Analyzing the Multiple Dimensions of Negotiation Processes

Negotiation processes involve a substantive, a communication, and an emotional dimension. These dimensions have been analyzed mainly in isolation of each other. We introduce an approach to consider all three dimensions and present an empirical study on the relations between these dimensions. Results indicate a strong linkage between communication behavior and emotions, while connections to the substantive dimension of the negotiation process are weaker.     

Methodological Issues in Negotiation Research: A State-of-the-Art-Review

This study provides insight into the dominant methodological practices that have shaped the field of negotiation over the past four decades and sheds light on possible gaps and trade-offs. We content analyzed 941 peer-reviewed negotiation articles (published between 1965 and 2004) and identified the most important methodological trends over time. The results reveal significant changes in reliability, validity, and triangulation issues. In addition, the rise of multivariate statistics and multiple data sources displays positive evolution towards more sophisticated methodologies. Despite these positive evolutions, we want to encourage current and future researchers to conduct more longitudinal and qualitative research to further advance our knowledge on negotiation.     

食品安全问题的信息不对称分析

食品是我们日常生活中必不可少的一部分，食品安全问题涉及到广大群众的身体健康。本文从我国食品安全问题的现状入手，分析了由于信息不对称在食品安全方面带来的危害，并提出通过发送市场信号和政府干预等措施来减少食品安全方面的问题。     

自由贸易协议谈判中的国际劳工标准问题

国际劳工标准是一种规范全球范围劳工事务的制度。经济全球化导致劳工标准问题的重要性日益凸现,发达国家采取了将劳工标准与贸易挂钩的方式推进劳工标准的实施,并在地区层次和双边层次取得了重大进展,但在全球层次的谈判则陷入"囚徒困境"。这是发达国家和发展中国家在劳工标准领域博弈的结果。中国在劳工标准领域也面临着巨大的挑战。     

多哈回合规则谈判中的补贴利益及其计算基准问题评析

补贴利益及其计算基准是多哈回合补贴与反补贴规则谈判的焦点问题,本文对围绕该问题的各方观点与争论以及工作组主席综合文本草案对规则的最新修订作了详细剖析。本文认为,尽管最终结果有待多哈回合结束才可见分晓,但各方在以下两方面已基本达成共识:一是补贴利益的确定应基于接受者所获政府财政资助与市场基准的比较,二是允许使用外部基准计算补贴利益。一旦外部基准条款在正式规则中最终确立,中国在反补贴争端中的处境将比反倾销争端更为艰难。     

Computer-Aided Tools in Negotiation: Negotiable Issues,Counterfactual Thinking,and Satisfaction

Negotiations research has identified both economic and social-psychological outcomes are important for negotiations. Despite the economic advantages of having multiple issues to negotiate, inconsistencies exist between objective economic outcomes and negotiator satisfaction. Although having more negotiable issues yields better objective payoffs, it can result in more thoughts about different possible outcomes. Such counterfactual thoughts about different outcomes can reduce overall satisfaction due to increased cognitive complexity and thoughts about different outcomes. In this study, we explore how information technology can influence negotiator satisfaction and better manage counterfactual thoughts and post-negotiation satisfaction. Results support the prediction that having a computer aid to better manage cognitively complex issues, even a relatively simple one, reduces participants’ counterfactual thoughts about better possible outcomes. As a result, the use of some type of technology—even a simple technology such as a spreadsheet—may improve overall negotiator satisfaction, while maintaining desirable economic outcomes.     

Analyzing Ordinal Data for Group Representation

With n individuals ranking m objects, the exhaustive comparison approach, proposed in this paper, produces a list of order vectors sorted by the relative number of concordant pairs. The exhaustive comparison approach compares all possible order vectors instead of "an" optimal order vector to help the data analyst to consider "practical" solutions rather than a "desired" solution. An overall concordant order ratio is proposed to measure "how well" each order vector may represent the ranking structure of an ordinal data set. And the marginal concordant ratio evaluating the goodness of fit of each object in each order vector is also proposed in this paper. Comparisons among some popular ranking methods are discussed in this article. An empirical survey data regarding how travellers considered various factors for choosing travelling locations are used to illustrate the proposed method and calculations.     

“议付”在不同时期对出口融资的影响分析

UCP600与原UCP500相比,在许多方面有重大的调整和改进,其中对"议付"的定义有较大的改动,从事国际结算业务的银行和从事贸易实务的进出口公司等都应认真学习研究该新规则,以便在今后的实务操作中更好地适应游戏规程的变化,充分保护自身的合法权益。     

俄罗斯知识产权保护问题与“入世”谈判进程

从1993年俄罗斯向GATT递交加入的申请书至今,俄罗斯至今还未能加入WTO。知识产权问题是俄罗斯"入世"的主要障碍之一。俄罗斯知识产权问题集中在:存在着生产盗版光盘的工厂;借助网络从事盗版活动;民法典中没有知识产权内容;市场上销售盗版和假冒产品;对侵犯知识产权的处罚不严厉。2005年4月,俄罗斯与28个WTO成员完成了双边谈判,而与美国的谈判是最艰难的。知识产权是阻碍俄罗斯与美国达成双边入世协定的主要问题。2002年以来,俄罗斯政府在保护知识产权方面取得了显著的进步。俄美两国最终于2006年11月10日达成了双边入世协定,俄罗斯入世取得重大突破。在涉及知识产权方面,俄罗斯政府对知识产权的保护作出了一系列的承诺。     

