A Brief Study of the Potential Problems in Cross-cultural Business Negotiations and Recommendations for Chinese Negotiators

Globalization has become a hot topic in the world economy realm.As international trade booms worldwide,especially in China,it requires negotiators despite their genders,regions,ethics or ages to sit together around the table and achieve their goals.Various problems do occur in this process.This paper is going to study the potential problems in cross-culture business ne gotiations and put forward some workable suggestions and recommendations for Chinese negotiators with the view to clearing the situation up.

CIIS President Meets with UN General Assembly Co-Chairs of Intergovernmental Negotiations on Security Council Reform

On February 28,CIIS President Chen Bo,along with scholars in relevant fields,met with Co-chairs of the Intergovernmental Negotiations on the United Nations Security Council Reform of the 78th session of the UN General Assembly,Permanent Representative of Kuwait to the UN Tareq M.A.M.Albanai and Permanent Representative of Austria to the UN Alexander Marschik.

国家医保谈判对公立医院抗肿瘤药物采购费用、数量及结构的影响:以EGFR-TKI靶向药物为例

目的分析国家医保药品目录准入谈判(以下简称“国谈”)政策对某省公立三级医院非小细胞肺癌EGFRTKI靶向药物采购费用、数量及结构的影响,为相关政策制定提供依据。方法收集2018年1月—2020年12月某省公立三级医院EGFR-TKI靶向药物每月采购数据,利用中断时间序列模型分析采购费用、数量、药品结构及日均费用的变化趋势。结果阿法替尼、奥希替尼、吉非替尼、埃克替尼、厄洛替尼5种EGFR-TKI靶向药物总体采购量及费用以稳定为主,2018年国谈准入品种采购量及费用上升。5种EGFR-TKI靶向药物药品结构变化明显,呈即刻上升趋势;各品种日均费用出现不同程度的下降。结论国谈政策的实施增加了靶向药物的使用,国谈准入药物品种逐步进入临床,患者的用药负担进一步减轻。

基于史密斯政策执行过程模型的国家医保药品目录准入谈判罕见病药品落地问题及路径研究

目的基于史密斯政策执行过程模型的国家医保药品目录准入谈判(以下简称“国谈”)罕见病药品落地的关键和难点,探索罕见病药品在进入国家基本医疗保险和工伤保险药品目录后政策实施过程中存在的问题并提出对策建议。方法通过文献复习和政策梳理、专家访谈、焦点小组访谈收集资料,结合史密斯政策执行过程模型的理论框架从多角度探索国谈罕见病药品政策执行情况的现状、问题以及解决方案。结果目前我国罕见病药品行业管理尚处于初级阶段;医疗服务提供方在意识、管理等方面仍存在不足;罕见病药品保障渠道有待优化,医疗保险支付机制尚不完善。结论建议进一步加强行业管理,提升罕见病用药保障;加强医疗服务提供方能力建设,取消罕见病用药考核限制;畅通罕见病用药保障渠道,完善医疗保险支付机制。

Interviewing on Sensitive Issues: Negotiating new Identities in a Collectively Traumatized Society

In this article I aim to highlight the question how to negotiate and reconstruct new identities among previously perpetuator groups in the trauma zones by looking at a specific case example,Bosnia-Herzegovina(BiH)and Bosnian Serbs.After the end of the Bosnian war(1992-1995)through Dayton Peace Accord,Bosnian Serbs have been started to be classified as the perpetuator group of the war.However,both Bosniaks,the main victim ethnic group of the war,and Bosnian Serbs have also started to draw the borders of Serbness into different boundaries,such as moral and religious ones.In this study I employed the method of(online)in-depth interviewing with my Bosniak and Bosnian Serb participants to underline and display which components and experiences have been shaping Bosnian Serbness since the end of the war.After the analysis of my interviews,one could argue that burden of guilt and burden of loss might have caused re-imagination of Bosnian Serbness as today’s victims.Furthermore,according to the main pattern I detected among the testimonies of my participants,one could also argue that exclusion of Bosnian Serbs due to their ethnicity from everyday tasks or rituals makes their another supreme identity much more visible:they are Christian Orthodoxies of Bosnia now.

长江流域跨界水污染防治协商机制的构建探讨(英文)

In order to construct cooperation platform for the treatment of water pollution in Changjiang River,thoughts and revolution were performed from both central government and regional area two aspects.From the national level,Changjiang region water resources management cooperation counsel committee was constructed as the national cooperation platform;from the regional level,Changjiang region water resources management cooperation counsel committee was constructed as the platform of Changjiang cooperation platform.The two platforms built fine interaction mechanism to deal with the national water management and Changjiang regional water management.

