摘要
随着经济全球化的推进,各国在经济领域的合作日益紧密。国际商务谈判作为合作往来的关键环节,在利益分配上发挥了重要的作用。折中主义策略是谈判当中的一种常见策略,对于缓解谈判的僵局,实现共同利益至关重要。而折中策略的有效应用往往建立在合作博弈的基础之上,这一过程要求谈判各方在追求自身利益的同时,兼顾双方利益,寻求合作的可能性。因此,本研究基于合作博弈视角,深入探讨了国际商务谈判折中策略的运用,并以中韩丁苯橡胶贸易谈判为案例,对谈判中的博弈行为与折中策略的运用效果进行分析和研究,以期得出相关结论和启示。
With the advancement of economic globalization,cooperation among countries in the economic field has become increasingly close.International business negotiations,serving as a pivotal link in cooperative exchanges,play a significant role in the distribution of interests.The eclectic strategy,a common approach in negotiations,is crucial for alleviating negotiation impasses and realizing common interests.Furthermore,the effective application of the eclectic strategy often relies on the process of cooperative game,which necessitates all negotiating parties to consider the interests of the other side while pursuing their own,thereby seeking opportunities for cooperation.Therefore,this research conducts an in-depth exploration of the application of the eclectic strategy in international business negotiations from the perspective of cooperative game theory.Utilizing the Sino-Korean styrene-butadiene rubber trade negotiations as a case study,it analyzes and examines the game behaviors and the effects of the eclectic strategy's application in the negotiations,with the aim of drawing pertinent conclusions and implications.
作者
薛浩
杨俊凯
Xue Hao;Yang Junkai(South China Normal University,Guangzhou 510631)
出处
《北方经贸》
2026年第2期107-110,136,共5页
Northern Economy and Trade
关键词
国际商务谈判
合作博弈
折中策略
International business negotiations
Cooperative game theory
Compromise strategy
