This study investigates the effects of AI-mediated communication (AMC) on trust-building and negotiation outcomes in professional remote collaboration settings. Through a mixed-methods approach combining experimental ...This study investigates the effects of AI-mediated communication (AMC) on trust-building and negotiation outcomes in professional remote collaboration settings. Through a mixed-methods approach combining experimental design and qualitative analysis (N = 120), we examine how AI intermediaries influence communication dynamics, relationship building, and decision-making processes. Results indicate that while AMC initially creates barriers to trust formation, it ultimately leads to enhanced communication outcomes and stronger professional relationships when implemented with appropriate transparency and support. The study revealed a 31% improvement in cross-cultural understanding and a 24% increase in negotiation satisfaction rates when using AI-mediated channels with proper transparency measures. These findings contribute to the theoretical understanding of technology-mediated communication and practical applications for organizations implementing AI communication tools.展开更多
Between 2016 and 2024,the Chinese government incorporated several innovative drugs into the National Reimbursement Drug List(NRDL)through price negotiations.These negotiations led to significant price reductions,which...Between 2016 and 2024,the Chinese government incorporated several innovative drugs into the National Reimbursement Drug List(NRDL)through price negotiations.These negotiations led to significant price reductions,which in turn stimulated an increase in sales.This study aimed to assess the impact of this policy on the pricing,utilization,and overall expenditure of targeted lung cancer therapies included in the NRDL.Using an interrupted time series analysis of procurement data from 698 healthcare institutions,the study evaluated both immediate and long-term effects.In terms of immediate effects,price negotiations resulted in a significant decline in the defined daily dose cost(DDDc)for all targeted therapies(P<0.05).Regarding long-term trends,a significant shift was observed only in the pricing trajectory of Gefitinib,Icotinib,and Ensartinib(P<0.05).In terms of immediate effects on drug utilization,all targeted medicines experienced a substantial increase in volume(P<0.05),except for Gefitinib and Icotinib.Over the long term,the usage of all targeted therapies exhibited a significant upward trend(P<0.05).With respect to expenditure,the immediate impact of NRDL inclusion resulted in a significant increase in spending on Afatinib,Crizotinib,Osimertinib,Alectinib,and Ensartinib(P<0.05).Over time,total spending on targeted medicines showed a significant increase(P<0.05),except for Erlotinib.Overall,NRDL price negotiations successfully reduced the economic burden on lung cancer patients,improving both accessibility and affordability of targeted therapies in China.展开更多
Against the backdrop of profound reshaping of the current international landscape and the unprecedentedly rapid iteration of digital technologies,the global digital economy landscape and international trade rule syste...Against the backdrop of profound reshaping of the current international landscape and the unprecedentedly rapid iteration of digital technologies,the global digital economy landscape and international trade rule system are entering a new era full of changes.Digital trade rules have emerged as a prominent focus in this field.Firstly,through a comprehensive review of sample data such as the WTO e-commerce proposals under the current multilateral framework,we can gain a profound insight into the negotiation practices of major economies regarding digital trade rules.In this context,China has demonstrated strong defensive interests in the“emerging”issues of digital trade,aiming to safeguard national data security and promote the healthy development of the digital economy.Therefore,when participating in the formulation of global digital trade rules,China needs to accurately strike a balance between offense and defense,contribute Chinese wisdom and solutions,and promote the construction of a fairer,more reasonable,and inclusive international digital trade governance system.展开更多
On February 28,CIIS President Chen Bo,along with scholars in relevant fields,met with Co-chairs of the Intergovernmental Negotiations on the United Nations Security Council Reform of the 78th session of the UN General...On February 28,CIIS President Chen Bo,along with scholars in relevant fields,met with Co-chairs of the Intergovernmental Negotiations on the United Nations Security Council Reform of the 78th session of the UN General Assembly,Permanent Representative of Kuwait to the UN Tareq M.A.M.Albanai and Permanent Representative of Austria to the UN Alexander Marschik.展开更多
To enhance the practicability of the trust negotiation system, an agent based automated trust negotiation model （ABAM） is proposed. The ABAM introduces an agent to keep the negotiation process with no human interven...To enhance the practicability of the trust negotiation system, an agent based automated trust negotiation model （ABAM） is proposed. The ABAM introduces an agent to keep the negotiation process with no human intervention. Meanwhile, the ABAM specifies the format of a meta access control policy, and adopts credentials with flexible format to meet the requirements of access control policies instead of disclosing the whole contents of a certificate. Furthermore, the ABAM uses asymmetric functions with a high security intensity to encrypt the transmitting message, which can prevent information from being attacked. Finally, the ABAM presents a new negotiation protocol to guide the negotiation process. A use case is studied to illuminate that the ABAM is sound and reasonable. Compared with the existing work, the intelligence, privacy and negotiation efficiency are improved in the ABAM.展开更多