俄罗斯知识产权保护问题与“人世”谈判进程

从1993年俄罗斯向GATT递交加入的申请书至今,俄罗斯至今还未能加入WTO。知识产权问题是俄罗斯“入世”的主要障碍之一。俄罗斯知识产权问题集中在：存在着生产盗版光盘的工厂;借助网络从事盗版活动;民法典中没有知识产权内容;市场上销售盗版和假冒产品;对侵犯知识产权的处罚不严厉。2005年4月,俄罗斯与28个WTO成员完成了双边谈判,而与美国的谈判是最艰难的。知识产权是阻碍俄罗斯与美国达成双边入世协定的主要问题。2002年以来,俄罗斯政府在保护知识产权方面取得了显著的进步。俄美两国最终于2006年11月10日达成了双边入世协定,俄罗斯入世取得重大突破。在涉及知识产权方面,俄罗斯政府对知识产权的保护作出了一系列的承诺。     

论我国自由贸易区谈判中的环境和劳工保护问题

区域贸易协议已经成为包含贸易和大量非贸易议题的综合性协议,我国在自由贸易区谈判中遇到的难题之一就是如何应对环境和劳工这样的非贸易议题。如果采取不接受在贸易协议中谈判与贸易相关的这类议题的策略,就必然要在贸易上付出更多的代价来换取谈判对手的妥协。文章主张积极应对这类谈判,但可以根据我国的国情和利益,研究和采取灵活的和非强制性的政策工具。     

多哈回合贸易便利化议题:回顾、成员立场分析与谈判前景

日内瓦小型部长级会议上,由于美国和印度在农产品特殊保障机制上的严重分歧,历时9天的谈判宣告破裂,也意味着多哈回合在2008年结束谈判的希望彻底落空。贸易便利化议题作为多哈回合的九大主要议题之一,虽然不是导致本回合搁浅的直接导火索,其在整个谈判中的分量也是值得掂量的。随着多哈回合的再次中止,贸易便利化议题的谈判成果也只能暂时被搁置在桌面上。一波三折的谈判过程,错综复杂的成员立场,希望渺茫似乎又触手可及的谈判前景的确是耐人寻味。     

旅游服务质量信息的挖掘分析

运用粗糙集方法对旅游服务质量信息进行分析。采用ROSETTA系统挖掘了旅游服务质量评价的一些关联规则,如旅游交通条件和导游服务水平是影响旅游服务质量的最重要因素;并根据游客对旅游服务质量的信息对游客进行聚类。分析表明,数据挖掘方法可以作为辅助旅游服务部门改进服务质量和进行决策的有力工具。     

Negotiation in engineering design

Concurrent design may shorten the duration of a design project, reduce cost, and improve quality of the final design. However, due to the diversified problem-solving knowledge and different goal setting between design agents, it may increase the number of conflicts and make the project more difficult to manage. In this article, a goal-directed negotiation model for resolving conflicts in a cooperative design environment is presented. The proposed model generates negotiation sets, analyzes utilities derived for each design agent, and evaluates them based on three decision rules: maximization of the joint utility, minimization of individual utility differences, and minimization of individual utility differences and maximization of joint utility. A compromise solution is reached iteratively. The approach proposed in this articles is concerned not just with satisfying design constraints, but attempts to maximize system objectives. An example of the poppet relief valve is used to demonstrate the negotiation concept.     

Patterns of Economic Interdependence in Latin America

This study investigates business cycle synchronization and transmission patterns among the major Latin American countries and their linkages with the United States and Europe. Correlations, principal components, trade patterns, vector autoregressions, and impulse responses are used to discern the business cycle transmission patterns.

There is moderate evidence of a unique Latin American business cycle and of business cycle transmission among the Latin American economies. Most transmission linkages come from outside Latin America. The European business cycle has a slightly stronger influence upon most Latin American economies than the influence of the US business cycle. Brazil is clearly the most influential Latin American economy in terms of business cycle transmission.     

How Do Ordinary Japanese Reach Consensus in Group Decision Making?: Identifying and Analyzing “Naïve Negotiation”

The purpose of this study is to investigate ways in which ordinary Japanese people negotiate in a multi-party meeting. We initially gave such a way of negotiation the tentative name of “naïve negotiation”. The analysis of the conversational data reveals three structural features of naïve negotiation: (1) at the utterance level, the participants tend to claim their opinions without providing any overt grounds, (2) at the local consensus-building level, they tend to jump to conclusions without the full examination of proposed hypotheses, (3) at the final consensus-making level, there tends to be disjunctions between discussion units. Although these features are not necessarily seen as irrational or illogical, a naïve-negotiation style can still be a trouble-source in achieving successful consensus-making. This leads us to emphasize the necessity of developing a support system for the discussants.