谈判过程合作关系的研究

合作关系与经济收益对谈判过程而言是同等重要的,但对于合作关系的研究却不多。文章在社会动力学研究结论的基础上,对谈判活动中合作关系的产生、表现及其重要性质进行了分析。研究结论表明,合作关系是在时间上可累加的,在人际间是不可比的,同时又可划分为认同、信任、承诺和依赖四个层次。

Studies on Cooperation-ship of Negotiation Process

Cooperation is the same important to negotiation process as well as economic return, but it gained very poor research. Based on the studies of social dynamics, the origin and conduct of cooperation with its important feathers during negotiation is studies. As the conclusion of study, we can see that: cooperation is accumulative by time, it is not comparable between people, and it can by classified into recognization, trust, commitment and dependen ce these four levels.