In the environment of e-commerce, agents in automated negotiation should share common concept of what they are bargaining and a rule of how to bargain. State of the art overviews of automated negotiation is given. The...In the environment of e-commerce, agents in automated negotiation should share common concept of what they are bargaining and a rule of how to bargain. State of the art overviews of automated negotiation is given. The main barriers to automated negotiation such as protocol and ontology are discussed. Then, a model of automated negotiation is presented with the ontologies of roles and goods described by web ontology language （OWL）, the proposal strategies based on the information sets, and a set of rules for agent interaction. In this model, agents coming from different organizations can negotiate automatically based on common ontologies defined by OWL and formal protocol. This makes it possible for the automated negotiation to be performed in an open environment such as Internet, not merely in a closed system.展开更多
In order to construct cooperation platform for the treatment of water pollution in Changjiang River,thoughts and revolution were performed from both central government and regional area two aspects.From the national l...In order to construct cooperation platform for the treatment of water pollution in Changjiang River,thoughts and revolution were performed from both central government and regional area two aspects.From the national level,Changjiang region water resources management cooperation counsel committee was constructed as the national cooperation platform;from the regional level,Changjiang region water resources management cooperation counsel committee was constructed as the platform of Changjiang cooperation platform.The two platforms built fine interaction mechanism to deal with the national water management and Changjiang regional water management.展开更多
A new multi-agent automated negotiation model is developed and evaluated, in which two competitive agents, such as the buyer and seller, have firm deadlines and incomplete information about each other. The negotiation...A new multi-agent automated negotiation model is developed and evaluated, in which two competitive agents, such as the buyer and seller, have firm deadlines and incomplete information about each other. The negotiation is multi-dimensional in different cases. The model is discussed in 6 kinds of cases with different price strategies, warrantee strategies and time strategies. The model improves the model of Wooldridge and that of Sycara to a certain extent. In all possible situations, the optimal negotiation strategy is analyzed and presented, and an e-commerce model based on multi-agent automated negotiation model is also illustrated for the e-commerce application in the future.展开更多
The rise of artificial intelligence(AI)in procurement has transformed how organizations engage with suppliers,optimize spending,and drive contract negotiations.Traditional procurement negotiations rely on human intuit...The rise of artificial intelligence(AI)in procurement has transformed how organizations engage with suppliers,optimize spending,and drive contract negotiations.Traditional procurement negotiations rely on human intuition,historical knowledge,and manual research.However,with the advancement of AI-driven Smart Negotiation Assistants,procurement teams can leverage real-time market intelligence,price benchmarks,and predictive analytics to autonomously negotiate contracts.This paper introduces an AI-powered Pro curement Chatbot,capable of conducting supplier negotiations with minimal human intervention.The system utilizes machine learning(ML),natural lan guage processing(NLP),and historical transaction data to negotiate terms,secure cost savings,and ensure compliance with procurement policies.Realworld case studies,including automated software licensing negotiations and dynamic supplier pricing adjustments,demonstrate how AI-driven negotiations can save millions in procurement costs,reduce cycle times by up to 40%,and mitigate supplier risks[1].The paper also explores technical architecture,algorithmic models,and deployment strategies for integrating AI negotiation assistants into enterprise procurement workflows.Furthermore,it highlights regulatory and ethical considerations in AI-driven procurement,emphasizing transparency and fairness.By leveraging AI-driven negotiation chatbots,businesses can achieve autonomous,efficient,and data-driven procurement processes,ensuring better supplier relationships and long-term cost savings.展开更多
Trust negotiation （TN） is an approach to establish trust between strangers through iterative disclosure of digital credentials. Speeding up subsequent negotiations between the same negotiators is a problem worth of ...Trust negotiation （TN） is an approach to establish trust between strangers through iterative disclosure of digital credentials. Speeding up subsequent negotiations between the same negotiators is a problem worth of research. This paper introduces the concept of visiting card, and presents a history-based trust negotiation （HBTN） model. HBTN creates an account for a counterpart at the first negotiation and records valid credentials that the counterpart disclosed during each trust negotiation in his historical information base （HIB）. For the following negotiation, no more credentials need to be disclosed for both parties. HBTN speeds up subsequent negotiations between the entities that interact with each other frequently without impairing the privacy preservation.展开更多
