多哈回合谈判的前景:基于WTO谈判的博弈模型

本文揭示出参与WTO实质谈判和激烈讨价还价的是少数几个跨国集团联盟。本文利用博弈论作为理论框架,构建一个简单的博弈学习模型研究多边贸易谈判的未来前景。本文认为,如果初始阶段各个集团内部同时有强硬派和温和派,那么随着时间的推移,双方的强硬派会逐渐增多,当双方都是由强硬派谈判官员构成的时候,博弈结束,最终参与方不会达成任何协议。现在多边贸易谈判受挫的主要原因是谈判各方对农业利益持有不同的观点,谈判恢复和协议的最终达成依赖于各方对农业生产者利益的让步。     

美欧TTIP谈判最新进展及中国的应对策略

《跨大西洋贸易和投资伙伴关系协议》谈判被认为是历史上最大双边贸易协议谈判,如果协议达成,将会给美欧带来颇丰的经济和地缘政治利益,因此双方对该协议都抱有很大期望并为谈判设定了较高标准.但是,双方在诸多敏感问题如农产品补贴、转基因、地理标志等方面都存在分歧,这给谈判增加了不小的难度.无论该自由贸易和投资协议最终能否达成,中国都应积极关注,因为一旦达成最终的协议,将有可能动摇中国在世界贸易体系中的地位.     

双层博弈视角下国际商务谈判进攻策略研究——以美日半导体谈判为例

国际商务谈判是国际商务往来中的重要环节，关系着国家、企业的利益得失。而进攻策略是国际商务谈判中常用的策略之一，对获取谈判主动权，实现自身利益最大化有着重要作用。此外，国际商务谈判是一个同时涉及国内博弈和国际博弈的双层博弈过程。因此，文章基于双层博弈视角，结合美日半导体谈判案例，对案例中使用的国际商务谈判进攻策略进行研究，并得出以下结论：在国际商务谈判中，要充分考虑国内利益和国际利益的双层博弈，在统一国内利益集团战线的基础上，综合使用多种进攻策略，谋取谈判主动权，促成谈判达成。     

多哈农业框架协议透视

2004年8月1日凌晨,WTO的147个成员经过40多个小时的马拉松式谈判最终达成了框架协议,完成了一次惊险的自救运动。在整个多哈回合谈判中,农业问题即是重点,更是难点。由于农业自身的敏感性和各成员之间立场的巨大差异。农业谈判一开始就进行得异常艰难。最终达成的农业谈判框架协议是各方妥协的产物,对各成员的利益和关注均有不同程度的反映。与坎昆会议时的德贝兹案文相比,它在反映发展中成员的利益和关注方面有所进步,具有一定的积极意义。但是,从总体上来看,框架协议仍存在不少缺陷,很多焦点问题被淡化或模糊化处理,深层的矛盾被暂时搁置起来。     

11.15中美签署中国入世双边协议 达成双方都满意的协议

从11月10日到15日,中美两国代表团就中国加入世界贸易组织进行了双边谈判,经过6天紧张的工作、认真的谈判,本着互谅互让、平等协商的精神,以双赢的原则终于达成了双方都满意的协议。这个谈判的进行和协议的达成是在两国领导人的亲自关怀和领导下进行的,协议的达成符合中美两国的利益,也有利于中国尽早加人世贸组织,促进世界经济贸易的发展。我们期盼着中国能在今年内加入世贸组织,我们愿以世贸组织一员的身份为世界经济贸易的发展做出重要的贡献。中国是世界上最大的发展中国家,中国加入世贸组织必将促进世界贸易的     

跨文化商务谈判中应该注意的一些问题

随着中国对外合作关系的深入发展，中国公司面临的跨国谈判也在日益增加。由于跨国谈判的谈判方都是由来自不同国家和化背景的人组成的，在谈判过程中谈判各利益方就会不可避免地遇到许多单化谈判中不会遇到的挑战。这篇论从7个方面探讨了在跨国谈判中谈判利益方应该注意的一些问题．以推动谈判过程中双赢协议的达成。这7个方面包括谈判前的准备工作、谈判中的化问题以及谈判时的一些细节问题。     

国际农产品贸易自由化的利益研究

在WTO农业协议约束之下实现全球范围内的农产品贸易自由化,会给绝大多数国家带来不同程度的贸易利益,这些利益包括政治利益和经济利益。经济利益又包括静态比较利益和动态比较利益。一个参与贸易的国家或地区集团如何能够从农产品贸易自由化中获得利益,发达国家和发展中国家各自获取利益的途径及利益的大小,是WTO各成员国在乌拉圭回合谈判中矛盾的焦点,也是新一轮WTO谈判中矛盾和争执的焦点。     

