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...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.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
In global climate change politics,China and India have worked closely with each other,representing two big emitters from the developing world.This article reviews Sino-Indian cooperation during four UN climate change ...In global climate change politics,China and India have worked closely with each other,representing two big emitters from the developing world.This article reviews Sino-Indian cooperation during four UN climate change negotiations from 2009 to 2012.Their collaboration echoed the perception of neorealism in international relations(IR) studies that states will seek "external balancing" for maximizing national "relative gains".China and India are expected to continue their cooperation on climate change issues when sharing the same structural position as big economies and big emitters,the same pressure in carbon emission reductions,and the same goal of improving living standards for their citizens.Encountering the devastating impacts of climate change and the deadlock in responsibility division in current global climate change governance,this work seeks to shed light on the evolving multilateral governance environment and its complex implications for Sino-Indian relations from an IR perspective.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
The objective of this paper is to generate insights into the role of states in the international climate change negotiations and implementation of climatic agreements by considering their internal factors based on rec...The objective of this paper is to generate insights into the role of states in the international climate change negotiations and implementation of climatic agreements by considering their internal factors based on recent climate change conferences. In this paper, the notion of swing states and recognition are used to determine influential drivers in Poland as it played out a different role over climate change agreements recently. The case study of Poland demonstrates how international obligations, domestic factors, and formation of policy can change the function of a state at international negotiations such as Katowice Conference of Parties—COP24—in December 2018. This research through reference to qualitative indices elaborates how the position of Poland in the recent international climate change negotiations—Cop24—has been shaped? In the conference of parties 24, Poland approached other developed countries that shared its tendency for cutting emission, delivered signals of political attention and solidarity in finding a common landing ground. In sum, the framework of analysis and our results revealed the importance of economic interest, domestic political interests, and passive public awareness to set up to the task in the international agreements such as Katowice negotiation by Poland. To be clearer, the most influential factor of Poland in affecting its role in international climatic negotiations is internal political and economic interests.展开更多
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
With the development of global economy, more and more business negotiations are proceeding in which conflicts and disputes are inevitable. Business negotiations involve interpersonal relationships, which is usually ex...With the development of global economy, more and more business negotiations are proceeding in which conflicts and disputes are inevitable. Business negotiations involve interpersonal relationships, which is usually expressed by mood and modality. Modal verbs, as an essential approach for expressing politeness with rich meanings of modality, are widely employed in business negotiations.This paper focuses on analyzing the polite usages of modal verbs in business negotiations by Politeness Principle. Based on this theory, three interpersonal functions expressed by modal verbs are to be studied: Cost-and-Benefit, Humor and Choice.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
In international economic and trade negotiations, business English communication skills are extremely important and an important factor affecting the success of negotiations. Based on this, the meaning and characteris...In international economic and trade negotiations, business English communication skills are extremely important and an important factor affecting the success of negotiations. Based on this, the meaning and characteristics of business English and its role in international trade were elaborated in this study, and the obstacles of business English communication skills in international trade negotiations were deeply studied, then optimization strategies for the current problems were put forward, aiming at providing some theoretical reference for the development of foreign economic and trade in China.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 development of economic globalization,the economic cooperation between different countries is keeping intight touch.As the second largest economy in the world,China is strengthening economic cooperation with ...With the development of economic globalization,the economic cooperation between different countries is keeping intight touch.As the second largest economy in the world,China is strengthening economic cooperation with America.It is inevitablethat intercultural communication is becoming high frequent.So it is important to overcome cultural conflicts and enhance the mutu-al understand.展开更多
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 th...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.展开更多
The research of multiple negotiations considering issue interdependence across negotiations is considered as a complex research topic in agent negotiation. In the multiple negotiations scenario, an agent conducts mult...The research of multiple negotiations considering issue interdependence across negotiations is considered as a complex research topic in agent negotiation. In the multiple negotiations scenario, an agent conducts multiple negotiations with opponents for different negotiation goals, and issues in a single negotiation might be interdependent with issues in other negotiations. Moreover, the utility functions involved in multiple negotiations might be nonlinear, e.g., the issues involved in multiple negotiations are discrete. Considering this research problem, the current work may not well handle multiple interdependent negotiations with complex utility functions, where issues involved in utility functions are discrete. Regarding utility functions involving discrete issues, an agent may not find an offer exactly satisfying its expected utility during the negotiation process. Furthermore, as sub-offers on issues in every single negotiation might be restricted by the interdependence relationships with issues in other negotiations, it is even harder for the agent to find an offer satisfying the expected utility and all involved issue interdependence at the same time, leading to a high failure rate of processing multiple negotiations as a final outcome. To resolve this challenge, this paper presents a negotiation model for multiple negotiations, where interdependence exists between discrete issues across multiple negotiations. By introducing the formal definition of “interdependence between discrete issues across negotiations”, the proposed negotiation model applies the multiple alternating offers protocol, the clustered negotiation procedure and the proposed negotiation strategy to handle multiple interdependent negotiations with discrete issues. In the proposed strategy, the “tolerance value” is introduced as an agent’s consideration to balance between the overall negotiation goal and the negotiation outcomes. The experimental results show that, 1) the proposed model well handles the multiple negotiations with interdependence between discrete issues, 2) the proposed approach is able to help agents in the decision-making process of proposing acceptable offers, 3) an agent can choose a proper “tolerance value” to balance between the success rate of multiple negotiations and its expected utility.展开更多
