中国商务谈判行为分析

商务谈判是商务活动中的一个必不可少的组成部分。为研究中国商务谈判行为,以北京、温州和邯郸三个城市几十家企业102组商务模拟谈判为依据进行分析,数据结果揭示了中国商务谈判者的个人特征、谈判策略及谈判气氛等因素对谈判结果所产生的影响,以及这些因素之间的相互作用。     

国际贸易商务谈判英语文化的运用策略

我国经济与社会的发展促进了我国贸易全球化的开展.开展国际间的贸易就避免不了要进行商务谈判.然而,在贸易谈判的过程中,不同国家的文化习俗有着不同的交易习惯和交易方式.要想在谈判中满足自身企业的要求,运用一定的文化策略是在所难免的.谈判中商务英语的应用要注意礼貌策略、拒绝策略和委婉策略.     

文化维度视角下国际商务谈判的策略选择探索

国际商务谈判究其本质是一种跨文化交际活动,人们也逐渐意识到文化差异是导致跨文化商务谈判失败的主要原因。霍夫斯泰德的文化维度理论有助于国际商务谈判者更清楚地认识双方的思想文化特点并采取相应的谈判策略,让己方的利益最大化,同时让对方觉得合作有利,促进谈判的成功。     

国际贸易商务谈判英语文化应用策略

经济的全球化带动了国际贸易和商务活动的迅速发展,我国在实施企业"走出去"的战略中必然与国外的企业进行谈判,从而不可避免地商务谈判中遇到文化差异。本文以国际贸易商务谈判的英语文化交的研究背景为切入点,以重点结合中美国际贸易商务谈判文化差异案例提出了应对国际贸易商务谈判英语文化差异的应对策略:重视礼仪,尊重对方;语言得体,言之有方;营造氛围,占据主动;组建团队,专业谈判;掌握技巧,赢得胜券;积累英语文化,做到心中有数。以帮助我国企业在国际贸易商务谈判中减少文化冲突,提高我国企业的国际贸易商务谈判中的交际水平,实现其预定的目标。     

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。     

中美商务谈判风格差异的文化解析

中美商务谈判风格存在着差异。中方注重"先原则,后细节"的策略,而美方重视细节胜过重视整体;中方在谈判决策时,通常要进行集体协商,而美方谈判代表通常有足够的权力,在授权范围内可以直接对谈判议题做出决策;在谈判目标上,中方重视长期友好的商业关系的建立,而美方则更注重合同的签订。造成上述谈判风格的差异的根源在于中美文化的差异,这种文化差异的核心主要表现在思维方式、权利差距、个人主义与集体主义的选择三个方面。从中美商务谈判风格差异的文化解析可以看出,要使中美商务谈判取得成功,就必须正确认识文化差异,克服文化障碍。     

企业商务谈判作用及谈判策略分析

伴随经济全球化和我国对外开放力度的加大,国际贸易竞争变得日益激烈,为了能够化解国际贸易合作双方之间的矛盾纠纷问题,实现合作双方的共赢,需要在合作谈判的时候加强对合作谈判手段的应用。为此,文章在阐述商务谈判策略内涵、构成要素、特点的基础上,分析企业商务谈判的作用,并从谈判前的准备、谈判技巧、谈判策略等方面实现有效的商务谈判。     

中国与马来西亚跨文化国际商务谈判策略探析

自2010年1月中国—东盟自由贸易区的建立,给中国经济的发展带来一个发展的契机,同时也给中国与马来西亚经贸合作带来了无限的商机。商务谈判是建立中马经贸关系进一步发展的桥梁,能否正确认识和处理好中马两国间的跨文化差异及其冲突,并有针对性地选择合理的谈判策略,是决定商务谈判成败的关键。     

商务谈判中的感情投资策略

本文从谈判的定义出发,阐述商务谈判中运用感情投资策略的目的所在及重要意义,用大量实例表明在所有的谈判策略中,只有感情投资策略能贯穿于整个谈判始终,而感情投资策略的正确运用也是保证谈判成功的关键因素。同时也指出了在运用感情投资策略时的一些误区以及避免产生这些误区的建议。     

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。     

对俄贸易谈判中的语言使用

随着中俄两国之间经贸交流与合作的加强,对俄贸易谈判技巧和相关知识也日益受到从事商业活动的人士的重视。了解俄方文化习俗的一些禁忌,学会在商业谈判及商业活动中使用规范的文本语言在对俄商业活动中的成功起着重大的作用。     

Evaluations of Tactics for Automated Negotiations

Automated negotiation under the infrastructure of e-commerce is becoming an important issue. However, although the communication protocols and frameworks of automated negotiation have been extensively investigated, the corresponding tactics and strategies are still underdeveloped and need to be evaluated further. Based on the negotiation model proposed by Faratin et al., this paper examines the performance of automated negotiation tactics and intends to provide concise suggestions for the users of automated negotiation. First, theoretical analysis is used to evaluate the behavior-dependent tactics. Constructive conclusions are obtained when single-issue negotiations are considered. Next, a new framework for applying single-issue tactics to multi-issue negotiation is proposed. Based on this framework, theoretical analysis is then extended to multi-issue cases. Finally, different from the previous work, exhaustive simulations based on two-issue negotiations are performed to evaluate the effectiveness of behavior-dependent and time-dependent tactics. The experimental results provide several important insights into negotiation tactics.     

