国贸经济管理类毕业论文-国际商务谈判过程的博弈分析

?EGJOkAvot5Jk-ztMBoiE7K_)kioE_ykxcY+kwG+kiE7K(4)ioR_Bk(4)=cioi(4)kN5S+iwG4+ig(4)%oekv_%F “1”y_(4)kw|uV_Uoek*+(4) ,MiE46HJH|oKKdBL i(4)%(4)?CR4WFJ0JA- 2 -AbstractWith the rapid development of globalization, international businesscommunication becomes more and more frequent events. Thus, the InternationalBusiness Negotiation has become a very important component in the worldtransaction. Negotiation is a processing of the parties involved to achieve theirown commercial purposes, i.e. to ensure a maximum benefit for theirown. Duringthe negotiation, both sides make decision separately, but they have to consider thestrategies may adopt by the opponent so as to adjust their own strategies. Thenegotiation processing is, in essence, a game of two-parties or multi-parties.This thesis starts from the price negotiation of international businessnegotiations by using the thought of Game Theory. Firstly, it analyzes the naturesof the international business negotiation. Then it draws out the basic assumptionsof a typical international business negotiation and according to that, constructs theGame Model of international business negotiation process. Followed by that,Game solutions are discussed in the case of fixed “1” share and added expectedprice by using the thought of Rubinstein Alternating Offers Model. In the case ofadded payment terms, Game solutions are expected by using the efficiency theory.Finally, via the game solutions discussed above, this thesis is going to recommendsome strategies for the negotiators to strive for more profits.K Key WordsL International Business Negotiation; Negotiation Processing; Game Model;Game Solution?CR4WFJ0JA- 3 - 1 E0 . - 4 -2 -LuvB8T8,WCX . - 4 -2.1 -LuvB8T_MM&,8 .- 5 -2.2 -LuvB8T_1,8 .- 5 -2.3 -LuvB8T_=v5,8 .- 5 -2.4 -LuvB8T_G=,8 .- 5 -3 -LuvB8T,8E0; . - 5 -3.1 -LuvB8TE0;,wA .- 5 -3.2 -LuvB8TE0;,8 Q .- 6 -4 -LuvB8TE0;,8 . - 7 -4.1 * Q8 .- 7 -4.2 08 Q8 .- 8 -4.3 _&,B8T.D0 .- 11 -5 1+*A5A . - 13 -5.1 .A3P .- 13 -5.2 8*6B8T,H .- 14 -5.3 F971.1 .- 15 -5.4 !0OL .- 16 -5.5 G?&B, G .- 17 -5.6 8*6Y+X!n0jE0NG-7-O,A6E-0EFO,-.D08A+X,165$JCv8A#58,1-LuvB8T-F.D0,MhJv9+X8A6-LuvB8T1+,.D0X-LuvB8T!.-Luvl8*6G+X4/#F9+X9Y,ACW1)84Cj1J-Lu1G-9G?,?y!l_B8Tj,V&6-LuvB8T,lB8TG6Y+X8A.A#6-LuvB8TE0;r-LuvlB8TAB8T,01+2 -LuvB8T8,WCX-LuvB8T_0N-Luv,8JB8T,G-_Cv_8=1-LuvB8T!_FJE1r8B8T6|F651|=|,jJ6N,J!Q_0Z1,E0;2.3 -LuvB8T_=v5,8X08,vB8T7-FJE0B3),CRCtH(B8T7(1yA),?o*,l),4l6|UlF8,=f6|_xF_Z5,82.4 -LuvB8T_G=,8G=8_78,J!Q=F|p,8E0;XWG6-LuvB8TY,-(65=63|,k,6,B8TvAFG631y1y?AXwAL8B8TFG86-G,a-LuvB8TD,E0;F|6wA 4,?yX-LuvB8T97-9?yF|wA 5 MhG?_*08A Q,*.pF_j8A.D0,165|j_4#*6W*,=_*6F/nJ?&* 1FXAAA0!Q18,=63|L SV 9 X kLf!,|L SV j F BXZ8E0;,|L BV j F AX1 k( n,1k )8 S,f,j SU B,f,j BU 8#!A1 Robert J. Aumann,1992: Handbook of Game Theory , Elsevier Science Publishers, PREFACE.f65JX P jL$Sally X198A_&,B8T+Xx+X,2467-,w&4.1 * Q8B8Tw.F),l4FxB8T,E0;-;_60ZW?,Fx,f,j nS/ X nB/ (1-X) S/ B/ 6/j S B,Cd) 0M,Lf!EIf,?/jEA)G-9jJ,1y1yiX /j+ap i*,f,6,w0Z8,E0;_ S*,Fx) BB$5SX ,_ B/ BX F/jj 1- SX = B/ BX 1 Bk_A?r6 BSS GGG 11 ,-NFx6+-N1yF65W BSS GGG 11/ B ,6A60wlL$,3+XG6A3kf,j “1,wANOl ZF|A6wl PX08;!Z-LuvB8TG-?#8|AAX)+O#kXF|-LuvB8TG-)l P 90ZNO SZ BZ a_4,*6 BS ZZ ! ,BC#E9 BS ZZ d ,&IC97-EAAACE,XE#q*,89=,a_B$ S BG-=.F),NOl,.l S A BZ =jL$ a b:,w063B E#q* S x* 1SP B F9F655 B,BFx85 S ,f,j QSZ1SP B,f,j QB 1SPZ BF95Fx8F1Lf!X1Lf!+a B* 1BP +a S F9F655I S ,f,j QSZ1BS P/ B ,f,j QB 1BB P/ Z S 5Fx8F19Lf!=-$8#1n Lf!1 n Lf!,f,_B1X1 n-1 Lf!5* n jI+a SX n-1Lf! 1-nSP BI S,f,j QSZ1-nS1-nS P/ B ,f,j QB 1-nS1-nB P/ Z B 5Fx,f,G-j 0 njwI+a B X1 n-1 Lf! 1-nBP S I S ,f,j QSZ1-nB1-nS P/ B,f,j QB 1-nB1-nB P/ Z S5I,f,wj 0F0E0;+a84./j;. 2 -LuvB8T,84.jA1:,ATLf!8j+XF6A4#r S x*,TLf!8x-;1Lf! S,F9wA10Lf! BF95) S B$F_0,jJ5,Bx=p? 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