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 busin...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.展开更多
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, distan...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.展开更多
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...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.展开更多
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 opportu...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.展开更多
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...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.展开更多
In order to enhance the efficiency in bilateral multi-issue negotiation under incomplete information, double learning algorithm that includes Q-learning algorithm and Bayesian learning algorithm is presented. The Q-le...In order to enhance the efficiency in bilateral multi-issue negotiation under incomplete information, double learning algorithm that includes Q-learning algorithm and Bayesian learning algorithm is presented. The Q-learning algorithm is used to learn the weights of issues, and the Bayesian learning algorithm is used to learn the reservation price of issues. Experiments show that the algorithm can help agents to negotiate more efficiently.展开更多
The motion planning for obstacle negotiation by humanoid robot BHR-2 through stepping over or stepping on/off the wide and flat obstacle at known locations is presented. In the trajectory generation method, first the ...The motion planning for obstacle negotiation by humanoid robot BHR-2 through stepping over or stepping on/off the wide and flat obstacle at known locations is presented. In the trajectory generation method, first the constraints of the foot motion parameters which include obstacle dimensions and the distance of obstacle from the humanoid robot is formulated. By varying the values of the constraint parameters, different types of foot motion for different obstacles can be produced. In this method, first the foot trajectory is generated, and then the waist trajectory is computed by using cubic spline interpolation without first calculating the zero moment point （ZMP） trajectory . The dynamic stability during the execution of stepping over and stepping on/off trajectories are ensured by incorporating the ZMP criterion. The effectiveness of the proposed method is confirmed by simulations and experiments on humanoid robot BHR-2.展开更多
Since China joins in WTO,its economic activities with America become more frequent. With the help of Adaptation Theory,the thesis mainly discusses on the application of adaptation strategy to Sino-US business negotiat...Since China joins in WTO,its economic activities with America become more frequent. With the help of Adaptation Theory,the thesis mainly discusses on the application of adaptation strategy to Sino-US business negotiations from two ways,communicative context and language structure of adaptability. According to communicative context,the thesis states the extra linguistic factors in Sino-US negotiations,such as the mental world,the social world and the physical world of Sino-US negotiators. What's more,The thesis also discuss adaptation to language structure,such as,sound,word and syntactic structure.展开更多
The different formats of codec stream carried in the radio access network and the core network make the double speech encoding/decoding necessary, which degrades the speech quality. Accordingly, codec negotiation tech...The different formats of codec stream carried in the radio access network and the core network make the double speech encoding/decoding necessary, which degrades the speech quality. Accordingly, codec negotiation technologies are necessary for unifying encoding/ decoding in the whole process. Transcoder Free Operation (TrFO), Tandem Free Operation (TFO), and network quality deciding technology are the leading codec negotiation technologies. The TrFO is a mechanism for optimum selection during the establishment of a call. It tries to establish connection between User Equipment (UE) without Transcoder (TC). Its successful fulfillment enables the efficient utilization of bandwidth. The TFO, a standby technology of TrFO, is the negotiation technology of an in-band codec. With it, the user codec stream is free from the compression and decompression by the voice codec, and the quality of voice can accordingly be improved. The network-quantity deciding technology adopts G.711 or G.729 flexibly according to the number of accessed calls. This allows the access of new calls while won’t increase the load of network too much.展开更多
It is widely known that business negotiation is an indispensable part in international trade and probably the most common type of negotiation.Generally speaking,business negotiation is a process which business negotia...It is widely known that business negotiation is an indispensable part in international trade and probably the most common type of negotiation.Generally speaking,business negotiation is a process which business negotiators would make the interaction in order to get specific exchange goals.Because of the important role of business negotiations in business world,many Chinese researchers have engaged in study of business and achieved many useful findings.Although there are many researches in the field of business negotiation,focusing on the analysis of relational process of business negotiation is less,which is the main con cern of this thesis.The aim of this thesis is to find the language mechanism and characteristic of business negotiation.At the meantime,negotiators are more likely to attain the deep perception in choosing the better words and structure among the negotiation.展开更多
Business negotiation is a delicate art and can be a very trying process of confrontation and concession.Cooperative principle is ac knowledged as a principle of conversation of enhancing the mutual trust and understan...Business negotiation is a delicate art and can be a very trying process of confrontation and concession.Cooperative principle is ac knowledged as a principle of conversation of enhancing the mutual trust and understanding for the purpose of increasing the odd for com munication success.This thesis attempts to highlight the cooperative principle and analyze its inconsistence in business negotiation scenarios.In this paper,whether Cooperative Principle is applicable in business negotiations is the main research question.展开更多
