谈判是谈判双方通过协商来确定与交换有关的各种条件的活动。但实质上,商务谈判实际上是人们相互调整利益,减少分歧,并最终确立共同利益的行为过程。在谈判过程中,双方都会设法为自己争取较多的利益,而任何一方获得的大小和需要满足程度的高低,又必然会直接影响到另一方的利益和需要的满足,因此,保持良好的沟通是谈判人员应该做好的一件重要事情。     

商务谈判的艺术与策略技巧

商务谈判是人们相互调整利益,减少分歧,并最终确立共同利益的事行为过程。如果谈判技巧掌握不合适,不但会使7Y,L方发生冲突导致贸易的破裂,更会造成经济上的损失。在商务谈判中,应善于收集与谈判内容有关的信息,善于进行认真分析思考,抓住问题的本质,然后将自己所要表达的内容,运用恰当的方式与策略将其准确、简练的表达出来。其次,了解选择谈判时间、地点的技巧,它们在谈判中也占有重要的地位。最后,谈判策略的把握。如：开局策略,报价策略,拒绝策略等     

商务谈判中僵局的处理:重利益,轻立场

商务谈判是谈判者代表不同的利益组织和个人,通过沟通、协商、妥协、合作、策略等各种方式,把可能的商机确定下来的活动过程,这一过程往往会因利益或立场原因而形成僵局。僵局虽然并不等于谈判破裂,但必然会严重影响谈判的进程,如果处理不妥,谈判破裂就是必然的结果。因此,如何正确看待僵局。选择有效的谈判方案,从而突破僵局,使谈判双方能够重新回到谈判桌上来,是每一个商务谈判者必须面对的问题。本文从重利益,轻立场的观点阐述了僵局的处理方法,提出用系统的、辩证的观点对待利益和立场问题,努力寻找共同点、消除分歧,争取共同满意的谈判结果。     

英语商务谈判中的礼貌策略研究

商务谈判本质上是一种运用语言进行经济的活动,它的成功与否依赖于语言的运用。在商务谈判中,谈判双方既相互竞争又要相互合作,这需要通过使用恰当的语言来实现,尤其是使用礼貌语言。     

话语标记语在商务谈判中的语用功能探析——基于you know的分析

商务谈判是双方不断调整利益、解决冲突最终实现共同利益的过程。谈判的语言策略对争取己方利益最大化至关重要。采用定性研究方法对you know在谈判语境中的如下功能进行剖析:元认知功能,即传递有关语言的信息本身;提醒功能,即吸引听话人注意力,增强后续话语的劝说力;认知功能,扩大或强化双方对谈判语境的共同认知。     

如何避免国际商务谈判中的利益冲突

随着中国地位的提高,我国与其他各国做生意的机会越来越多,所进行的商务谈判也越来越多。怎样才能克服双方文化差异,避免谈判出现僵局,甚至谈判破裂,使谈判取得双方都满意的结果呢?本文认为,首先要做充分的准备,了解世界各国商人谈判的特点,并在谈判中坚持一定的原则,就可以解决以上的诸多问题。     

理解差异驾驭冲突寻求共识 --银行引资谈判策略研究

引资谈判涉及当事各方的商务安排与利益调整,主要包括认股价格、投资组合、业务合作、董事席位及公司章程修改等内容。由于中外文化背景不同和法律环境差异,使得引资谈判始终贯穿着观念碰撞与观点冲突。面对诸多难点,成功的谈判必然是中外双方在理解文化和法律差异基础上坦陈分歧、寻求共识的过程。     

Computer-Assisted Negotiations of Water Resources Conflicts

This paper describes the algorithms within and results obtained using an interactive computer program developed to assist those involved in negotiating agreements among parties having conflicting objectives. This Interactive Computer-Assisted Negotiation Support system (ICANS) can be used during the negotiation process by opposing parties or by a professional mediator. On the basis of information provided to the program, in confidence, by each party, it can help all parties identify feasible alternatives, if any exist, that should be preferred to each party's proposal. If such alternatives do not exist, the program can help parties develop counter proposals. Through a series of iterations in which each party's input data, assumptions, and preferences may change, ICANS can aid each party in their search for a mutually acceptable and preferred agreement. This paper describes the algorithms used for analyzing preferences and for generating alternative feasible agreements. Also presented a re the results of some limited experiments involving water resource system development and use conflicts that illustrate the potential of programs such as ICANS.     

Ethics, Deception and Labor Negotiation

There has been widespread emphasis on the importance of trust amongst parties to the employment relationship, associated with a call for increased "integrative bargaining". Trust is bound up with ethical action, but there has been some debate about the ethics of deception in bargaining. Because it is possible for cooperative bargainers to be exploited, some writers contend that deceptive behavior is ethical and established practice. There are several problems about that view. It is questionable how clear and uniform such a practice has been. An appearance of deceptive bluffing can often be explained as exchange of genuine concessions. Recent trends have seen increased devolution of bargaining from professionals to non-professionals, which dilutes any shared understandings there have been in the past, while practices that do exist may not be freely or voluntarily accepted and the existence of such practices is not enough to compensate for inequalities of power and skill. It is questionable to what extent bluffing and deception are necessary for self-defense. There other techniques available by which parties can guard themselves against exploitation.     