如何打破商务谈判中的僵局

谈判出现僵局,就会影响谈判协议的达成。无疑,这是谈判人员都不愿看到的。因此,在双方都有诚意的谈判中,尽量避免出现僵局。但是,谈判本身又是双方利益的分配,是双方的讨价还价,僵局的出现也就不可避免。因此,仅从主观愿望上不愿出现谈判僵局是不够的,也是不现实的,必须正确认识、慎重对待、认真处理这一问题,掌握处理谈判僵局的策略与技巧,从而更好地争取主动,为谈判协议的签订铺平道路。     

《装船前检验协议》及对我商检工作的影响

<正> 《装船前检验协议》(以下简称《协议》)是关贸总协定乌拉圭回合谈判中达成的非关税措施方面的一个法律文件。谈判各方达成这一《协议》的目的,是为了限制缔约各方滥用非关税措施,制止和扭转贸易保护主义,促进国际贸易的健康发展。随着谈判的结束,包括《装船前检验协议》在内的一揽子协议都将对签字各方产生效力。我国参加了关贸总协定乌拉圭回合的谈判并在该《协议》上     

俄罗斯将中止履行部分入世协议

俄罗斯总理普京2008年8月31日的发言时称，俄罗斯将中止履行部分已在入世谈判中达成的世贸组织协议。普京认为，俄罗斯在入世谈判中与其它世贸组织成员签署的涉及农业问题和制造业问题的部分协议并不公平，但俄罗斯将在正式加入世贸组织之后继续履行上述协议。“不作为正式的世贸组织成员，俄罗斯将无法从这些协议中获得任何好处。协议的内容与俄罗斯在部分产业的利益是相悖的，尤其是农业”。“与此同时，     

FTA谈判中的陷阱及其防范原则

文章深入地剖析了自由贸易协定谈判中常见的五种“陷阱”,在此基础上,提出了我国在FTA谈判中的防范陷阱之道。其中包括:充分认识FTA之局限;重点关注贸易利益;不可迷信“标准条款”;始终坚持量力而行;切莫轻信“继续谈判”;尽量避免自相矛盾。     

Reciprocal Cooperation and the Moderating Effect of Individualism: A Five-Country Negotiation Study

ABSTRACT

Researchers have conceptualized the problem-solving approach to include cooperation between negotiators in order to achieve mutually beneficial outcomes. The observed cooperation between parties embodies the concept of positive reciprocity where negotiators match the cooperative bargaining strategy of their counterparts. Using this premise, the current study investigates reciprocity through the relationship between negotiators’ perceptions of their counterpart's cooperative behaviors and their own reported behaviors. The mitigating effect of individualism-collectivism on the above relationship is also explored. The findings provide empirical evidence that negotiators’ perceptions of their counterpart's cooperative behaviors are positively related to their own strategy. This relationship was consistently supported across five groups of business negotiators: Canadian Anglophone, Greek, Mexican, Filipino, and American. However, this positive reciprocal relationship is negated when the negotiator comes from an individualistic-type culture.     

The ethical profile of global marketing negotiators

As international trade and business opportunities grow globally, insight into trading partners’ strategies is essential. One of the major strategies that impact trading partners’ relationships is negotiation strategy employed by each partner. These strategies assume even greater importance when these strategies have ethical content. This study examines the effects of marketing executives’ preferred ethical ideologies (relativism and idealism), opportunism and Machiavellianism on their perceived appropriateness of unethical negotiation tactics. Utilizing a sample of 995 marketing executives from six countries, cluster analysis and multivariate analysis of variance revealed two types of marketing negotiators: principled and corrupt negotiators. Corrupt negotiators tend to be more Machiavellian, more relativist, more opportunistic and less idealistic than their principled counterparts. Principled negotiators tend to perceive unethical negotiation tactics less favorably than their corrupt counterparts. Implications of these results for practitioners and directions for future research are discussed.     

I Expected More from You: The Influence of Close Relationships and Perspective Taking on Negotiation Offers

Three experimental studies show that interpersonal relationships influence the expectations of negotiators at the negotiation table. That is, negotiators expect more generous negotiation offers from close others (Study 1), and when expectations are not met, negative emotions arise, resulting in negative economic and relational outcomes (Study 2). Finally, a boundary condition for the effect of interpersonal relationships on negotiation expectations is shown: perspective taking leads the parties to expect less from friends than from acquaintances (Study 3). The findings suggest that perspective taking helps negotiators reach agreement in relationships. The article concludes with implications for practice and future research directions.     

