摘要 

随着经济形势逐渐走向全球化，跨越国境的商业合作越来越多，商务谈判越来越重要。很多学者试图用理论去解析商务谈判的过程，帮助商务谈判人员更好地在商务谈判过程中发挥作用。商务谈判是人们相互调节利益、减少争端，并最终确立共同利益的行为过程。商务谈判活动具有冲突与合作并存的特点，而谈判本身就是动态博弈的过程，这也使得博弈论在商务谈判中得到广泛应用。博弈论是谈判双方对弈的理论，用博弈论对商务谈判进行分析具有重要意义。本文在总结前人研究成果以及阐述博弈理论的基础上，对在准备阶段的商务谈判案例从静态博弈和动态博弈两方面的应用进行了分析，对在谈判阶段的商务谈判案例从合作博弈和非合作博弈两方面的进行了阐述，对谈判中应用博弈论而产生的最终结果进行了介绍，最后总结得出博弈论下分析商务谈判重要的是促成双赢，并为商务谈判工作人员提出了相关建议，研究结论对商务谈判相关工作具有参考作用。

关键词：商务谈判；博弈论；双赢

Contents

Abstract II

Chapter 1 Introduction 1

1.1 Research Background of the Study 1

1.2 Purpose and Significance of the Study 1

1.3 Structure of the Thesis 2

Chapter 2 Literature Review 3

2.1 Introduction to Business Negotiations 3

2.2 Previous Studies on Business Negotiations 3

2.3 Previous Studies on Game Theory 4

2.4 Previous Studies on Business Negotiations Based on Game Theory 4

Chapter 3 Theoretical Framework 6

3.1 Introduction of Game Theory 6

3.1.1 Concept of Game Theory 6

3.1.2 History of Game Theory 6

3.2 Major Categories of Game Theory 7

3.2.1 Static Game and Dynamic Game 7

3.2.2 Cooperative Games and Non-Cooperative Games 7

Chapter 4 A Case Study of Game Theory in Business Negotiations 9

4.1 Application of Game Theory in the Preparatory Phase of Negotiations 9

4.1.1 Application of Static Games 9

4.1.2 Application of Dynamic Games 10

4.2 Application of Game Theory in the Phase of Negotiation 10

4.2.1 Application of Cooperative Games 11

4.2.2 Application of Non-Cooperative Games 12

4.3 Application of Game Theory at the End of Negotiations 13

Chapter 5 Conclusion 15

5.1 Summary 15

5.2 Limitations and Suggestions for Future Research 15

References 17

Acknowledgments 19