With the new characteristics of global cooperation in supply chains being synthetically considered,a hybrid model to the cooperative negotiation process for the order distribution in supply chain is mainly studied.Aft...With the new characteristics of global cooperation in supply chains being synthetically considered,a hybrid model to the cooperative negotiation process for the order distribution in supply chain is mainly studied.After reviewing and analyzing some main domestic and overseas processes in cooperative negotiation modeling in supply chain,some problems are subsequently pointed out.For example,the traditional simple multi-agent system(MAS)frameworks which have some limitations,are not suitable for solving modeling complex systems.To solve these problems,thinking with the aid of the multi-agent structure and complex system modeling,the manufacturing supply chain is taken as an example,and a time Petri net production model is adopted to decompose the materials.And then a cooperative negotiation model for the order distribution in supply chain is constructed based on combining multi-agent techniques with time Petri net modeling.The simulation results reveal that the above model helps solve the problems of cooperative negotiation in supply chains.展开更多
Studies in international business negotiation acquire unprecedented significance,as globalization closely connects various business fields into a dynamic whole.Cultural factors play a vital role in international busin...Studies in international business negotiation acquire unprecedented significance,as globalization closely connects various business fields into a dynamic whole.Cultural factors play a vital role in international business negotiation.This paper begins with a brief introduction to business negotiation,international business negotiation and significance of cultural barriers to international business negotiation.It then explores two fundamental cultural differences of China and western countries:value differences and thinking-pattern differences,which pose cultural barriers.The author then puts forward three strategies to help remove the cultural barriers and achieve successful negotiations.展开更多
This scientific study focuses on the economic and especially the psychosocial factors of success in negotiation processes between buyers （procurers） and suppliers （producers） in the food trade. In particular, it e...This scientific study focuses on the economic and especially the psychosocial factors of success in negotiation processes between buyers （procurers） and suppliers （producers） in the food trade. In particular, it examines the economic and mental satisfaction in the decision-making and in the negotiation processes for efficient food supply. It is examined primarily as transparency in addition to Harvard concept at annual meetings （or between the year） favoring a satisfactory result for both negotiators. In a structural equation model, the Harvard negotiating points are brought with transparency in communication and this in terms of economic success experiences and the sociomental satisfaction.展开更多
Communication is not just verbal. This paper concentrates on the three areas of nonverbal communication that will most likely affect contract negotiations, that is proxemic communication, using available space, distan...Communication is not just verbal. This paper concentrates on the three areas of nonverbal communication that will most likely affect contract negotiations, that is proxemic communication, using available space, distance form or proximity to other people, and territorial control. Based on this, the paper tends to provide certain strategies to promote the negotiation.展开更多
This paper studies the Myanmar migrant workers in Sidhiphatra Cold Storage Factory, Songkhla Province. This factory employs just over 2,000 Myanmar migrant workers. The authors study their ＂everyday life practices＂ ...This paper studies the Myanmar migrant workers in Sidhiphatra Cold Storage Factory, Songkhla Province. This factory employs just over 2,000 Myanmar migrant workers. The authors study their ＂everyday life practices＂ as expressed in relationships among various groups, such as relationships between the Myanmar migrant workers and the factory, and the relationships between the Myanmar migrant workers and the Thai people of the surrounding communities. In analyzing these relationships and negotiations, the authors borrow the concept of ＂tactics of everyday life＂ from Michel de Certeau as a framework for analysis. The authors＇ analyses are based on in-depth interviews, non-participant observations, and focus-group discussions that collectively explored the tactics, in de Certeau＇s sense, that the Myanmar migrant workers used in negotiating their relationships with the factory and with the various communities in the area. The results indicate that Myanmar migrant workers negotiate their relationship with the factory by expressing themselves as selected workers, good workers, and being obedient to the factory＇s rules. The conflicts caused by Myanmar and Cambodian migrant workers are negotiated. Besides, Myanmar migrant workers also negotiate their relationship with the Thai people living in the surrounding communities. Their approach is showing that they are part of the communities by participating in the activities with the aim to gain acceptance of the Thai people in the surrounding communities.展开更多
