权力对谈判的影响研究综述

谈判情境中的权力被广义的看作影响他人的能力。文章对权力的定义进行了分析，对权力的实验操控进行了总结，并从个体水平和群体水平两方面总结了权力对谈判过程和结果的影响，并指出吸收社会认知研究成果和采用动态互动观点体现了谈判权力研究的趋势。     

浅谈商务谈判的语言艺术

随着我国市场经济的发展和对外开放的不断扩大,特别是加入WTO后,商务谈判起着越来越重要的作用。谈判中语言运用的成功和否,对谈判的进程和结果起着举足轻重的作用。根据商务谈判的语言基本特征,可从谈判中谈判者如何陈述、提问、答复和说服的技巧方面来阐述商务谈判的语言艺术,使商务谈判达到“事半功倍“的效果。     

随机需求时上游段VMI模式利益分配模型研究

当需求随机时,通过比较包含一个制造商与多个供应商的上游段实施VMI前后的收益,首先建立Stackelberg博弈的价格补贴模型,但是该模型中,制造商自身的最大收益与供应链整体最大收益存在矛盾,于是提出基于Nash谈判的收益共享契约,可使供应链整体收益最大,但是当某些成员的谈判实力较弱时,收益却不如价格补贴下的收益。于是以价格补贴下的收益为起点,对供应链的最优收益进行Nash谈判。结果表明:与单独使用价格补贴或者基于Nash谈判的收益共享契约相比,以价格补贴模型下各方收益为起点进行的Nash谈判不仅使供应链整体期望收益最大,供应链各成员的收益也获得了提高。     

弹性需求条件下供应链协作的批发价格机制研究

研究了一类由供应商与分销商组成的两级供应链在弹性需求下的协作机制设计问题.分析了供应商与分销商未进行任何协作时整个供应链的收益情况.在此基础上,对供应商与分销商进行协作时最优订货量与整个供应链的收益进行了分析.研究结果表明双方协作可以提高整个供应链系统的收益,但并不能保证合作各方的收益均会增加.为此,提出了一种基于不对称Nash协商模型的批发价格契约机制来协调合作双方的收益,并进行了数据模拟与综合分析.     

两阶段供应链期权契约协调

鉴于以往文献对现货市场供应链契约研究的不足,引入在现货市场的情况下买方占主导地位时供应链中双方的反应情况,建立Stackelberg博弈模型进行分析,并通过比较买卖双方签订与不签订契约带来的差异,找出期权契约对双方收益情况的影响,以供双方决策时参考.通过算例分析得出契约条件下参数的成立区间及买卖双方利益的增额.     

不确定条件下供应链期权契约风险分担模型

供应链期权契约是应对市场需求不确定性的一种重要途径,然而期权价格又给供应链带来了新的风险。针对供应链期权契约的风险分担问题,提出了根据谈判能力协商确定期权价格从而达到风险分担的方法。在市场不确定条件下,以单个制造商和单个零售商组成的供应链为研究对象,建立了基于谈判能力的供应链期权契约风险分担模型,分析了谈判能力对供应链订购量、生产安排以及期望收益的影响。研究发现,期权契约可以提高供应链各成员的期望收益,随着制造商谈判能力的增强,零售商的订单数量增加,期权数量减少,制造商的谈判能力降低了供应链的总期望收益。通过数值仿真分析,进一步验证了通过谈判分担期权契约风险的有效性,获得了对制定供应链期权价格具有指导意义的研究结论。      

收益共享的供应链协作契约机制研究

建立了由制造商与零售商组成的两级供应链,研究了供应链分散决策与协调决策下的双方收益问题,发现协调决策下整条供应链收益大于分散决策时整个供应链收益,但整条供应链的收益增加并不能保证合作方的收益均能增加,因此需要通过利益协调来激励供应链上的各方积极参与合作.为此,提出了基于收益共享的供应链协作激励机制.通过案例分析验证了这种模型的有效性.     

