竞争还是合作?——红黑博弈揭示的商务谈判思维  

Compete or Cooperate?——The Negotiating Logic Revealed by the Red & Black Game

作　　者：曲扬[1] 

机构地区：[1]中央财经大学商学院,北京100081

出　　处：《经济问题》2014年第2期91-94,共4页On Economic Problems

摘　　要：红黑博弈展示了单方利益与双方共同利益的抗衡,商务谈判中如何处理共同利益与己方利益的关系,处处体现红黑博弈的思想。将谈判对方看作是争夺利益的对手还是带来共同利益的合作者,导致谈判者采取两种截然不同的态度和导向,其谈判结果也必然不同。通过分析红黑博弈模型的机理,揭示商务谈判各方微妙的心理和动机,以及对谈判结果的影响,进而阐释商务谈判合作共赢的现代理念。The red and black game illustrated how to balance the interests between the two competitive parties , which existed in the business negotiation as well.Is the one who negotiated with you an enemy fighting for the pie from your hand , or a collaborated partner bringing forth the mutual benefits？How to treat your partner？The differ-ent attitudes toward the problem , the different negotiating results will be.This paper aimed to reveal the subtle differences of the motives of each negotiating party by analyzing the mechanism of the red and black game , to find the effects on the negotiating outcome , and finally , to propose the modern orientation of the negotiation that are co-operation for mutual gain.

关 键 词：博弈 商务谈判 囚徒困境 红黑游戏 

分 类 号：F062.5[经济管理—政治经济学]