Enlightened by excellent works of some well-known anthropologists such as Hofstede and Hall, the author tries to conduct a tentative study on the differences between negotiation styles adopted by Chinese negotiators a...Enlightened by excellent works of some well-known anthropologists such as Hofstede and Hall, the author tries to conduct a tentative study on the differences between negotiation styles adopted by Chinese negotiators and those from western countries like America due to different cultures to which they are exposed. The main goal of this paper then is to identify these differences in the hope that understanding and trust can be established as a precondition for a long-lasting mutually beneficial cooperation between China and other countries. As for the research method, the paper mainly adopts a qualitative study with a case from real business negotiations.展开更多
With the rapid development of Sino-US economic and trade relations,business negotiation is becoming increasingly frequent between the two countries.Due to the differences in cultural background,performance in the nego...With the rapid development of Sino-US economic and trade relations,business negotiation is becoming increasingly frequent between the two countries.Due to the differences in cultural background,performance in the negotiations between China and America is very different.This thesis explores the problems of cultural conflict in Sino-US business negotiation,and analyzes the causes leading to cultural conflict.After a thorough analysis,this thesis puts forward some strategies for solving cultural conflict in business negotiation:identifying cultural differences,respecting cultural differences,learning about other's culture,and striving to create a harmonious and win-win situation.展开更多
Under the influence of economic globalization, international business negotiation is becoming more and more frequent. Politeness principle is an important pragmatic strategy in international business negotiation, repr...Under the influence of economic globalization, international business negotiation is becoming more and more frequent. Politeness principle is an important pragmatic strategy in international business negotiation, representing good cultural quality and professional ethics image. In the course of business negotiation, how to properly use politeness language and pay attention to politeness strategy will affect the result of negotiation.展开更多
With the development of the society, it is indispensable to negotiate with other countries. With the implementation of the Belt and the Road initiative, the negotiations among different nations are getting increased. ...With the development of the society, it is indispensable to negotiate with other countries. With the implementation of the Belt and the Road initiative, the negotiations among different nations are getting increased. Due to the cultural differences,there are so many contradictions and conflicts in the international negotiations. The article focuses on the differences between Chinese and western cultures in the international negotiations. The primary problem we are facing is to settle the matters and facilitate the success of the business negotiations.展开更多
Software-defined networking （SDN） is a generic term and one of the major interests of the telecoms industry （and beyond） over the past two years. However, defining SDN is a somewhat controversial exercise. The cla...Software-defined networking （SDN） is a generic term and one of the major interests of the telecoms industry （and beyond） over the past two years. However, defining SDN is a somewhat controversial exercise. The claimed flexibility, as well as other presumed assets of SDN, should be carefully investigated. In particular, the use of SDN to dynamically provision network services suggests the introduction of a certain level of automation in the overall network service delivery process, from service parameter negotiation to delivery and operation. This paper aims to clarify the SDN landscape and focuses on two main aspects of the SDN framework： net- work abstraction, and dynamic parameter exposure and negotiation.展开更多
International business negotiation is playing a more and more important role in modem society.We can see clearly that there are great differences in international business negotiation.Specially,culture can influence n...International business negotiation is playing a more and more important role in modem society.We can see clearly that there are great differences in international business negotiation.Specially,culture can influence negotiating styles in different ways,because negotiators from another nation are different in language,beliefs,behaviors manners,and way of thinking,value and attitudes and so on.Different cultures express different ways of doing business.Even though negotiators are well prepared,it is not so easy to reach a satisfactory agreement between negotiators across cultures.Negotiations can be easily broken down due to a lack of mutual understanding of the cultures.Culture affects negotiation even before negotiators meet face to face.Therefore,learning the opponent's culture and having a good understanding of how cultural differences affect negotiation will be critically important if one wants to succeed in cross-cultural negotiations.展开更多
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 fa...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.展开更多
With the growing popularity of intercultural communication, business English Negotiation between China and the United States has also increased. Negotiators will meet many communication barriers of language and cultur...With the growing popularity of intercultural communication, business English Negotiation between China and the United States has also increased. Negotiators will meet many communication barriers of language and culture during the process.If handled improperly, it will affect the outcome of the negotiations and the following cooperation. Thus, a profound understanding of the characteristics of business English negotiations and cultural barriers is indispensible.For different obstacles, summing up the appropriate negotiation strategies can be twice the result with half the effort, which will actively promote business English communication and negotiation.展开更多
文摘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.