国际商务谈判中原则式谈判的应用

原则谈判法（principled negotiation）自1981年被原美国哈佛法学院的罗杰·费舍尔教授和哈佛大学谈判项目发起人威廉·尤里两位在其合作著作《毫不退让地赢得谈判》中提出以来,很快在国际上成为处理纠纷、化解矛盾而进行谈判的重要指导原则。随着我国经济的快速发展,各种国际商务活动的范围逐步扩大,各类商务活动对谈判技巧的要求进一步增多。

USB On-The-Go工作原理分析和应用研究

U SB( U niversal Serial Bus)经过了 9年发展 ,已经得到了市场的认可 ,其传输速度达到了最大 480 Mb/s的惊人地步 ,而 USB OTG ( On The Go)的推出更是鼓舞人心 ,其双重角色的强大功能可以使 U SB设备摆脱对 PC的完全依赖。 USB OTG是 U SB 2 .0规范的补充 ,他使外设可以在无主机参与的情况下直接互连进行通信工程。本文简单介绍了 U SB OTG的工作原理 ,并分析了现在 U SB OTG的应用情况 ,重点针对数码相机伴侣存在的问题 。

电子票据对我国票据法的冲击和影响

近年来,我国网络银行业务发展很快,许多商业银行都建立起了内部电子支付清算网络,且这一发展趋势日益迅猛。相对于网络银行的发展,现行的《票据法》等金融法规还没有将这一新的业务空间纳入范畴加以规定。主要表现在:银行与客户之间的交易不能建立在法律的框架之内,电子化交易的基础法制基本处于"空白"状态;网上银行交易的无纸化和瞬时性的特点,决定了网上银行业务的经营风险远远高于传统业务的风险,必须尽快加以立法规范。笔者试图从电子票据的概念、电子票据的特性与运行结构、电子票据对票据法的影响及未来电子票据流通规则主要内容等方面阐述电子票据对我国现行票据法的冲击和影响。

Cultural Barriers to International Business Negotiations

Studies in international business negotiation acquire unprecedented significance,as globalization closely connects various business fields into a dynamic whole.Cultural factors play a vital role in international business negotiation.This paper begins with a brief introduction to business negotiation,international business negotiation and significance of cultural barriers to international business negotiation.It then explores two fundamental cultural differences of China and western countries:value differences and thinking-pattern differences,which pose cultural barriers.The author then puts forward three strategies to help remove the cultural barriers and achieve successful negotiations.

Proxemic Communication and Negotiation

Communication is not just verbal. This paper concentrates on the three areas of nonverbal communication that will most likely affect contract negotiations, that is proxemic communication, using available space, distance form or proximity to other people, and territorial control. Based on this, the paper tends to provide certain strategies to promote the negotiation.

Factors of Success in International Business Negotiations

The success of international business relationships depends on effective business negotiations. Negotiators need to be well prepared. Understanding how to achieve international business negotiation outcomes and the factors relevant to the process will allow negotiators to be more successful.

The Application of Non-verbal Communication Strategies in International Business Negotiations

As the economic globalization deepens, trades among nations are steadily increasing. Therefore, the international business negotiations become more and more significant. In the process of negotiations, the application of appropriate strategies is necessary for negotiators to reach an agreement smoothly. However, the non-verbal communication plays an important role to some extent in real international business negotiations. This article tends to explore the application of non-verbal strategies in the international business negotiations.