Efficient Multi-Attribute Negotiation with Incomplete Information

Multi-attribute negotiation is an important mechanism for distributed decision makers to reach agreements in real-world situations. It allows the possibility of reaching “win-win” solutions for both parties, who trade off different attributes in a solution. Existing research on multi-attribute negotiations has mainly focused on the situations when negotiation parties have complete information about each other's preference. This paper presents a model with incomplete information, while considering Pareto-efficiency and computational efficiency. A non-biased mediator, who applies query learning to maintain near Pareto-efficiency without heavy computation, is adopted in the model. In addition, the mediating mechanism proposed in the model overcomes the difficulty of preference elicitation which usually arises in the preliminary step of a multi-attribute negotiation. Our model also reduces the negotiation complexity by decomposing the original n-dimensional negotiation space into a sequence of negotiation base lines. Agents can negotiate upon a base line with rather simple strategies. The experimental results show that near Pareto-efficient agreements can be reached effectively.     

Design and Implementation of Business Objects for Automated Business Negotiations

In recent years, there has been increasing interest in the specification, generation and exchange of business objects in the context of electronic commerce. Common business objects have been defined for product catalogs, purchase orders and other business entities. However, no business objects have been defined and implemented for supporting automated business negotiations even though business negotiation is very much an integral part of business activities. In this work, we have designed and implemented a set of business negotiation objects for supporting the bargaining type of business negotiations. These objects define the operations and information contents needed for negotiation parties to express their requirements and constraints during a bargaining process. They correspond to a set of negotiation primitives, which is a superset of the negotiation-related primitives defined in two popular languages: ACL and COOL. The implementation of these objects is patterned after the business object documents in the XML format proposed by the Open Applications Group, thus conforming to the established standard. The incorporation of several types of constraint specifications in these business negotiation objects provides the negotiation parties and the negotiation servers that represent them much expressive power in specifying callforproposals and proposals. Two synchronization problems and their solutions associated with the withdrawal and modification of negotiation proposals are addressed and presented in this paper. The use of these business negotiation objects in a bilateral bargaining protocol is also presented. We have validated the utility of these objects in an integrated network environment, which consists of two replicated negotiation servers, two commercial products, and some other university research systems that form a supply chain.     

Multi-Party Negotiation When Agents Have Subjective Estimates of Bargaining Powers

This paper presents a method for generating Pareto-optimal solutions in multi-party negotiations. In this iterative method, decision makers (DMs) formulate proposals that yield a minimum payoff to their opponents. Each proposal belongs to the efficient frontier, DMs try to adjust to a common one. In this setting, each DM is supposed to have a given bargaining power. More precisely each DM is supposed to have a subjective estimate of the power of the different parties. We study the convergence of the method, and provide examples where there is no possible agreement resulting from it.     

Negotiation processes,Evolutionary Systems Design,and NEGOTIATOR

A negotiation accord is often the result of an intense, laborious, and evolutionary negotiation process. During this process, disputing parties are confronted with goal, judgment, and outcome conflict. This article demonstrates the utility of a conflict resolution framework—Evolutionary Systems Design (ESD)—by using a Negotiation Support System. ESD seeks to guide negotiators to move their individual goals and judgments in such a way as to enhance the chance of achieving a common solution. As illustrated by the use of NEGOTIATOR, a multiattribute utility negotiation support system, we argue that computer mediation can prove to be an effective means to implement the ESD framework.     

法务会计在知识产权侵害赔偿诉讼中的支持

对知识产权侵权损害赔偿与其他财产侵权赔偿进行差异分析,提出法务会计在知识产权侵害损失估计上的特殊作用,认为知识产权侵害诉讼中法官由于专业知识所限,经常难以对知识产权侵权赔偿数额作出合理确定。法务会计的工作鉴定能有助于法官办案,维护权利人利益。     

Interactive Multiple‐Criteria Methods for Reaching Pareto Optimal Agreements in Negotiations

The common features of two interactive methods that can be used in multiple-party negotiations over continuous issues are studied. One method is based on finding jointly improving directions to the parties to move along and the other on making constraint proposals to the parties. The history and the related literature on the subject is briefly surveyed in order to position the methods within the field. The basic similarities and differences together with the possibility to use them jointly are studied from the point of view of single negotiation text concept. Potential application areas including facilitation agents in distributed artificial intelligence are suggested.     

关系在中国商务谈判中的作用

在北京、温州和邯郸三个城市几十家企业里,组织了102组商务模拟谈判数据,并对数据进行量化分析,探索了中国式的“关系”在中国商务谈判中的作用。数据结果显示关系在中国商务谈判过程中,有时发挥正的作用,有时产生负的作用,在某些环节不发生作用,根据数据分析结果,给出了相关的现实操作启示。