合作博弈Shapley值法在国际商务谈判中的应用

Application Shapley Value Method of Cooperative Game in International Business Negotiation

在产业链发展优势主导竞争格局的背景下,国际商务谈判不再只是两个买卖双方间的谈判,而是各自所属产业链主体间的谈判,其结果也体现着各自掌控的产业链资源禀赋差异,由此一来,国际商务谈判也从双边谈判转化为了多边谈判,从两人博弈转化为了多人联盟博弈。各主体在联盟中的边际贡献决定了国际商务谈判的地位和能力,合作博弈Shapley值为国际商务谈判联盟博弈提供了较好的理论参考。Shapley值方法下,随着资产专用性投资增加,产业链资源整合趋势明显,联盟谈判将取代双边谈判;谈判的模式将从一对一转为多对一或多对多,从竞争式谈判转为合作式谈判;谈判的核心将从利益分配转为价值创造;谈判的筹码将从低成本战略转为创造新价值战略。

With the development of the industrial chain advantage competition pattern,international business negotiation is no longer the negotiations between the two parties,and it is competition of the industry chain resource endowment differences. As a result, the international business negotiation is changed from the bilateral negotiations to a multilateral negotiations.The marginal contribution to the alliance determines the negotiation status and capability. Shapley Value of cooperative games theory provides a good reference for the alliance of international business negotiation. With the integration of the special asset investment and the increase of industry chain resources,the core of the negotiations would be turned from the distribution of interests to the creation of value,from the low cost strategy of bargaining to that of creating new values.