文摘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.
文摘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.
文摘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.
文摘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.
基金by the Ministerial Level Advanced Foundation(41325081)
文摘In order to enhance the efficiency in bilateral multi-issue negotiation under incomplete information, double learning algorithm that includes Q-learning algorithm and Bayesian learning algorithm is presented. The Q-learning algorithm is used to learn the weights of issues, and the Bayesian learning algorithm is used to learn the reservation price of issues. Experiments show that the algorithm can help agents to negotiate more efficiently.
基金Sponsored by the National"863"Program Project (1020021300704)
文摘The motion planning for obstacle negotiation by humanoid robot BHR-2 through stepping over or stepping on/off the wide and flat obstacle at known locations is presented. In the trajectory generation method, first the constraints of the foot motion parameters which include obstacle dimensions and the distance of obstacle from the humanoid robot is formulated. By varying the values of the constraint parameters, different types of foot motion for different obstacles can be produced. In this method, first the foot trajectory is generated, and then the waist trajectory is computed by using cubic spline interpolation without first calculating the zero moment point （ZMP） trajectory . The dynamic stability during the execution of stepping over and stepping on/off trajectories are ensured by incorporating the ZMP criterion. The effectiveness of the proposed method is confirmed by simulations and experiments on humanoid robot BHR-2.
文摘Since China joins in WTO,its economic activities with America become more frequent. With the help of Adaptation Theory,the thesis mainly discusses on the application of adaptation strategy to Sino-US business negotiations from two ways,communicative context and language structure of adaptability. According to communicative context,the thesis states the extra linguistic factors in Sino-US negotiations,such as the mental world,the social world and the physical world of Sino-US negotiators. What's more,The thesis also discuss adaptation to language structure,such as,sound,word and syntactic structure.
文摘The different formats of codec stream carried in the radio access network and the core network make the double speech encoding/decoding necessary, which degrades the speech quality. Accordingly, codec negotiation technologies are necessary for unifying encoding/ decoding in the whole process. Transcoder Free Operation (TrFO), Tandem Free Operation (TFO), and network quality deciding technology are the leading codec negotiation technologies. The TrFO is a mechanism for optimum selection during the establishment of a call. It tries to establish connection between User Equipment (UE) without Transcoder (TC). Its successful fulfillment enables the efficient utilization of bandwidth. The TFO, a standby technology of TrFO, is the negotiation technology of an in-band codec. With it, the user codec stream is free from the compression and decompression by the voice codec, and the quality of voice can accordingly be improved. The network-quantity deciding technology adopts G.711 or G.729 flexibly according to the number of accessed calls. This allows the access of new calls while won’t increase the load of network too much.
文摘It is widely known that business negotiation is an indispensable part in international trade and probably the most common type of negotiation.Generally speaking,business negotiation is a process which business negotiators would make the interaction in order to get specific exchange goals.Because of the important role of business negotiations in business world,many Chinese researchers have engaged in study of business and achieved many useful findings.Although there are many researches in the field of business negotiation,focusing on the analysis of relational process of business negotiation is less,which is the main con cern of this thesis.The aim of this thesis is to find the language mechanism and characteristic of business negotiation.At the meantime,negotiators are more likely to attain the deep perception in choosing the better words and structure among the negotiation.
