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Question

从博弈论看国际商务谈判僵局的处理
由商务谈判博弈模型的分析可知,谈判僵局的产生主要与共同利益的分配以及谈判中个体利益最大化与共同利益最大化目标是否一致有关。那么对于谈判僵局的处理也要从这两点去解决。
首先看共同利益的实现条件是否能被双方所接受,如果双方暂时无法接受的话应该积极寻找能让双方接受的途径;其次在很多途径都无法令双方满意的条件下就要考虑共同利益的实现是否与任何一方利益最大化的目标相冲突。在出现冲突的时候突破僵局的角度就不再是寻找双方都满意的交易条件,而是要从根本上改变合作方式,寻找共同利益最大化与个体利益最大化目标之间的有效结合。同时也应该注意,实际谈判中的共同利益是多元而复杂的,有些隐藏的共同利益需要双方的努力挖掘才能发现。在挖掘共同利益的过程中既可以寻求瓜分共同利益的有效途径,又可以寻找共同利益与个体利益实现的最佳结合点。
一般来说,在处理谈判僵局的过程中,应采取互惠式谈判模式。所谓互惠式谈判是指谈判双方都要认定自身的需要和对方的需要,然后双方共同探讨满足彼此需要的一切有效途径与办法,即视谈判的对方为解决问题者,而不是敌人。谈判人员对于谈判对方所提供的资料采取审慎的态度,不要不信任对方;谈判中态度要温和,关注点要放在利益目标上,而非立场的纠缠;寻求共同利益而不是单纯从自身利益考虑。同时,为了使互惠式谈判能够有效地开展,谈判者可以采用“多头并进”的谈判方法。多头并进就是同时讨论有待解决的各个项目,如价格、付款条件、交货条件及售后服务等。由于各个项目之间有较大的伸缩性可以调整,当其中的一项遇到麻烦时,可以暂时搁下,移到下一项,或是当某一项不得不退让时,也可以设法从其他项目得到补偿。这样才能够更好地实现共同利益和个体利益的有效结合。
可以说,只要存在商务谈判就不可避免地要面对僵局。那么只要把握好商务谈判僵局产生的实质———共同利益,同时在谈判过程中处理好共同利益和个体利益的有效结合就一定能够处理好商务谈判过程中的僵局。

Answer 1

From game theory to see the international business to deal with the impasse in negotiations
By the business model of the negotiation game analysis, we can see that the negotiations have a major impasse with the common interests of the distribution, as well as to maximize the interests of individual negotiations with the goal of maximizing the common interests are the same about. So for the deadlock in the talks also dealt with from two to resolve.
First of all, to see the realization of the common interests of the conditions to be accepted by both sides, for the time being if the two sides can not accept, then let the two sides should actively search for acceptable ways; Second, in many ways to get the two parties can not be satisfied with the conditions necessary to consider whether or not the realization of common interests And to maximize the interests of any party to the conflict with the goals. At a time when a conflict to break the deadlock on the point of view is no longer satisfactory to both sides to find trading conditions, but in order to fundamentally change the way of cooperation to find common interests and maximize the interests of the individual to maximize the objectives of an effective combination. At the same time should also note that the actual negotiations was the common interests of the multiple and complex, some hidden in the common interest of both sides need to be found in excavation efforts. Mining in the common interests of both the process of seeking common interests to carve up an effective way, can find common interests with the interests of the individual to achieve the best combination of points.
In general, in dealing with the deadlock in the negotiations, the negotiations should take reciprocal-mode. The so-called mutual-negotiation talks means that both its own needs and the needs of each other, and then the two sides discussed the need to meet each other all the way and effective way, that is, depending on the other side of the negotiations to resolve the problem, not the enemy. Negotiators for the talks to the information provided by the other party to be prudent and not to trust each other; to moderate attitude in the negotiations, to focus on the interests of the goal, rather than the position of arguing back and forth; to seek common interests, rather than simply from its own interests . At the same time, in order to be able to negotiate mutually-effective, the negotiators could be "multi-pronged" approach the talks. At the same time, is multi-pronged discussion of the various items to be addressed, such as price, payment terms, delivery terms and after-sales service and so on. As the projects have a greater flexibility to adjust, when one of the trouble can be put aside for the time being, moved to the next, or when one had to give way, they can seek from the Other items to be compensated. This is the only way to better achieve common interests and the interests of the individual an effective combination.
It can be said that as long as there are business negotiations will inevitably have to face the impasse. So have a good grasp of business as long as the impasse in the negotiations have common interests in real terms --- and at the same time in the negotiations deal with the common interests of the individual and the interests of the effective combination will certainly be able to handle business in the process of negotiating deadlock.

Answer 2

From the theory of international business negotiations impasse at the processing
By the analysis of the commercial negotiations game model, the main and negotiations impasse of common interests and distribution in negotiations with the common interests of individual benefit maximization goal is consistent. Maximize So for negotiations impasse processing will from both to solve.
At first, the common interests of both sides can be realized if conditions, if both sides is temporarily unable to accept it should actively looking for ways to accept, Secondly in many ways are not acceptable to both sides to be considered under the condition of the realization of common interests and any party interests conflict with the target. In the conflicts of the Angle will no longer break deadlock is looking for a mutually satisfactory bargain, but to fundamentally change the way of cooperation for mutual benefit maximization, and individual benefit maximization goal between the effective combination. Also should notice, the common interests of actual negotiations are diverse and complex, some hidden the common interests of the parties to the need to find. In the common interests of mining process can be divided for common interests, and the effective ways to find common interests and individual can realize the benefit multi-through-transport.
Generally speaking, the negotiations impasse's process, should adopt reciprocal type negotiation patterns. So-called benefit type nogotiation is both sides talks that their needs and the other's needs, then discuss meet each other all the effective way to negotiate with the measures, namely the other depends on for problem solving, rather than the enemy. The negotiators for negotiation each other information provided take careful attitude, don't trust each other, Negotiations gentle attitude, put on the interests focus, rather than the position of entwine, Seek common interests rather than simply from their own interests. At the same time, in order to make mutual type can be negotiated effectively, the negotiators can adopt "bull" negotiation methods. Bull is also discussed in various projects to be solved, such as price, terms of payment, delivery terms and after-sales service, etc. Because each project has bigger flexibility can adjust a among them, when in trouble, can temporarily put aside, moved to the next item, or when a certain had to compromise, can also managed to get compensation from other projects. To better achieve common interests and individual interest of effective combination.
Can say, as long as there is a business negotiation will inevitably face deadlock. So long as grasps the commercial negotiations impasse -- common interests, while in the process of negotiating with good common interests and individual interest of the effective combination will be able to handle business negotiation process deadlock.

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Answer 3

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