我国对外贸易制度寻租初探

对外贸易政策的制定和实施会产生大量的寻租机会和寻租活动,外贸关税壁垒和非关税壁垒寻租活动产生的垄断会对社会福利产生不同的影响。外贸制度寻租产生的原因有政府保护和"经济人"本质,克服对外贸易制度寻租的方法有创建有限政府、法制化和加强监督。     

Towards a Structured Design of Electronic Negotiations

Global communication networks and advances in information technology enable the design of information systems facilitating effective formulation and efficient resolution of negotiation problems. Increasingly, these systems guide negotiators in clarifying the relevant issues, provide media for offer formulation and exchange, and help in achieving an agreement. In practice, the task of analysing, modelling, designing and implementing electronic negotiation media demands a systematic, traceable and reproducible approach. An engineering approach to media specification and construction has these characteristics. In this paper, we provide a rationale for the engineering approach that allows pragmatic adoption of economic and social sciences perspectives on negotiated decisions for the purpose of supporting and undertaking electronic negotiations. Similarities and differences of different theories that underlie on-going studies of electronic negotiations are identified. This provides a basis for integration of different theories and approaches for the specific purpose of the design of effective electronic negotiations. Drawing on diverse streams of literature in different fields such as economics, management, computer, and behavioural sciences, we present an example of an integration of three significant streams of theoretical and applied research involving negotiations, traditional auctions and on-line auctions.     

On the Path to Trade Liberalisation: Political Regimes in Trade Negotiations

The number of free trade agreements (FTA) has increased substantially since 1990 despite efforts to promote multilateral trade liberalisation. While there is evidence on the determinants of FTA formation, still little is known on the processing of trade agreements, particularly regarding the pre‐implementation duration. This paper fills the research gap by using event data on the negotiation, the signing and the implementation of trade agreements. Duration analysis is employed to examine the connection between regime types and the lengths of the negotiation and the ratification stages. The results support the claim that higher levels of democratisation are associated with shorter negotiations, while political constraints lead to delays. Moreover, the depth of an agreement matters: a higher number of WTO‐X and WTO+ provisions do not only prolong the negotiation stage, but also the subsequent ratification. Against the background of potential anticipation effects of trade agreements, these results are of interest for exporting firms that assess the timing of implementation.     

地理标志多哈回合谈判进程及对我国农业的影响

由于世界贸易组织(WTO)的《与贸易相关的知识产权协定》(TRIPS协定)以及世界知识产权组织(WIPO)的众多国际条约的广泛而深入的影响,包括地理标志在内的知识产权法律制度已经进入了全球化的时代。对发展中国家而言,如何在国际知识产权相关问题谈判中为自身的发展赢得空间,已经不单单是一个技术问题,这将对其经济利益产生越来越重要的影响。本文认为在传统知识产权领域核心技术大部分被发达国家占据,国际知识产权保护标准主要由发达国家制定的情况下,发挥我国的传统优势,加大地理标志的保护将有利于我国参与贸易全球化,提升产品国际竞争力。因为地理标志的保护往往最能够发挥我国的资源优势,对增强我国产品的核心竞争力起到"四两拨千斤"的放大作用。文章介绍了多哈回合地理标志的最新谈判情况,以及我国目前有关地理标志的立法及保护现状。文章呼吁我国对地理标志的保护应该采取"内外兼修"的方法。即对"内",将保护地理标志作为支持农村经济发展的重要组成部分,在国内建立起一套管理统一、权利义务分明的地理标志法律体系;对"外",合理运用多边谈判和双边谈判的国际场合,在给予别国进一步市场准入的同时,大力地推动有利于我国农业发展的地理标志国际保护制度。     

Getting the Floor: Motive-Consistent Strategy and Individual Outcomes in Multi-Party Negotiations

Social motives influence negotiators actions and reactions. In this study we proposed that social motives moderate the relationship between persistence in the use of integrative or distributive negotiation strategy and individual outcomes in 33 four-person mixed-motive negotiations. Cooperative negotiators who persisted in using integrative strategy achieved higher outcomes than those who did not persist. Persistence in the use of integrative strategy did not pay off for individualistic negotiators in this multi-party setting. We theorized that this pattern of results was due to cooperative and individualistic negotiators using strategy differently. We found that cooperative negotiators used more motive-consistent integrative strategy and less motive-inconsistent distributive strategy than individualistic negotiators, whose pattern of strategy use was consistent with their self-interested motives, providing evidence for our motive consistency theory.     

A Gender Analysis of Bank Loan Negotiations in Uganda

This paper highlights the differences between men and women in bank loan negotiations. It presents findings of an ex post facto design study that involved administering questionnaires to 289 respondents who had ever applied for a loan from a Ugandan commercial bank from 1999 through 2005. Results showed that male and female respondents differed in their negotiation behavior and outcomes. Female respondents scored higher than male respondents on self-enhancement and yielding. Male respondents scored higher than female respondents on inaction. Results further showed that female respondents receive lower payoff than male respondents from bank loan negotiations, and that both male and female respondents encounter problems in mixed gender negotiations.     

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.