“I am Disgusted by Your Proposal”: The Effects of a Strategic Flinch in Negotiations

To flinch in negotiations refers to verbal or physical displays of shock, disgust, or disbelief made in response to an opening offer. We investigated the impact of advising negotiators to strategically flinch in distributive bargaining. In experiment 1, negotiators who flinched claimed significantly more value than negotiators who did not flinch. Targets of a flinch, however, viewed the negotiation relationship less positively than negotiators in a control condition. Yet, flinching appeared to have no effect on the target negotiators’ perceptions of how well they did. In experiment 2, the notion that a subtle flinch might still facilitate value claiming but without imperilling the bargaining relationship was supported. Implications for negotiation theory and practice, and directions for future research, are discussed.     

基于微分博弈理论的广告竞争研究综述

在详细地阐述近四十年来微分博弈框架下的广告竞争研究的基础上,介绍了微分博弈理论的基本框架和常见的三种微分博弈模型以及寡头竞争条件下的三种扩展形式,并对这些模型的实证研究进行了回顾。最后,简要地评述了这些研究成果,指出了这一研究领域当前面临的困难和未来可能的研究方向。     

Preference adjustment and opportunities for agreement: Decision modeling to assess negotiating flexibility at UNCED

This paper develops a conceptual framework and applies it to analyze the dynamics of national interests in prenegotiation. The study's goals are to develop a systematic approach for analyzing prenegotiation processes and provide results that will have practical utility for negotiators. Specifically, the approach is applied to the prenegotiation process of the 1992 United Nations Conference on Environment and Development (UNCED), examining the financial resources issue, in particular. Decision analytic models were built to account for three key negotiation actors, and sensitivity analyses were performed to evaluate the incremental modifications to issue preferences required to achieve mutually acceptable compromises. Conclusions are drawn that indicate the extent of flexibility required of key negotiation actors to take advantage of the opportunities for agreement in the financial resources issue area. The conceptual framework and methodological approach explored in this paper can provide practical assistance as a planning tool for negotiators, helping them to diagnose the situation and plan strategies for future environmental and other multilateral negotiations. The approach can suggest specific opportunities for compromise and the degree and type of flexibility needed to achieve a convergence of interests on the issue.     

The effects of reciprocation wariness on negotiation behavior and outcomes

This study examined the influence of reciprocation wariness, a general fear of exploitation in interpersonal relationships, on negotiators’ motivational orientation, direct information sharing and negotiation outcomes. We predicted that low-wary negotiators are more likely to be prosocial and to engage in direct information sharing, and low-wary negotiators will perceive their opponents more positively after the negotiation. We asked 150 graduate students of business administration to formed 75 dyads to participate in a simulated business negotiation, each taking the role of a buyer or a seller. The results showed that reciprocation wariness had a significant effect on negotiators’ motivational orientation and the amount of information sharing. Negotiating dyads with low–low reciprocation wariness got higher joint gains than those with high–high reciprocation wariness, and information sharing fully mediated the relationship. After the negotiation, low-wary negotiators evaluated the other party more positively and were more willing to interact with their opponents in the future. Contributions and limitations are discussed.     

Social Motives and Trust: Implications for Joint Gains in Negotiations

This study examined the role of trust via contingency model in a multi-issue multi-party negotiation setting and how it relates to outcomes. Results of a laboratory experiment with 288 undergraduate students confirmed both a main effect of Social Value Orientations (SVO), such that cooperative negotiators achieved higher joint gains than pro-self negotiators, and a main effect of Motivational Orientations (MO), such that pro-social negotiators attained higher joint gains than egoistic-oriented negotiators. Furthermore, the predicted interaction effect between SVO and MO, such that negotiators with a pro-self SVO attained higher joint gains in a pro-social, in contrast to an egoistic MO, condition was confirmed. This effect was fully mediated by trust. The dimension of trust that explained the SVO and MO interaction was that of concern for fellow negotiators as rated by oneself, as well as by an objective third-party observer. Implications for the strategic use of social motives and trust on effective information exchange and negotiated outcomes are discussed.     

Negotiating with the Chinese: EANTs and all

The Chinese negotiation style remains enigmatic for many foreign negotiators. This article is written for foreign negotiators going to China and explores how Chinese negotiators think about ethically ambiguous negotiation tactics (EANTs), focusing on how the relationship with the other party influences the appropriateness of such tactics. Two studies are presented: an interpretation of interview data followed by a survey that shows Chinese negotiators rate EANTs as significantly less appropriate when they have a relationship with the other party. Advice for negotiators going to China is provided. © 2009 Wiley Periodicals, Inc.