转化理论视角下国际商务谈判冲突的化解策略——以美日汽车贸易谈判为例  

Strategies for Resolving Conflicts in International Business Negotiations from the Perspective of Transformation Theory--Taking the US Japan Automotive Trade Negotiations as an Example

作　　者：魏晓敏 杨俊凯 Wei Xiaomin;Yang Junkai(International Business School,South China Normal University,Guangzhou 510631;the Pearl River West Bank Development Research Center,South China Normal University,Guangzhou 510631)

机构地区：[1]华南师范大学国际商学院 [2]华南师范大学珠江西岸发展研究中心,广州510631

出　　处：《北方经贸》2024年第3期27-30,共4页Northern Economy and Trade

基　　金：广东省社会科学规划学科共建项目(GD18XGL48);佛山市高等教育高层次人才项目(81031927)。

摘　　要：作为国际贸易中的重要一环,国际商务谈判不仅体现合作,也包括着对立与冲突,因此,研究国际商务谈判冲突化解策略具有现实意义。本文基于路易士·克里斯伯格(Louis Kriesberg)转化理论的视角,详细分析美日汽车及其零部件贸易谈判中的冲突转化过程,探究转化理论在国际商务谈判中的应用情形,提出国际商务谈判冲突化解中试探态度、公开行动、达成协议、实施监督这四个阶段中的谈判策略,以期为面对国际贸易争端的各方积极化解冲突提供了重要启示。As an important part of international trade,international business negotiation not only reflects cooperation,but also includes opposition and conflict.Therefore,it is of practical significance to study conflict resolution strategies of international business negotiation.Based on Louis Kriesberg's transformation theory,this paper analyzes in detail the process of conflict transformation in US-Japan trade negotiations on automobiles and their parts,and explores the application of transformation theory in international business negotiations.This paper puts forward the negotiation strategies in the four stages of resolving the conflict of international business negotiations:exploratory attitude,public action,agreement and implementation supervision,which provides important enlightenment for the parties facing international trade disputes to actively resolve the conflict.

关 键 词：转化理论 国际商务谈判 冲突化解策略 美日汽车贸易 

分 类 号：F715.4[经济管理—产业经济]