考虑双边可靠性的物流服务供应链协调契约研究

研究由单个物流集成商和单个功能型物流提供商构成的二级物流服务供应链,考虑双方的可靠性均影响客户物流需求的情况下,针对物流服务供应链的协调问题进行研究。讨论物流服务供应链在分散式决策与集中式决策下的决策情况,指出传统批发价格契约的局限,提出利用考虑双边可靠性的收益共享契约对物流服务供应链进行协调,并讨论协调契约的效果与局限。研究表明:收益共享契约能激励企业双方提升自身的可靠性,使物流服务供应链协调;双方具有的基本可靠性在实施契约前后对各自的利润与协调均有正向积极影响,并且收益共享契约扩大了该积极影响;最后,通过仿真验证了该协调契约的有效性,并对相关参数进行灵敏度分析。     

技术能力水平对IT研发项目外包契约的影响

从企业和研发公司技术能力水平的角度出发,分析双方的技术能力及相应的技术融合风险对制定IT研发外包激励契约的影响。针对信息对称和不对称两种情形,构建基于委托代理的激励模型,通过模型结论分析了技术能力水平对企业收益的影响。结果表明,在信息对称下,研发公司的技术能力水平越高,则研发公司会越努力,企业的技术能力不会影响研发公司的努力水平,此时企业的收益随双方的技术能力水平先增后减;在信息不对称下,企业的技术能力水平越高,研发公司越不愿意努力,而企业的激励程度与双方的技术能力水平成反比,此时企业的期望收益与双方的技术能力水平关系并不明确。      

考虑风险态度和服务溢出效应双渠道供应链下制造商市场策略

考虑由单一制造商和单一零售商构成的两级供应链系统,该系统中存在制造商构建的网络直销渠道和传统零售渠道两种分销模式。研究了考虑服务溢出效应和不考虑服务溢出效应的两种情况下制造商的风险态度对供应链双方市场策略的影响。借助数值分析,探讨了考虑服务溢出效应的情况下,服务溢出效应对供应链双方需求、期望收益和零售商服务水平的影响。研究结果表明,当服务溢出效应在一定范围之内时,服务溢出效应对供应链双方的需求、期望收益和零售商的服务水平具有积极影响。在服务溢出效应和不考虑服务溢出效应的两种情况下,风险规避型的制造商采取的市场策略是不同的。     

以可靠性为中心的维修的经济效益评估模型

以可靠性为中心的维修(Reliability—centered Maintenance,RCM)的经济效益评估模型是国内外首次系统、全面、简单、有效评估核电站维修优化成果的方法。本文从RCM经济效益评估内容和分类着手,详细介绍了分析后取消项目、增加项目显性及隐性经济效益评估模型,并结合大亚湾核电站现状进行了实证应用与分析。     

Price negotiation for capacity sharing in a two-factory environment using genetic algorithm

Uncertain and lumpy demand forces capacity planners to maximize the profit of individual factory by simultaneously taking advantage of outsourcing to and/or being outsourced from its supply chain and even competitors. This study develops a resource-planning model of a large manufacturer with two profit-centered factories. The proposed model enables a collaborative integration for resource and demand sharing which is highly attractive to the high-tech industries against the challenges of short product life cycle, intensive capital investment and decreasing marginal profit. Each of the individual factories applies an economic resource-planning model and a genetic algorithm to improve its objective while purchasing extra capacity requirement from its peer factory or selling extra capacity of resources to the others through a negotiation algorithm. This study makes a contribution in successfully building a mutual negotiation model for a set of customer tasks to be realized by the negotiating parties, each with private information regarding company objectives, cost and price. Experimental results reveal that near-optimal solutions for both of the isolated (a single factory) and negotiation-based (between two factories) environments are obtained.     

存货影响销售量的两阶段供应链的VMI协调

研究在VMI环境下存货影响销售量的单供应商、单零售商的两阶段供应链的协调问题。建立了集中决策下的供应链模型,求出了整体供应链的利润函数;在分散决策下,采用收益共享契约对供应链进行协调,按Stackelberg博弈方式进行建模分析,发现收益共享契约无法协调供应链,即在利益分配上,与供应商相比,零售商获得了更多的供应链收益,而且分散式系统的收益始终低于集中决策下的水平;采用Nash协商对VMI供应链进行协调,完成了供应商和零售商收益的帕累托改进,不仅实现供应链的协调,而且达到了集中决策下的水平,最后通过算例进行了验证。     

Perception differences between buyer and supplier: the effect of agent negotiation styles

This study investigates the effects of individual negotiation styles on a buyer’s stated behaviour and a supplier’s anticipation of the buyer’s behaviours with regard to opportunism and compliance in a multi-echelon production network under different firm-level governance mechanisms. We design a between-subjects matched-scenario experiment to collect data from both sides of a buyer?supplier dyad. We find that agent negotiation styles do exert influences on opportunism but not compliance. Specifically, we find that the effects of firm-level governing mechanisms dominate the effects of individual negotiation styles with regard to compliance, while individual negotiation styles have influence beyond firm-level governing mechanisms with regard to opportunism. Theoretical contributions of our findings to the current literature and managerial implications to practice are discussed.     