As the economic globalization deepens, trades among nations are steadily increasing. Therefore, the international business negotiations become more and more significant. In the process of negotiations, the application...As the economic globalization deepens, trades among nations are steadily increasing. Therefore, the international business negotiations become more and more significant. In the process of negotiations, the application of appropriate strategies is necessary for negotiators to reach an agreement smoothly. However, the non-verbal communication plays an important role to some extent in real international business negotiations. This article tends to explore the application of non-verbal strategies in the international business negotiations.展开更多
The Quality of Service （QoS） has received more and more attention since QoS becomes increasingly important in the Internet development. Mobile software agents represent a valid alternative to the implementation of s...The Quality of Service （QoS） has received more and more attention since QoS becomes increasingly important in the Internet development. Mobile software agents represent a valid alternative to the implementation of strategies for the negotiation. In this paper, a QoS negotiation and renegotiation system architecture based on mobile agents is proposed. The agents perform the task in the whole process. Therefore, such a system can reduce the network load, overcome latency, and avoid frequent exchange information between clients and server. The simulation results show that the proposed system could improve the network resource utility about 10%.展开更多
With the growing popularity of intercultural communication, business English Negotiation between China and the United States has also increased. Negotiators will meet many communication barriers of language and cultur...With the growing popularity of intercultural communication, business English Negotiation between China and the United States has also increased. Negotiators will meet many communication barriers of language and culture during the process.If handled improperly, it will affect the outcome of the negotiations and the following cooperation. Thus, a profound understanding of the characteristics of business English negotiations and cultural barriers is indispensible.For different obstacles, summing up the appropriate negotiation strategies can be twice the result with half the effort, which will actively promote business English communication and negotiation.展开更多
Different countries have different cultures.Currently,the world is developing quickly in the age of economic globalization.Business contacts among nations get increasingly close,which has brought more and more opportu...Different countries have different cultures.Currently,the world is developing quickly in the age of economic globalization.Business contacts among nations get increasingly close,which has brought more and more opportunities to deal with businesses.Actually,international business negotiation is the most important part of international business,meanwhile,cultural differences have many influence on international business negotiation,such as languages,manners,time,thinking,value and attitudes and so on.Analyzing their differences is a good way to find out some effective ways to avoid or mitigate the adverse impacts the cross-cultural elements might produce on international business negotiation.展开更多
The key problem in the construction of virtual enterprises (VEs) is how toselect appropriate partners. The negotiation-based approach is proposed to support partner selectionin the construction of VEs. The negotiation...The key problem in the construction of virtual enterprises (VEs) is how toselect appropriate partners. The negotiation-based approach is proposed to support partner selectionin the construction of VEs. The negotiation model is discussed from three main aspectsrespectively, i.e., negotiation protocol, negotiation goal and negotiation decision-making model.And the generic mathematical description of the negotiation model is formally presented. Finally, asimple example is used to validate the approach's availability.展开更多
文摘This study investigates the effects of AI-mediated communication (AMC) on trust-building and negotiation outcomes in professional remote collaboration settings. Through a mixed-methods approach combining experimental design and qualitative analysis (N = 120), we examine how AI intermediaries influence communication dynamics, relationship building, and decision-making processes. Results indicate that while AMC initially creates barriers to trust formation, it ultimately leads to enhanced communication outcomes and stronger professional relationships when implemented with appropriate transparency and support. The study revealed a 31% improvement in cross-cultural understanding and a 24% increase in negotiation satisfaction rates when using AI-mediated channels with proper transparency measures. These findings contribute to the theoretical understanding of technology-mediated communication and practical applications for organizations implementing AI communication tools.
