科研管理

科研管理 ›› 2010, Vol. 31 ›› Issue (3): 89-98 .

• 论文 • 上一篇    下一篇

高技术虚拟企业组合谈判策略配置与选择机制

单子丹1,2，高长元1   




  1. （1.哈尔滨理工大学管理学院，黑龙江 哈尔滨150040；
    2.哈尔滨工程大学经济管理学院，黑龙江 哈尔滨150001）
  • 收稿日期:2009-02-07 修回日期:2009-05-30 出版日期:2010-05-27 发布日期:2010-05-27

Configuration and selection mechanism for combination negotiation strategies of high-tech virtual enterprises

Shan Zidan1,2， Gao Changyuan1   


  1. (1. School of Management, Harbin University of Science and Technology, Harbin 150040, China;
    2. College of Economic and Management, Harbin Engineering University, Harbin 150001, China)
  • Received:2009-02-07 Revised:2009-05-30 Online:2010-05-27 Published:2010-05-27

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摘要： 摘要：组合谈判策略的制定与选择是提升高技术虚拟企业个体谈判目标价值，保证联盟任务顺利执行的一条有效途径。本文全面分析个体Agent思维状态、外部环境信息、成员社会关系与行为模仿、议题空间特性等因素对联盟冲突决策的影响，提出高技术虚拟企业组合策略的执行方案与实施方法。结合个体Agent谈判策略的表现形式，建立回避、响应和折衷三种策略选择机制间的互动关系模型。促进了联盟多边谈判的网络资源、信息和知识的流动、共享和集成，并为群体谈判规划的确立以及谈判决策效力的发挥提供了有效支持。

关键词: 高技术虚拟企业, 组合谈判策略, 因素配置体系, 作用机理, 选择机制

Abstract: Abstract: The establishment and selection for combination negotiation strategies is one of the effective approaches that improves individual negotiation target value and insures coalition project successfully executing for high-tech virtual enterprises. The factors on coalition conflict decision, including agent thought state, external environment information, members’ social relation and behavior imitation, and issue space characteristics, etc. are analyzed, then the executive schemes and methods for the combination negotiation strategies are provided. It constitutes an interrelation model for selection mechanisms among avoidance, response, and compromise strategy combining with agent negotiation strategies representing forms. Those have accelerated network resource, information and knowledge flowing, sharing and integrating of coalition multi-part negotiation, as well as provided the effective supports for the confirmation of colony negotiation programs and exertion of negotiation decision efficient capabilities.

Key words: high-tech virtual enterprise, combination negotiation strategy, factor configuration system, function mechanism, selection mechanism

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