文摘Business negotiation is a delicate art and can be a very trying process of confrontation and concession.Cooperative principle is ac knowledged as a principle of conversation of enhancing the mutual trust and understanding for the purpose of increasing the odd for com munication success.This thesis attempts to highlight the cooperative principle and analyze its inconsistence in business negotiation scenarios.In this paper,whether Cooperative Principle is applicable in business negotiations is the main research question.
文摘Enlightened by excellent works of some well-known anthropologists such as Hofstede and Hall, the author tries to conduct a tentative study on the differences between negotiation styles adopted by Chinese negotiators and those from western countries like America due to different cultures to which they are exposed. The main goal of this paper then is to identify these differences in the hope that understanding and trust can be established as a precondition for a long-lasting mutually beneficial cooperation between China and other countries. As for the research method, the paper mainly adopts a qualitative study with a case from real business negotiations.
文摘With the rapid development of Sino-US economic and trade relations,business negotiation is becoming increasingly frequent between the two countries.Due to the differences in cultural background,performance in the negotiations between China and America is very different.This thesis explores the problems of cultural conflict in Sino-US business negotiation,and analyzes the causes leading to cultural conflict.After a thorough analysis,this thesis puts forward some strategies for solving cultural conflict in business negotiation:identifying cultural differences,respecting cultural differences,learning about other's culture,and striving to create a harmonious and win-win situation.
文摘Under the influence of economic globalization, international business negotiation is becoming more and more frequent. Politeness principle is an important pragmatic strategy in international business negotiation, representing good cultural quality and professional ethics image. In the course of business negotiation, how to properly use politeness language and pay attention to politeness strategy will affect the result of negotiation.
文摘With the development of the society, it is indispensable to negotiate with other countries. With the implementation of the Belt and the Road initiative, the negotiations among different nations are getting increased. Due to the cultural differences,there are so many contradictions and conflicts in the international negotiations. The article focuses on the differences between Chinese and western cultures in the international negotiations. The primary problem we are facing is to settle the matters and facilitate the success of the business negotiations.
文摘Software-defined networking （SDN） is a generic term and one of the major interests of the telecoms industry （and beyond） over the past two years. However, defining SDN is a somewhat controversial exercise. The claimed flexibility, as well as other presumed assets of SDN, should be carefully investigated. In particular, the use of SDN to dynamically provision network services suggests the introduction of a certain level of automation in the overall network service delivery process, from service parameter negotiation to delivery and operation. This paper aims to clarify the SDN landscape and focuses on two main aspects of the SDN framework： net- work abstraction, and dynamic parameter exposure and negotiation.
文摘International business negotiation is playing a more and more important role in modem society.We can see clearly that there are great differences in international business negotiation.Specially,culture can influence negotiating styles in different ways,because negotiators from another nation are different in language,beliefs,behaviors manners,and way of thinking,value and attitudes and so on.Different cultures express different ways of doing business.Even though negotiators are well prepared,it is not so easy to reach a satisfactory agreement between negotiators across cultures.Negotiations can be easily broken down due to a lack of mutual understanding of the cultures.Culture affects negotiation even before negotiators meet face to face.Therefore,learning the opponent's culture and having a good understanding of how cultural differences affect negotiation will be critically important if one wants to succeed in cross-cultural negotiations.
文摘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.
文摘With the growing popularity of intercultural communication, business English Negotiation between China and the United States has also increased. Negotiators will meet many communication barriers of language and culture during the process.If handled improperly, it will affect the outcome of the negotiations and the following cooperation. Thus, a profound understanding of the characteristics of business English negotiations and cultural barriers is indispensible.For different obstacles, summing up the appropriate negotiation strategies can be twice the result with half the effort, which will actively promote business English communication and negotiation.
