Conflicting social motives in negotiating groups.

Negotiators' social motives (cooperative vs. individualistic) influence their strategic behaviors. In this study, the authors used multilevel modeling and analyses of strategy sequences to test hypotheses regarding how negotiators' social motives and the composition of the group influence group members' negotiation strategies. Four-person groups negotiating a 5-issue mixed-motive decision-making task were videotaped, and the tapes were transcribed and coded. Group composition included 2 homogeneous conditions (all cooperators and all individualists) and 3 heterogeneous conditions (3 cooperators and 1 individualist, 2 cooperators and 2 individualists, 1 cooperator and 3 individualists). Results showed that cooperative negotiators adjusted their use of integrative and distributive strategies in response to the social-motive composition of the group, but individualistic negotiators did not. Results from analyses of strategy sequences showed that cooperators responded more systematically to others' behaviors than did individualists. They also redirected the negotiation depending on group composition. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

The role of the self-concept and the social context in determining the behavior of power holders: Self-construal in intergroup versus dyadic dispute resolution negotiations.

In this work, the authors explored how a person's view of himself or herself might determine his or her use of power in a complex dispute resolution negotiation. In 3 studies of asymmetric power in negotiations, the authors demonstrated that the impact of power on motivation and behavior is moderated by both a person's self-view and the social context. In Study 1, the results revealed that in a one-on-one dispute, powerful individuals primed to hold an interdependent (as opposed to independent) self-construal are more generous in resolving their disputes with low-powered opponents. Study 2 replicated this finding but revealed a different pattern in intergroup disputes, in which powerful interdependent teams of negotiators are actually less generous than are independent teams. Study 3 provided a conceptual replication of Study 2, with the use of chronic measures of self-construal and self-reported measures of behavior. Results suggest that an interdependent self-construal may lead to a more benevolent use of power in dyadic conflicts but more exploitive uses of power in intergroup conflicts. Implications for the understanding of power and self-construal are discussed. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

私营企业劳资关系及协调机制的法律规制研究

随着私营企业劳资关系的增加,凸显出我国私营企业劳资关系协调机制存在的诸多问题,针对私营企业劳资关系协调机制存在的问题,借鉴国外先进经验,提出了我国完善私营企业劳资关系协调机制的法律措施。重点对如何解决私企工会的人财独立问题及雇主组织的缺位问题提出了改革措施,并结合集体谈判的成功经验构建了适合我国私企特点的行业或区域性集体谈判制度及劳动基准法定谈判模式。     

Disconnecting outcomes and evaluations: The role of negotiator focus.

Three experiments explored the role of negotiator focus in disconnecting negotiated outcomes and evaluations. Negotiators who focused on their target prices, the ideal outcome they could obtain, achieved objectively superior outcomes compared with negotiators who focused on their lower bound (e.g., reservation price). Those negotiators who focused on their targets, however, were less satisfied with their objectively superior outcomes. In the final experiment, when negotiators were reminded of their lower bound after the negotiation, the satisfaction of those negotiators who had focused on their target prices was increased, with outcomes and evaluations becoming connected rather than disconnected. The possible negative effects of setting high goals and the temporal dimensions of the disconnection and reconnection between outcomes and evaluations are discussed. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

市场营销专业教学资源库《商务谈判》课程教学设计

运用行动导向和谈判工作流程进行《商务谈判》课程教学设计,通过商务谈判课程目标定位、课程内容整体安排、单元设计与综合实训教学方法过程四个方面来完成,按照商务谈判实际的工作流程、单元设计调用丰富的资源和典型的模拟谈判竞赛工作任务来设计,改变过去填鸭式单纯理论知识教学方法的缺陷,提高学生驾驭知识、运用知识和丰富发展知识的能力,做到学中做、做中学相结合,提高学生的实践技能。     

时变条件下高堆石坝施工度汛协商演化模型

高堆石坝填筑施工过程以其挡水和过水的特点被广泛应用于施工度汛中。施工洪水和大坝的填筑进度直接影响中后期导流方案的选择，同时也影响施工度汛中不同利益干系人的行为决策，而方案的决策结果也影响着下一阶段的填筑高程及进度安排。本文通过高堆石坝度汛坝体挡水高程与施工洪水随机性描述了施工度汛的时变风险，结合决策者风险偏好及利益导向，引入施工方与业主方在不同度汛方案下的效益函数，运用微分对策理论建立时变条件下的高堆石坝施工度汛协商演化模型，确定其最优协商解及演化路径。实例计算结果验证该演化模型与实际工程结果符合良好，对高堆石坝度汛风险决策效率的提高具有借鉴意义。     

基于可信敏感度的网格信任协商策略及其应用分析

本文将证书敏感度和实体声誉相结合,提出基于可信敏感度的信任协商策略来避免敏感信息的披露;引入协商第三方来解决循环依赖策略,提高服务成功率.最后分析了策略的计算和通信开销,在NUPT网格平台的测试结果证实了该策略性能令人满意.     

治理视角下跨省流域生态补偿协商机制构建——以新安江流域为例

跨省(自治区、直辖市)流域生态补偿,由于涉及不同的省级行政区和复杂的利益关系协调,无论是开展实际试点还是理论探讨,都具有重要的意义。以财政部与环保部牵头、跨越皖浙两省的全国首个跨省的新安江流域生态补偿机制试点为例,介绍了跨省流域生态补偿的制度与规则设计、各治理主体的协商沟通平台搭建、补偿标准、运作模式,分析了新安江流域生态补偿实施过程中存在的问题。研究认为:新安江流域生态补偿模式取得了一定的效益,但仍然需从流域资源产权、组织体制、法律法规和公众参与等方面对现有的合作模式进行系统化的完善。     

Resolving crises through automated bilateral negotiations

We describe the development of an automated agent that can negotiate efficiently with people in crises. The environment is characterized by two negotiators, time constraints, deadlines, full information, and the possibility of opting out. The agent can play either role, with communications via a pre-defined language. The model used in constructing the agent is based on a formal analysis of the crises scenario using game-theoretic methods and heuristics for bargaining. The agent receives messages sent by its opponent, analyzes them and responds. It also initiates discussion on one or more parameters of an agreement. Experimental results of simulations of a fishing dispute between Canada and Spain indicate that the agent played at least as well as, and in the case of Spain, significantly better than a human player.