影响中国商业谈判的因素分析

商业谈判是商业活动中一个必不可少的组成部分。为了了解影响中国商业谈判的因素,笔者在北京、温州和邯郸三个城市的几十家企业里组织了102组商业模拟谈判,并对相关数据进行了分析。数据结果揭示了中国商业谈判者的个人特征、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。文章最后针对这些分析结果提供了相应的现实商业谈判操作启示。     

“双赢”谈判的要诀

当今世界就像一张巨大的谈判桌，不管你喜欢不喜欢、愿意不愿意、接受不接受，你都自觉不自觉地扮演了谈判者的角色，因为谈判无处不在、无时不有。不论人与人之间是什么关系，总会产生这样那样的矛盾，小到家庭纠纷，大到国际争端，都要通过谈判解决问题。因此，谈判对于每个人都有极其重要的意义。     

向“老外”学谈判

许多经理人直到发现谈判战略出现问题时,才意识到文化差异的影响你是一个典型的美国式谈判者吗?对于其他文化的谈判风格你了解多少?试想,如果遇到以下情形,你会作何反应?例1:你与一个厂家签订了生产一批自行车的合同。签完合同后,你才收到准确信息,知道这个厂商有质量问题,尤其是它将给你生产的自行车,可能会咯吱作响。你的那批自行车预计在下周交货。下面哪种选择更接近你对此事的应对方式?     

跨界多元选拔对个体创造力的影响机制研究

基于资源保存理论,对跨界多元选拔的内涵进行了界定,并通过1 048个有效样本的多时点追踪,探究了跨界多元选拔对个体创造力的作用机理,同时考察了证明目标导向在其间的边界条件作用。研究结果表明：跨界多元选拔对个体创造力有显著正向影响;工作重塑中介了跨界多元选拔对个体创造力的影响作用;证明目标导向负向调节了跨界多元选拔对工作重塑和个体创造力的直接作用,即证明目标导向水平越高,跨界多元选拔对工作重塑和个体创造力的直接作用越弱;证明目标导向负向调节了跨界多元选拔通过工作重塑对个体创造力的间接作用,即证明目标导向水平越高,跨界多元选拔通过工作重塑对个体创造力的间接作用越弱。     

基于期间收益的企业并购谈判模型

借鉴协商和讨价还价理论,建立了企业并购谈判模型,利用博弈论工具对模型进行了求 解. 同时,针对一些并购谈判需要时间较长的现实情况,对目标企业在谈判期间具有期间收益 的并购谈判模型进行了一些初步的研究.     

佣金收取对拍卖结果的影响

在引入佣金提成的独立私人价值模型及关联价值模型中,讨论第一价格和第二价格拍 卖,发现佣金比例k 的大小对投标人的出价策略、卖方和拍卖行的期望收益都有影响. k 越大, 买方出价越谨慎,卖方的期望收益更少,拍卖行的期望收益却更大. 虽然买方会随着k 的增大 出价更谨慎,但均衡期望收益却与k 无关. 在独立私人价值模型中,当引入佣金时,收益等价 性仍然成立. 这对拍卖实践提供了建议:投标人(买方) 对于佣金比例高低的担忧是多余的     

基于灰色趋势关联度分析的一对多谈判解支持算法

企业往往就同一问题同时与多个合作伙伴展开谈判,而目前的谈判支持系统尚不能支持这种谈判。一对多谈判支持系统能够满足谈判者与多个合作伙伴谈判的要求。一对多谈判解支持算法是一对多谈判支持模型的重要组成部分,具有不同于两方谈判解支持的特点。本文在分析一对多谈判解支持问题特点的基础上,利用灰色系统理论中的灰色趋势关联度分析方法,设计了一个一对多谈判解支持算法,并做了详细的描述。     

反收购条款的作用机制——基于大股东掏空研究视角北大核心CSCDCSSCI

已有研究表明反收购条款既有"堑壕效应"又有"谈判收益效应".本研究以股权集中背景下的大股东利益侵占现象为切入点,将大股东掏空行为纳入分析框架,首先构建了反收购条款影响大股东及收购方决策的理论模型;其次从中小股东的角度对反收购条款,股东财富与控制权市场的相互关系和作用机理进行了探讨;最后进行了数值分析,阐述了理论模型所得到的相关结果.研究结果表明:(1)大股东的掏空行为随着反收购强度的增强而加剧;(2)当收购方最优出价唯一时,随着反收购强度增强,收购方的出价将会升高;(3)目标公司被并购的概率随着反收购强度的增强而减小;(4)在一定条件下,中小股东的财富随着反收购强度增强而减少.     

