博弈论视角下双赢原则在商务谈判中的应用——以YQDZ公司合资经营谈判为例  

The application of win-win principle in business negotiations from the perspective of game theory——Taking YQDZ Company's Joint Venture Negotiation as an Example

作　　者：袁毅[1] 杨俊凯[1] Yuan Yi;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10期121-124,共4页Northern Economy and Trade

摘　　要：国际商务谈判,是指国际商务活动中不同的商事主体为了追求共同的商业利益,达成一致的商业目标,针对商务活动的具体事项进行协商的过程,并在国际经济、贸易和投资等活动中发挥了重要的作用。在博弈论的视角下,以YQDZ公司合资经营谈判为例,针对对本案例中谈判双方YQ公司和DZ公司的博弈情形,深入解析双方的利益关注点与矛盾冲突点,进一步研究双赢原则在国际商务谈判中的应用,从而得出在国际商务谈判活动中,谈判双方应当如何寻求利益的共同点,应当采取何种策略来协调谈判双方的利益关系,排除各种分歧的干扰,达成国际商务谈判双赢的结果,以期为参与国际商务谈判的相关人员提供一定的参考与借鉴,亦为国际商务谈判的实际开展提供理论支撑。International business negotiation refers to the process of negotiation between two parties on the conditions of business activities in order to pursue common business interests and achieve common goals.International business negotiation is a key link that plays an important role in international economic,trade and investment activities.This paper studies the win-win principle applied by YQ company in the YQDZ joint venture negotiation case from the perspective of game theory.It draws the conclusion that how to seek common interests and what strategies the negotiating parties should adopt to deal with the distribution of interests between the negotiating parties in the international business negotiation activities to achieve a win-win situation.This paper also provides a reference for those involved in international business negotiation and provides theoretical support for the practical business negotiation activities.

关 键 词：国际商务谈判 博弈论 囚徒困境模型 双赢原则 

分 类 号：F2[经济管理—国民经济]