谈判实力理论视角:论高职校长校企合作谈判力提升

The Discussion on the Improvement of School-enterprise Cooperation Negotiating Power of Higher Vocational School Principals from the Perspective of Negotiating Strength Theory

谈判实力是指谈判双方在谈判过程中表现出的谈判力,也是影响合作效果的重要因素。作为高职院校的核心谈判主体,高职校长的谈判力在校企合作中发挥着重要作用。基于谈判实力理论审视高职校长在校企合作谈判中谈判力不足问题,发现其主要表现为校长谈判能力亟待提升、学校对企业需求的满足程度不高以及谈判的外部环境支持不够等,并提出强化高职校长谈判能力、满足企业方相关需求以及优化谈判外部环境是提升高职校长校企合作谈判力的重要路径。

Negotiating strength refers to the negotiating power shown by both sides in the process of negotiation, which is also an important factor affecting the effect of cooperation. As the core negotiating body of higher vocational colleges, the negotiating power of higher vocational principals plays an important role in school-enterprise cooperation. Based on the theory of negotiation strength, this paper examines the lack of negotiating power of higher vocational school principals in school-enterprise cooperation negotiations, and finds that it is mainly reflected in the urgent need to improve the negotiating ability of principals, the low degree of school’s satisfaction of the needs of enterprises and the insufficient support from the external environment of negotiations. It is also suggested that strengthening the negotiation ability of higher vocational presidents, satisfying the relevant needs of enterprises and optimizing the external negotiation environment are important ways to improve the negotiation ability of higher vocational presidents in school-enterprise cooperation.