基金Research on Innovative Method of Drug Rational Use Supervision Decision Based on Big Data of Medical Insurance(Grant No.82273899)。
文摘Between 2016 and 2024,the Chinese government incorporated several innovative drugs into the National Reimbursement Drug List(NRDL)through price negotiations.These negotiations led to significant price reductions,which in turn stimulated an increase in sales.This study aimed to assess the impact of this policy on the pricing,utilization,and overall expenditure of targeted lung cancer therapies included in the NRDL.Using an interrupted time series analysis of procurement data from 698 healthcare institutions,the study evaluated both immediate and long-term effects.In terms of immediate effects,price negotiations resulted in a significant decline in the defined daily dose cost(DDDc)for all targeted therapies(P<0.05).Regarding long-term trends,a significant shift was observed only in the pricing trajectory of Gefitinib,Icotinib,and Ensartinib(P<0.05).In terms of immediate effects on drug utilization,all targeted medicines experienced a substantial increase in volume(P<0.05),except for Gefitinib and Icotinib.Over the long term,the usage of all targeted therapies exhibited a significant upward trend(P<0.05).With respect to expenditure,the immediate impact of NRDL inclusion resulted in a significant increase in spending on Afatinib,Crizotinib,Osimertinib,Alectinib,and Ensartinib(P<0.05).Over time,total spending on targeted medicines showed a significant increase(P<0.05),except for Erlotinib.Overall,NRDL price negotiations successfully reduced the economic burden on lung cancer patients,improving both accessibility and affordability of targeted therapies in China.
基金the achievements of the 2025 Guangxi Degree and Graduate Education Reform Project on Artificial Intelligence Empowering International Business Master’s Teaching Innovation Research(JGY2025036).
文摘Against the backdrop of profound reshaping of the current international landscape and the unprecedentedly rapid iteration of digital technologies,the global digital economy landscape and international trade rule system are entering a new era full of changes.Digital trade rules have emerged as a prominent focus in this field.Firstly,through a comprehensive review of sample data such as the WTO e-commerce proposals under the current multilateral framework,we can gain a profound insight into the negotiation practices of major economies regarding digital trade rules.In this context,China has demonstrated strong defensive interests in the“emerging”issues of digital trade,aiming to safeguard national data security and promote the healthy development of the digital economy.Therefore,when participating in the formulation of global digital trade rules,China needs to accurately strike a balance between offense and defense,contribute Chinese wisdom and solutions,and promote the construction of a fairer,more reasonable,and inclusive international digital trade governance system.
文摘On February 28,CIIS President Chen Bo,along with scholars in relevant fields,met with Co-chairs of the Intergovernmental Negotiations on the United Nations Security Council Reform of the 78th session of the UN General Assembly,Permanent Representative of Kuwait to the UN Tareq M.A.M.Albanai and Permanent Representative of Austria to the UN Alexander Marschik.
基金The National Natural Science Foundation of China(No60403027)
文摘To enhance the practicability of the trust negotiation system, an agent based automated trust negotiation model （ABAM） is proposed. The ABAM introduces an agent to keep the negotiation process with no human intervention. Meanwhile, the ABAM specifies the format of a meta access control policy, and adopts credentials with flexible format to meet the requirements of access control policies instead of disclosing the whole contents of a certificate. Furthermore, the ABAM uses asymmetric functions with a high security intensity to encrypt the transmitting message, which can prevent information from being attacked. Finally, the ABAM presents a new negotiation protocol to guide the negotiation process. A use case is studied to illuminate that the ABAM is sound and reasonable. Compared with the existing work, the intelligence, privacy and negotiation efficiency are improved in the ABAM.
基金The National Natural Science Foundation of China(No.70171011).
文摘In the environment of e-commerce, agents in automated negotiation should share common concept of what they are bargaining and a rule of how to bargain. State of the art overviews of automated negotiation is given. The main barriers to automated negotiation such as protocol and ontology are discussed. Then, a model of automated negotiation is presented with the ontologies of roles and goods described by web ontology language （OWL）, the proposal strategies based on the information sets, and a set of rules for agent interaction. In this model, agents coming from different organizations can negotiate automatically based on common ontologies defined by OWL and formal protocol. This makes it possible for the automated negotiation to be performed in an open environment such as Internet, not merely in a closed system.
