合作式谈判研究述评与展望

A Review of the Literature of Cooperative Negotiation and Prospects

合作式谈判为利益各方充分沟通、协力共赢和长期互利提供了稳定的基础。本文系统梳理了三十多年来合作式谈判研究文献的视角、成果和理论,归纳出合作式谈判的研究框架,并在此基础上总结了国际上该领域现有研究模式的不足,即大多数研究被传统的线性、静态的研究模式所主导。本文认为,未来的研究者可以拓展新的研究视野,结合动态视角和关系视角开展谈判中合作机制的研究。

Cooperative negotiation provides a strong foundation for full communication, win-win cooperative efforts and long-term mutual benefits among stakeholders. This paper systematically re- views the perspectives, findings and theories of the literature of cooperative negotiation over recent three decades and induces a research framework of cooperative negotiation. Then it summarizes the shortcoming of current research modes in international academia, namely the majority of studies are led by traditional linear and static research mode. It argues that future researchers can extend new re- search scope and make cooperative mechanism research in negotiations from the dynamic and relation- ship perspectives.