国际商务谈判中文化差异的影响及应对策略

在国际商务活动过程当中,商务谈判是国际商业交往活动中的重要环节,由于文化差异而导致谈判失败已经成为了等待解决的商务交流难点。这就意味着在国际间的商贸往来中,仅仅具备商务知识和沟通语言是远远不够的。要促进国际间深层次交流,就要提高谈判者的文化交流水平。并以此为平台,建立与各种之间的文化沟通,以在此基础上达成双方商务合作的目标。本论文着重研究文化差异对国际商务谈判的影响,提出国际商务活动中,促进文化交流不仅促进了跨文化交流,也对国际间持续的商务合作提供了可能。     

重大公共威胁情境下个体亲社会行为形成机制———以新冠疫情为例

现有研究对于威胁情境和个体亲社会行为的关系并未达成共识.对于两者之间的关系,本研究以新冠肺炎疫情为具体研究情境,从威胁情境的时间和类型两个角度填补了以往研究的空白,以内群体认同和关注他人为中介机制,提出重大公共威胁情境下影响个体捐赠意愿的双路径形成机制和相关调节变量.本文的研究表明,对于新冠疫情这种捐赠方和受助方同时面对的公共威胁情境:1)潜在捐助者所在地的疫情严重程度对其捐赠意愿的影响没有显著差异.2)群体认同和关注他人具有相反的中介作用,其掩盖了潜在捐助者所在地的疫情严重程度对其捐赠意愿的影响;本地疫情严重程度一方面会增强个体的内群体认同继而正向影响捐赠意愿,另一方面会使个体减少关注他人继而减弱其捐赠意愿.3)威胁情境影响过程中,区域文化取向调节了内群体认同的正向中介作用和关注他人的负向中介作用.具体而言,相较于偏个体主义,当区域文化取向为偏集体主义时,本地疫情严重程度对于内群体认同的正向影响能够增强,对于关注他人的负向影响能够减弱.     

Beyond cheap talk accounts: A theory of politeness in negotiations

Negotiations are a careful balancing act between cooperation and competition—a successful negotiation requires extracting maximal value without offending and alienating a counterpart (i.e., the negotiator’s dilemma). It is thus surprising that negotiation scholars have largely overlooked a pervasive feature of negotiations: they entail “polite” speech. In this paper, we introduce politeness as a communicative strategy that is critical to solving the negotiator’s dilemma. By strategically adjusting their utterances to signal deference and respect, negotiators can make ambitious requests without derailing the exchange. Starting with an overview of politeness and a review of the relevant negotiation literature, we offer testable propositions regarding how attempts at polite speech manifest in negotiations, who is especially likely to express them, under what conditions, and to what effect. We also consider the conditions under which this communication strategy undermines negotiators. We hope our review and theorizing will open up broader discussions on the role of polite speech in deal making and conversational dynamics.     

协商式转移定价与成本转移

企业制定转移定价的目的之一是对管理者的业绩进行评价,而转移定价采用协商方式进行,其目的则在于制定一个转移双方都满意的转移价格,从而有利于企业经营业绩的提高。那么,协商方式是否会影响转移定价的业绩评价功能呢?本文运用实验研究方法就此展开研究。研究结果表明,当卖方成本上升时,协商式转移定价也会随之上升,它表明协商式转移定价导致了成本转移,从而对转移定价的业绩评价功能产生负面影响。本文首次研究了协商式转移定价对转移定价业绩评价功能的负面影响,为实施协商式转移定价的企业提出需要关注的重要问题。     

消费者寻求多样化与厂商折扣定价竞争

在很多市场环境中，消费者喜欢尝试不同产品的特性，重复消费同一商品会产生滞留成本。本文通过构建两期动态博弈模型，研究了滞留成本对企业折扣券定价行为的影响，并与其他定价策略的市场绩效进行了比较。本文研究结果表明：（1）企业会通过折扣券奖励忠诚的消费者，即企业会对重复购买自己产品的消费者给予价格优惠，而对新消费者制定高价格；（2）在均衡中，随着滞留成本的提升，消费者剩余和社会总福利降低，企业利润上升；（3）与其他定价机制相比较，折扣券定价策略下的社会总福利较低，政策制定者应当限制此类策略的应用。     

A pawn in someone else's game?: The cognitive,motivational, and paradigmatic barriers to women's excelling in negotiation

