Negotiation support using the Graph Model for Conflict Resolution

The Graph Model for Conflict Resolution is a flexible methodology for systematically studying strategic conflicts in the real world, and is therefore a natural tool for negotiation support. The basic definitions underlying the graph model are reviewed, and the techniques for analysis and interpretation are discussed. The modeling and analysis of a case study, an international trade negotiation concerning the export of Canadian softwood lumber to the United States, are used to demonstrate the practical application of the Graph Model for Conflict Resolution as a negotiation support tool. The modeling and analysis is carried out using the GMCR software system. The ability of the Graph Model for Conflict Resolution to provide insights and advice to negotiators is emphasized.     

WTO多边贸易体系的缺陷及其改革

WTO第五届坎昆部长级会议的失败暴露出WTO多边贸易体系在贸易、投资自由化等原则方面存在严重缺陷，在管辖范围、职责与功能方面存在无限外延的困惑，在议事规则与决策程序上缺乏公平与透明度等问题。为推进WTO的改革进程，发展中国家应在改革WTO的议事规则与决策程序等方面发挥积极作用。     

从博弈论看商务谈判僵局的本质和处理

商务谈判中的僵局是谈判双方都不愿看到但又不得不面对的难题。只有了解了商务谈判僵局产生的本质才能够更好地处理好谈判中的僵局。从博弈论的角度,对商务谈判僵局的本质进行了分析,指出在挖掘共同利益的过程中既可以寻求到瓜分共同利益的有效途径,又可寻找到共同利益与个体利益实现的最佳结合点。     

Constructivist Negotiation Ethics

The success of Discourse Ethics is premised on the discovery and use of shared values. If this is true what type of negotiation style, especially when used in an intercultural setting, is best suited to make use of shared values. Research focusing on moral arguments between Germans and Americans uncovered an array of shared values. But the existence of shared values, by itself, was not an adequate predictor of a negotiation's success. What did prove to be a predictor of success was the use of a Constructivist style of negotiation by both parties.     

美国钢铁贸易保护争端及其对世界经济贸易的影响

美国钢铁保障措施的出台是经济衰退期外贸政策保护主义倾向进一步加强的具体表现。作为WTO成员，美国按国内法201条款实施的钢铁保障措施必须符合WTO保障措施规则。但美国钢铁保障措施即使符合WTO规则，也是通过损害其钢铁贸易伙伴正当利益来追求本国利益最大化。因此，在全球贸易体制约束下，美国的行为必然引起各相关方与美国之间运用全球贸易规则的利益博弈，并由此对世界经济贸易产生重大影响。     

关于商务谈判需要的探析

需要是商务谈判的基础。根据马斯洛的层次需要理论 ,商务谈判也有相应的表现。作为一种特殊的需要 ,商务谈判具有隐饰性和二元性的特征。了解商务谈判需要 ,对于指导谈判和进行科学的谈判人力资源管理都有积极意义     

银行信用证议付及其追索权的法学解读

在法学视角下，信用证议付实质上是议付银行向信用证受益人（出口商）给付价值后买入信用证项下的汇票和整套单据的法律行为。议付不同于出口押汇。议付是一种买卖汇票和单据的行为，而出口押汇是一种以单据为质押的融资行为。议付单据遭到开证银行拒付，议付银行有权对信用证受益人（出口商）行使追索权。议付银行的这种追索权既可以来自于合同条款的约定，也可以来自于票据法所赋予的请求权。     

索赔管理在架大修项目中的研究

对于地铁列车架大修项目中的索赔管理进行研究,着力于建立一套标准的索赔管理模式,其主要包括索赔意识、索赔解决和索赔监督三个方面。明确了在项目管理和索赔的不同阶段应侧重于哪些工作;阐述了索赔团队人员的角色职责、工作流程;总结了面对不同的索赔对象应采取针对性的策略。     

Granting preferential market access in services sequentially versus jointly with goods

Despite the cost and resource‐effectiveness of joint trade negotiations and complementarities between goods and services‐trade flows, more than 12% of the 132 WTO‐notified services‐trade agreements (STAs) in force until August 2015 were entered into effect sequentially to goods‐trade accords. This stylised fact motivates our study of the determinants of joint versus sequential negotiation/accession of goods and services accords, a subject hitherto unexplored in the growing literature on the determinants of STA membership. Our results suggest larger marginal effects of fundamental economic, geographic, institutional, doing business and services regulatory factors on the propensity of joint negotiation/accession compared to STA formation alone. Moreover, cultural‐distance variables are only found to affect the likelihood of joint preferential liberalisation of goods and services trade, without influencing STA‐only membership.     

Service innovation as a political process

Service innovation processes are driven by stakeholders in interaction and are understood and sketched as a value negotiation process that consists of an iterative process of securing potential value in service. While previous research has focused on service innovation as a harmonious closed system, our study explores service innovation as a political process in which stakeholders negotiate to create and secure future value. Data are collected through interviews and participant observations in four different case studies. Our study contributes to the field by illuminating service innovation as a political process and explaining how this is operationalized. The findings also contribute to an understanding of how stakeholder resources impact a chosen strategy; the resulting strategy’s impact on the service concept vis-à-vis its potential value; and how several involved stakeholders formulate, negotiate, and secure future potential value, which are the activities that drive a service innovation process.