基于利益相关者分析的国家谈判药品“双通道”政策落地症结与对策研究

目的从利益相关者角度分析国家谈判药品“双通道”政策落地的动力及风险因素,为打通政策落地的最后环节提出政策建议。方法从药品目录、药店遴选、医疗保险经办、使用监管维度梳理各省(自治区、直辖市)“双通道”实施方案,结合文献分析和利益相关者访谈,从医疗保障部门、卫生健康行政部门、医疗机构、药品生产企业、药店5方角度分析政策落地的激励和风险因素。结果各省(自治区、直辖市)基本已发文落实建立“双通道”管理机制。该政策有利于医疗保障部门实现药品供应保障多元化,但基金控费风险、协议管理、医疗机构年度医疗保险总额调整等面临更大压力;有助于卫生健康部门实现医药分开,但政策协同性、医疗费用控制等面临更高要求;有利于缓解医院的药品配备和医疗服务压力,但增加了用药安全风险和管理难度,若外配处方不纳入总额预算,可缓解控费压力,否则不利于处方外流;有利于药店增加药品配备,扩大整体市场份额并向“双通道”药房集中,但加价空间减少,信息化、人员配备、药品管理、审核管理压力增大。同时,公众和医疗机构不信任依然存在。结论“双通道”政策的落地需要多方协同发力,采购与需求匹配,完善药品遴选和配备供应;政府与行业合力,优化“双通道”药房管理;药房与医院衔接,规范处方流转和药品使用;医疗保险和医疗协同,强化基金和药品使用监管。

Cultural Differences in International Business Negotiation

Different countries have different cultures.Currently,the world is developing quickly in the age of economic globalization.Business contacts among nations get increasingly close,which has brought more and more opportunities to deal with businesses.Actually,international business negotiation is the most important part of international business,meanwhile,cultural differences have many influence on international business negotiation,such as languages,manners,time,thinking,value and attitudes and so on.Analyzing their differences is a good way to find out some effective ways to avoid or mitigate the adverse impacts the cross-cultural elements might produce on international business negotiation.

RESEARCH ON NEGOTIATION-BASED PARTNER SELECTION APPROACH

The key problem in the construction of virtual enterprises (VEs) is how toselect appropriate partners. The negotiation-based approach is proposed to support partner selectionin the construction of VEs. The negotiation model is discussed from three main aspectsrespectively, i.e., negotiation protocol, negotiation goal and negotiation decision-making model.And the generic mathematical description of the negotiation model is formally presented. Finally, asimple example is used to validate the approach's availability.

New E-Commerce Model Based on Multi-Agent Automated Negotiation

A new multi-agent automated negotiation model is developed and evaluated, in which two competitive agents, such as the buyer and seller, have firm deadlines and incomplete information about each other. The negotiation is multi-dimensional in different cases. The model is discussed in 6 kinds of cases with different price strategies, warrantee strategies and time strategies. The model improves the model of Wooldridge and that of Sycara to a certain extent. In all possible situations, the optimal negotiation strategy is analyzed and presented, and an e-commerce model based on multi-agent automated negotiation model is also illustrated for the e-commerce application in the future.

Modeling China's offshore production sharing contracts using meta analysis

Production sharing contracts have been used in the development of China’s offshore petroleum resources since 1982, but the mechanism in which the fiscal terms impact project economics is complicated and not well understood. The purpose of this paper is to model China’s offshore production sharing contracts using a probabilistic approach. Cash flows and economic indicators are used for a typical offshore oilfield development, and meta-models are constructed to analyze the basic features of the fiscal system. Applications of the models in contract negotiation are discussed.

Collaborative supply chain planning under dynamic lot sizing costs with capacity decision

Studies show that supply chain cooperation improves supply chain performance. However, it remains a challenge to develop and implement the realistic supply chain cooperation scheme. We investigate a two-echelon supply chain planning problem with capacity acquisition decision under asymmetric cost and demand information. A simple negotiation-based coordination mechanism is developed to synchronize production/order strategies of a supplier and a buyer. The coordination scheme shows how the supplier and the buyer modify their production and order policy in order to find a joint economic lot sizing plan, which saves the overall supply chain cost. The allocation of the cooperation benefit is determined by negotiation. Due to the complexity of the multiple periods, multiple level supply chain lot sizing with capacity decision, a heuristic algorithm is developed to find coordination solutions. Finally, the results of the numerical study indicate the performance of supply chain coordination scheme.

Metropolitan Pollution Reduction by Intelligent Negotiation

This paper discusses the issue of pollution reduction in metropolises by means of intelligent negotiation in multi-agent systems. For situations of complete information, it gives a stochastic hill-climbing search algorithm for computing the pollution-reduction solutions; For situations of incomplete information, it puts forward a genetic algorithm for computing the best solutions for every plants subjectively and proposes market-mechanism-based algorithm for computing the emission-redistribution solutions objectively. Key words intelligent negotiation - game theory - pollution reduction - genetic algorithm CLC number TP 391.1 Foundation item: Supported by the National 863 Project (2002AA134020-04)Biography: HAN Wei (1975-) male, Ph.D. candidate, research direction: MAS and Electronic Commercial.