Women's relatively worse performance in negotiation is often cited as an explanation for gender differences in advancement and pay within organizations. We review key findings from the past twenty years of research on gender differences in negotiation. Women do underperform relative to men in negotiation, but only under limited circumstances, which means the performance gap is unlikely due to lesser skills on their part. The barriers between women and negotiation excellence are of three types: cognitive, motivational, and paradigmatic. Cognitive barriers stem from negative stereotypes about women's negotiating abilities. Motivational barriers stem from desire to prevent women negotiators from excelling in a masculine domain. Paradigmatic barriers stem from how negotiation is currently studied. We call for greater attention to motivational barriers and for changes to the negotiation paradigm. Women negotiators are not incompetent, and training them to negotiate more like men is not obviously the solution. In fact, women have greater concern for others than men do, and their cooperativeness elevates collective intelligence and enables ethical behavior. Under a new paradigm of negotiation, the value of these strengths could become more readily apparent. In particular, we advocate for greater attention to long-term relationships, subjective value, and relational capital, all of which may have important economic implications in real world negotiations.     

供应链上企业间协同谈判模型和原型研究

本文对面向业务流程集成的协同谈判进行研究。这种新的谈判模式的特点是通过约束传播与约束放松来调整谈判各方的利益,达到共赢。本文建立了协同谈判中多线程间的状态机谈判协议,提出了多线程间基于域传播算法的协同谈判策略和谈判模型,并通过研制原型系统进行实验,证实了本文所提出的协同谈判理论和方法的正确性。本文提出的协同谈判模型可以解决供应链上企业同时与多个上、下游企业的谈判问题,可通过改变业务流程,使供应链上的企业达到双赢,提高谈判的效率。     

Negotiate the salary you want

How can physician executives negotiate the salary and terms that they want for a new position? The idea of negotiation raises the anxiety level of all but a few people, those who thrive on the thrill of competitive bargaining. Most physicians do not relish the process and view it as a type of conflict. But without knowing what you want to accomplish and preparing to ask for it, you may well leave the meeting frustrated and unhappy with the offer. Determine what you want before you get into an important negotiation. You will get clear on what you want much quicker and you will remember the points better when you talk to the other person.     

Negotiating face-to-face: Men's facial structure predicts negotiation performance

Although a great deal of research has examined specific behaviors that positively affect leaders' negotiation processes and outcomes, there has been considerably less attention devoted to stable characteristics, psychological or physical, that might also influence outcomes at the bargaining table. In the current research, we identify a measureable physical trait – the facial width-to-height ratio – that predicts negotiation performance in men. Across four studies, we show that men with greater facial width-to-height ratios are less cooperative negotiators compared to men with smaller facial ratios. This lack of cooperation allows men with greater facial width-to-height ratios to claim more value when negotiating with other men, but inhibits their ability to discover creative agreements that benefit all negotiating parties. These results provide insight into the factors linking leadership, facial structure and conflict resolution.     

An empirical inquiry of negotiation effects in cross-cultural joint ventures

This study addresses the negotiation effect in the context of cross-cultural joint ventures (JV) in a volatile environment. We examined how negotiation variables are linked to the subsequent performance of JV operations. Our analysis of 155 JVs suggests that topic inclusiveness and term specificity are positively related to venture performance. Length of negotiations and government involvement in negotiations have no main effect on performance but moderate the link between term specificity or topic inclusiveness and performance. When length of negotiations is longer or if government involvement is weaker, the performance effect of negotiations becomes stronger. Companies with longer cultural distance from the host country tend to arrange higher term specificity and higher topic inclusiveness to neutralize an unfavorable influence of cultural distance on performance.     

Group Buying,Buyer Heterogeneity,and Sellers' Bargaining Power*

Group buying enables collective bargaining opportunity that individual buyers lack to negotiate prices with sellers. This potential negotiation capability has two opposing effects. On the one hand, the prospect of the group being able to negotiate price with its rival forces each seller to lower its price offer, as too high a price will induce the group to give its rival an opportunity to undercut its price via negotiation, likely taking away all the buyers. On the other hand, the potential negotiation opportunity may also discourage sellers from competing aggressively in their price offers, as the benefit of charging a low price could be offset by competitors in negotiation, thus yielding overall higher prices for the buyers. In this study, we find that compared to individual purchase, buyers benefit from collective bargaining opportunity by group buying only if sellers’ bargaining power relative to the buyer group is low and/or buyers’ preferences toward the sellers are sufficiently differentiated. Given buyers’ strategic choice of group purchase, sellers may be worse off with a further increase in bargaining power, and so may social welfare.