国际工程承包合同签订和谈判应注意的问题

提出了在签订和谈判国际工程承包合同时应注意的一些共性问题,供合同管理人员参考。     

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.     

双边多轮价格谈判过程的建模与分析

针对电子商务环境下集中采购的价格谈判的特点,提出了讨价还价轨迹图的概念.该轨迹图可以记录谈判对手的历史谈判数据,分析其心理特性,为当前谈判提供参考.基于这种轨迹图,提出了多点组合法和折线延伸法两种在谈判中预估成交价格的计算方法.这些方法可以在谈判过程中,实时地为谈判人员提供信息支持,避免大的失误,使谈判取得更好的经济收益.以上工作已在某企业采购中心电子商务系统获得应用,并取得满意的效果.     

面向电子商务的基本遗传算法的Agent 谈判模型

探讨Agent 技术和遗传算法在电子商务网上谈判中的应用,为网上谈判的开展提供定量 和优化模型. 首先对三种基于Agent 的主流谈判模型进行比较研究;其次,从三个角度对谈判 模型进行分类,并确定基于Agent 技术的谈判系统的目标和特征;进一步研究基于遗传算法的 Agent 谈判模型,并对模型进行仿真实验,以证明模型的有效性. 该模型的特点是Agent 能在谈 判过程中学习和发展新的谈判策略.     

曾纪泽使俄前心理演变——兼论其中俄交涉举措的确立

1880—1881年中俄伊犁交涉是曾纪泽外交事业的巅峰,其使俄前对遣使改约由畏懦缓议到坚定对俄开展交涉的心理变化,是多种因素共同作用的结果。其一,曾氏对俄之阴险及崇约丧权之严重性有了基本认识;其二,相较于崇厚交涉前后总署给予的宽泛告诫,曾氏使俄前收悉了总署对于谈判的具体谋划方案;其三,清廷“宽减”崇厚擅权之罪,不仅在一定程度上缓和了中俄间紧张关系,也缓解了曾氏与俄交涉的畏惧心理。在曾氏心理转化的同时,中俄伊犁交涉举措逐渐成型:确立“重界轻商”谈判方略;对总署关于使俄人事及出使职衔安排做出理性回应;力主和谈的同时积极备战。曾氏使俄前心理演变及中俄交涉举措的确立为中俄谈判打下了坚实基础,其中的经验教训对当代中国外交具有一定借鉴意义。     

国际谈判中的伦理道德研究:以中美关系解冻的系列谈判为例

国际关系中的伦理道德在外交谈判中常被用作具体的谈判筹码使用.依据解密的美国尼克松总统档案,以中美关系解冻的系列谈判为研究个案,深度探讨在曾经长期敌对国家解冻外交关系的谈判中,伦理道德所发挥的作用.同时,透视国际谈判中的伦理道德与权力结构、民族文化和谈判目标实现之间的相互关系;进而提出动态考察伦理道德在国际谈判中所发挥的工具性作用,深化其可操作性和实用性的主张.     

人际修辞中的话语礼貌与身份协商研究

人际修辞是当代修辞学中重视语言交际实践,追求语言表达最佳效果、取得理想交际目标、构建和谐人际关系的言语交际行为。话语礼貌作为人际修辞的一大首要原则,一直受到国内外学者的广泛研究,但国内学者大都从语用、文化或面子的角度加以研究。本文拟结合一些具体话语事件,探讨话语交际中的身份协商,即身份互认、身份互构以及身份互抗如何对话语礼貌相对性产生建构作用,以弥补目前国内学者对这方面研究的不足。     

中德跨文化商务谈判行为分析

作者在德国组织了 110组的中德商务模拟谈判,收集了相关的数据,并对该数据进行了量化分析。分析结果表明,在中德跨文化商务谈判中,谈判者的个人特征影响谈判者的策略选择,而谈判者所采取的策略又对谈判结果起着至关重要的作用。同时,保持良好的谈判气氛和高度忍耐力对于取得好的谈判结果也很重要。最后给出了中德跨文化商务谈判行为的一些基本特征,并提供了相应的现实操作建议。     

Conflict management in the modern world-system

What is the relationship between the status of nation-states in the modern world-system and their strategies for conflict management? Using Wallerstein's world-systems theory, Kick's empirical specifications of core, semiperiphery, and periphery, and Black's theory of conflict management, I examine the use of self-help, avoidance, negotiation, and third-party settlement by nation-states. These possible tactics are variously used as forms of social control from below, social control from above, and social control between equals. I argue that the status of nations within the world-system is correlated with the primary mode of conflict management they use at a given time. I speculate that the use of a particular strategy may also subsequently contribute to changes in nations' status.     

Russia and the Kyoto Protocol: The Long Road to Ratification

The Russian Federation played a crucial role in the Kyoto Protocol's ratification. Indeed, after the United States withdrawal, its ratification turned out to be indispensable for the Protocol to become legally binding. In early 2002, Russia decided to initiate the ratification process. However, the country long hesitated to fulfil its promises, and for the last two years it sent numerous contradictory signals with respect to its position on climate policy. Consequently, the factors that shape Russia's behaviour in the context of climate negotiations have received increasing attention. The main focus has been on the economic and international aspects motivating the Russian strategy. This paper attempts to complete this analysis by concentrating on a further feature that significantly contributed to Russia's final decision, namely, domestic forces. These factors have often been overlooked in the discussion of the Russian strategy. In order to fill this gap, this paper reconstructs the Russian ratification process, trying to identify the main domestic players and their role.