Interdependent order allocation in the two-echelon competitive and cooperative supply chain

In this paper, we consider an order allocation problem in a two-echelon supply chain with multiple suppliers and multiple demanders. The orders from the demanders are interdependent in terms of execution sequence. We consider both the competition and cooperation relationships between the suppliers and demanders. We provide formal definition for the order allocation problem and propose a negotiation mechanism which includes a two-stage negotiation protocol and two heuristic negotiation algorithms. Different negotiation strategies are proposed for the demanders and suppliers to resolve the order interdependency and competition conflict. An automated negotiation approach is introduced to implement the negotiation mechanism. The computational experiments show that orders under different supply chain contexts can be allocated with high success rate. We also numerically compare the influence of different negotiation strategies and investigate the interaction of conflict resolutions.     

A hybrid multi-agent negotiation protocol supporting supplier selection for multiple products with synergy effect

Supplier selection is an important problem in supply chain management. In practice, it is common for a purchasing company to procure a bundle of products simultaneously. In this regard, synergy effect could exist between products and hence affect the final choice of suppliers. It is therefore necessary to incorporate the synergy effect between products in supplier selection process. Agent-based negotiation models are applied to automate supplier selection process. Negotiation protocol is an essential component should be considered when building an effective agent negotiation model. The objective of this research is to propose a negotiation protocol special for multi-product supplier selection problem. The negotiation protocol is a hybrid multi-agent protocol of combinatorial procurement auction protocol and multi-bilateral bargaining protocol. The negotiation protocol is able to support the purchasing company and suppliers negotiate on the concrete commitments of multiple products simultaneously, and select suppliers for multiple products. In addition, both the purchasing company and suppliers can express their preferences on the synergy effect between products in negotiation process by adopting the negotiation protocol. Simulation is conducted to demonstrate the effectiveness and efficiency of the negotiation protocol.     

基于TOPSIS算法的双边多议题智能协商

由于协商信息的不完备性以及为了协商双方的联合效用最大,提出了一种基于TOPSIS算法的双边多议题智能协商模型。在协商过程中依据一定的规则进行妥协让步。在保证自身效用的前提下,利用TOPSIS算法搜索出最优的提议发送给对方,从而最大化双方效用。通过算例模拟了该方法并比较了在完备信息与不完备信息两种情形下联合效用的差距,据此验证本方法的有效性。     

基于MAS的敏捷供应链谈判模型

通过分析敏捷供应链的业务流程,建立了一个多Agent的敏捷供应链的谈判模型,并将敏捷供应链双边谈判中买卖双方表示成两个谈判Agent.任选其中买方谈判Agent的状态转换过程抽象为动作规划,并把它形式化为一个模糊自动机.在分析了Agent谈判的过程之后给出了谈判Agent的体系结构,并给出了该谈判模型的应用案例,为建立实用的Agent谈判系统奠定了理论依据.     

An optimisation support for the design of hybrid production lines including assembly and disassembly tasks

The optimisation problems related to the assignment of tasks to workstations in assembly and disassembly lines have been largely discussed in the literature. They are known, respectively, as Assembly Line Balancing and Disassembly Line Balancing Problems. In this study, both types of task performed on the identical product are integrated in a common hybrid production system. Therefore, the logistic process is simplified and disassembly tasks can supply easier the assembly tasks with the required components. The considered production system has the layout of two parallel lines with common workstations. The product flow is conventional in the assembly line and reverse in the disassembly line. The paper provides a new mathematical model for designing such a hybrid system and an approximate approach based on ant colony optimisation for solving large-scale instances. The solution method is tested in a case study. The obtained results are compared with the solution provided by the design of two independent lines. The analysis of the results highlights the potential benefits of the hybrid production system.     

Bid generation and evaluation for MANPro-based real time scheduling

This paper proposes a bid generation and evaluation scheme and an information model for real-time scheduling. It is well known that an agent-based control approach performs according to both the negotiation mechanism itself and the single agent internal strategic policies. Mobile agent-based negotiation process (MANPro), which has been proposed in our previous work, concerns the first issue of the negotiation mechanism. This paper concerns the second issue of the single agent internal strategic policies. It explains how bids are generated and evaluated and how agents obtain mutual agreement in MANPro. First, the generic bid generation and evaluation framework for MANPro-based negotiation is proposed. Then, the generic framework is applied to a real-time scheduling system for a distributed shop floor control system (SFCS).