成功合作性谈判的影响因素研究  

The Research of Factors Affecting the Cooperative Negotiation

作　　者：李林[1] 井润田[1] 

机构地区：[1]电子科技大学管理学院,四川成都610054

出　　处：《华东经济管理》2004年第5期121-123,共3页East China Economic Management

基　　金：国家自然科学基金项目(79900022)

摘　　要：由于合作性谈判不仅最有利于达成双赢的结果,最可能最大化整体利益,而且有助于各方建立长期合作伙伴关系,国外的许多学者致力于研究影响合作性谈判的各种因素;本文的目的就是归纳总结对合作性谈判的成功产生影响的各种因素,并提出一些促成合作谈判的建议。Due to the cooperative negotiation not only benefits to achieve a win-win outcome ,maximum the whole advantage,but also helps to to build a long-term cooperative ralationship.Many foreign scholors are devoted to studying factors which might influence the cooperative negotiation.The aim of this study is to generalize those factors which have influence on cooperative negotiation,and give some suggestions which is contributed to carrying out cooperative negotiation.

关 键 词：合作性谈判 相互因素 谈判背景 

分 类 号：F27[经济管理—企业管理]