基金Supported by National Social Science Fund Program " Study on Negotiation Mode,Mechanism and Policy of Cross-border Water Pollution Treatment in Changjiang River Delta Area"(09BFX042)Key Subject Industry Economics Subject of East China University of Political Science and Law(CJ10-008)~~
文摘In order to construct cooperation platform for the treatment of water pollution in Changjiang River,thoughts and revolution were performed from both central government and regional area two aspects.From the national level,Changjiang region water resources management cooperation counsel committee was constructed as the national cooperation platform;from the regional level,Changjiang region water resources management cooperation counsel committee was constructed as the platform of Changjiang cooperation platform.The two platforms built fine interaction mechanism to deal with the national water management and Changjiang regional water management.
文摘A new multi-agent automated negotiation model is developed and evaluated, in which two competitive agents, such as the buyer and seller, have firm deadlines and incomplete information about each other. The negotiation is multi-dimensional in different cases. The model is discussed in 6 kinds of cases with different price strategies, warrantee strategies and time strategies. The model improves the model of Wooldridge and that of Sycara to a certain extent. In all possible situations, the optimal negotiation strategy is analyzed and presented, and an e-commerce model based on multi-agent automated negotiation model is also illustrated for the e-commerce application in the future.
文摘The rise of artificial intelligence(AI)in procurement has transformed how organizations engage with suppliers,optimize spending,and drive contract negotiations.Traditional procurement negotiations rely on human intuition,historical knowledge,and manual research.However,with the advancement of AI-driven Smart Negotiation Assistants,procurement teams can leverage real-time market intelligence,price benchmarks,and predictive analytics to autonomously negotiate contracts.This paper introduces an AI-powered Pro curement Chatbot,capable of conducting supplier negotiations with minimal human intervention.The system utilizes machine learning(ML),natural lan guage processing(NLP),and historical transaction data to negotiate terms,secure cost savings,and ensure compliance with procurement policies.Realworld case studies,including automated software licensing negotiations and dynamic supplier pricing adjustments,demonstrate how AI-driven negotiations can save millions in procurement costs,reduce cycle times by up to 40%,and mitigate supplier risks[1].The paper also explores technical architecture,algorithmic models,and deployment strategies for integrating AI negotiation assistants into enterprise procurement workflows.Furthermore,it highlights regulatory and ethical considerations in AI-driven procurement,emphasizing transparency and fairness.By leveraging AI-driven negotiation chatbots,businesses can achieve autonomous,efficient,and data-driven procurement processes,ensuring better supplier relationships and long-term cost savings.
基金supported by the National Natural Science Foundation of China (Grant No.60403027)
文摘Trust negotiation （TN） is an approach to establish trust between strangers through iterative disclosure of digital credentials. Speeding up subsequent negotiations between the same negotiators is a problem worth of research. This paper introduces the concept of visiting card, and presents a history-based trust negotiation （HBTN） model. HBTN creates an account for a counterpart at the first negotiation and records valid credentials that the counterpart disclosed during each trust negotiation in his historical information base （HIB）. For the following negotiation, no more credentials need to be disclosed for both parties. HBTN speeds up subsequent negotiations between the entities that interact with each other frequently without impairing the privacy preservation.
基金The National Natural Science Foundation of China(No.70401013)the National Key Technology R&D Program of China during the 11th Five-Year Plan Period(No.2006BAH02A06)
文摘With the new characteristics of global cooperation in supply chains being synthetically considered,a hybrid model to the cooperative negotiation process for the order distribution in supply chain is mainly studied.After reviewing and analyzing some main domestic and overseas processes in cooperative negotiation modeling in supply chain,some problems are subsequently pointed out.For example,the traditional simple multi-agent system(MAS)frameworks which have some limitations,are not suitable for solving modeling complex systems.To solve these problems,thinking with the aid of the multi-agent structure and complex system modeling,the manufacturing supply chain is taken as an example,and a time Petri net production model is adopted to decompose the materials.And then a cooperative negotiation model for the order distribution in supply chain is constructed based on combining multi-agent techniques with time Petri net modeling.The simulation results reveal that the above model helps solve the problems of cooperative negotiation in supply chains.
文摘Studies in international business negotiation acquire unprecedented significance,as globalization closely connects various business fields into a dynamic whole.Cultural factors play a vital role in international business negotiation.This paper begins with a brief introduction to business negotiation,international business negotiation and significance of cultural barriers to international business negotiation.It then explores two fundamental cultural differences of China and western countries:value differences and thinking-pattern differences,which pose cultural barriers.The author then puts forward three strategies to help remove the cultural barriers and achieve successful negotiations.
