双层博弈视角下国际商务谈判进攻策略研究——以美日半导体谈判为例  

Research on Offensive Strategies in International Business Negotiations from the Perspective of Double Layer Game Theory——Taking the US Japan Semiconductor Negotiation as an Example

作　　者：宁勤阳 杨俊凯[1] Ning Qinyang;Yang Junkai(South China Normal University,Guangzhou 510631)

机构地区：[1]华南师范大学,广州510631

出　　处：《北方经贸》2023年第9期132-135,共4页Northern Economy and Trade

摘　　要：国际商务谈判是国际商务往来中的重要环节,关系着国家、企业的利益得失。而进攻策略是国际商务谈判中常用的策略之一,对获取谈判主动权,实现自身利益最大化有着重要作用。此外,国际商务谈判是一个同时涉及国内博弈和国际博弈的双层博弈过程。因此,文章基于双层博弈视角,结合美日半导体谈判案例,对案例中使用的国际商务谈判进攻策略进行研究,并得出以下结论:在国际商务谈判中,要充分考虑国内利益和国际利益的双层博弈,在统一国内利益集团战线的基础上,综合使用多种进攻策略,谋取谈判主动权,促成谈判达成。International business negotiation is an important link in international business exchanges,which is related to the interests of countries and enterprises.The offensive strategy is one of the common strategies in international business negotiations,which plays an important role in obtaining the initiative in negotiations and maximizing their own interests.In addition,international business negotiation is a two-level game process involving both domestic game and international game.Therefore,based on the two-level game perspective and combined with the Us-japan Semiconductor negotiation,this paper studies the offensive strategy of international business negotiation used in the case and draws the following conclusions:In international business negotiations,the two-level game of domestic and international interests should be fully considered.On the basis of unifying the front of domestic interest groups,a variety of offensive strategies should be used comprehensively to seek the initiative in negotiations and promote the conclusion of negotiations.

关 键 词：国际商务谈判 进攻策略 双层博弈规则 

分 类 号：F742[经济管理—国际贸易]