从博弈论看商务谈判僵局的本质和处理

On Handling the Deadlock in Business Negotiation

商务谈判中的僵局是谈判双方都不愿看到但又不得不面对的难题。只有了解了商务谈判僵局产生的本质才能够更好地处理好谈判中的僵局。从博弈论的角度,对商务谈判僵局的本质进行了分析,指出在挖掘共同利益的过程中既可以寻求到瓜分共同利益的有效途径,又可寻找到共同利益与个体利益实现的最佳结合点。

Deadlock is a dfficult situation confronted with the both parties of business negotiation. The knowledge of the essence of it can help handle it in practice. Based on game theory, this paper presents an analysis on it and concludes that in course of pursuing the common interest, both parties can find the effective ways of achieving common interest and the best combination of common interest with individual interest.