文摘This scientific study focuses on the economic and especially the psychosocial factors of success in negotiation processes between buyers （procurers） and suppliers （producers） in the food trade. In particular, it examines the economic and mental satisfaction in the decision-making and in the negotiation processes for efficient food supply. It is examined primarily as transparency in addition to Harvard concept at annual meetings （or between the year） favoring a satisfactory result for both negotiators. In a structural equation model, the Harvard negotiating points are brought with transparency in communication and this in terms of economic success experiences and the sociomental satisfaction.
文摘Communication is not just verbal. This paper concentrates on the three areas of nonverbal communication that will most likely affect contract negotiations, that is proxemic communication, using available space, distance form or proximity to other people, and territorial control. Based on this, the paper tends to provide certain strategies to promote the negotiation.
文摘This paper studies the Myanmar migrant workers in Sidhiphatra Cold Storage Factory, Songkhla Province. This factory employs just over 2,000 Myanmar migrant workers. The authors study their ＂everyday life practices＂ as expressed in relationships among various groups, such as relationships between the Myanmar migrant workers and the factory, and the relationships between the Myanmar migrant workers and the Thai people of the surrounding communities. In analyzing these relationships and negotiations, the authors borrow the concept of ＂tactics of everyday life＂ from Michel de Certeau as a framework for analysis. The authors＇ analyses are based on in-depth interviews, non-participant observations, and focus-group discussions that collectively explored the tactics, in de Certeau＇s sense, that the Myanmar migrant workers used in negotiating their relationships with the factory and with the various communities in the area. The results indicate that Myanmar migrant workers negotiate their relationship with the factory by expressing themselves as selected workers, good workers, and being obedient to the factory＇s rules. The conflicts caused by Myanmar and Cambodian migrant workers are negotiated. Besides, Myanmar migrant workers also negotiate their relationship with the Thai people living in the surrounding communities. Their approach is showing that they are part of the communities by participating in the activities with the aim to gain acceptance of the Thai people in the surrounding communities.
文摘As the economic globalization deepens, trades among nations are steadily increasing. Therefore, the international business negotiations become more and more significant. In the process of negotiations, the application of appropriate strategies is necessary for negotiators to reach an agreement smoothly. However, the non-verbal communication plays an important role to some extent in real international business negotiations. This article tends to explore the application of non-verbal strategies in the international business negotiations.
基金Supported by Universities Natural Science Research Project of Jiangsu Province (No. 05KJB510101).
文摘The Quality of Service （QoS） has received more and more attention since QoS becomes increasingly important in the Internet development. Mobile software agents represent a valid alternative to the implementation of strategies for the negotiation. In this paper, a QoS negotiation and renegotiation system architecture based on mobile agents is proposed. The agents perform the task in the whole process. Therefore, such a system can reduce the network load, overcome latency, and avoid frequent exchange information between clients and server. The simulation results show that the proposed system could improve the network resource utility about 10%.
文摘With the growing popularity of intercultural communication, business English Negotiation between China and the United States has also increased. Negotiators will meet many communication barriers of language and culture during the process.If handled improperly, it will affect the outcome of the negotiations and the following cooperation. Thus, a profound understanding of the characteristics of business English negotiations and cultural barriers is indispensible.For different obstacles, summing up the appropriate negotiation strategies can be twice the result with half the effort, which will actively promote business English communication and negotiation.
文摘Different countries have different cultures.Currently,the world is developing quickly in the age of economic globalization.Business contacts among nations get increasingly close,which has brought more and more opportunities to deal with businesses.Actually,international business negotiation is the most important part of international business,meanwhile,cultural differences have many influence on international business negotiation,such as languages,manners,time,thinking,value and attitudes and so on.Analyzing their differences is a good way to find out some effective ways to avoid or mitigate the adverse impacts the cross-cultural elements might produce on international business negotiation.
基金National Natural Science Foundation of China (No. 59990470).
文摘The key problem in the construction of virtual enterprises (VEs) is how toselect appropriate partners. The negotiation-based approach is proposed to support partner selectionin the construction of VEs. The negotiation model is discussed from three main aspectsrespectively, i.e., negotiation protocol, negotiation goal and negotiation decision-making model.And the generic mathematical description of the negotiation model is formally presented. Finally, asimple example is used to validate the approach's availability.