A novel two-level hierarchical graph model is developed to analyze international climate change negotiations with hierarchical structures:the negotiations take place between two nations and between each nation and its...A novel two-level hierarchical graph model is developed to analyze international climate change negotiations with hierarchical structures:the negotiations take place between two nations and between each nation and its provincial governments.The two national government are two decision makers at the top level.Within each nation,the two provincial governments negotiate with the national government at the lower level.The theoretical structure of this novel model,including decision makers,options,moves,and preference relations,are developed.The interrelationship between the stabilities in the two-level hierarchical graph model and the stabilities in local models are investigated by theorems.These theorems can be utilized to calculate complete stabilities in the two-level hierarchical graph model when the stabilities in local graph models are known.The international climate change negotiations as the illustrative example is then investigated in detail.The extra equilibrium,uniquely obtained by this novel methodology,suggests that opposition may still be from one provincial government when the national government does not sign the international climate agreement and implements existing environmental laws.Compared with other approaches,this novel methodology is an effective and flexible tool in analyzing hierarchical conflicts at two levels by providing decision makers with strategic resolutions with broader vision.展开更多
Actors purposefully frame up their issues in multilateral negotiations to reach their desired goals.How were the issues related to mitigation framed up during the two decades of climate negotiations that yielded the P...Actors purposefully frame up their issues in multilateral negotiations to reach their desired goals.How were the issues related to mitigation framed up during the two decades of climate negotiations that yielded the Paris Agreement,what was the mechanism for the evolution of the frames and why did only certain crucially contested frames find traction?In these quests,this work conducts a simultaneous content and frame analysis by applying the framing theory and maps the historic evolution pathways of the related issues.The qualitative analysis identifies a process of frame generation through the contested rhetoric framing by the actors,in line with their primary logics which were shaped by their mental schemata.It finds that the act of framing was the sine-qua-non for the sustenance and traction of the issues,but the fates of the crucially contested frames were determined by the powerful actors.Applying the concept of framing allows the systematic visualization of the negotiation process related to Greenhouse Gas mitigation at the annual conferences of the United Nations Framework Convention on Climate Change and helps explain how and why certain outcomes appeared.展开更多
On December 22, 2009, Chen Yunlin, President of the mainland’s Association for Relations Across the Taiwan Straits (ARATS) and Chiang Pin-kung, Chairman of Taiwan’s Straits Exchange Foundation (SEF), met again in Ta...On December 22, 2009, Chen Yunlin, President of the mainland’s Association for Relations Across the Taiwan Straits (ARATS) and Chiang Pin-kung, Chairman of Taiwan’s Straits Exchange Foundation (SEF), met again in Taichung, Taiwan.展开更多
Introduction Over the past decade Malaysia’s forward-looking leaders,concerned about their country’s overall long term competitive position in the global economy vis-a-vis neighboring low labor cost countries such a...Introduction Over the past decade Malaysia’s forward-looking leaders,concerned about their country’s overall long term competitive position in the global economy vis-a-vis neighboring low labor cost countries such as China,Vietnam and Indonesia,have been looking for a free trade arrangement with the United States.Their goal has been to elevateit from middle income status to become a technologically-advanced,knowledgebased economy on par with Singapore.展开更多
文摘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.
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In global climate change politics,China and India have worked closely with each other,representing two big emitters from the developing world.This article reviews Sino-Indian cooperation during four UN climate change negotiations from 2009 to 2012.Their collaboration echoed the perception of neorealism in international relations(IR) studies that states will seek "external balancing" for maximizing national "relative gains".China and India are expected to continue their cooperation on climate change issues when sharing the same structural position as big economies and big emitters,the same pressure in carbon emission reductions,and the same goal of improving living standards for their citizens.Encountering the devastating impacts of climate change and the deadlock in responsibility division in current global climate change governance,this work seeks to shed light on the evolving multilateral governance environment and its complex implications for Sino-Indian relations from an IR perspective.
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The objective of this paper is to generate insights into the role of states in the international climate change negotiations and implementation of climatic agreements by considering their internal factors based on recent climate change conferences. In this paper, the notion of swing states and recognition are used to determine influential drivers in Poland as it played out a different role over climate change agreements recently. The case study of Poland demonstrates how international obligations, domestic factors, and formation of policy can change the function of a state at international negotiations such as Katowice Conference of Parties—COP24—in December 2018. This research through reference to qualitative indices elaborates how the position of Poland in the recent international climate change negotiations—Cop24—has been shaped? In the conference of parties 24, Poland approached other developed countries that shared its tendency for cutting emission, delivered signals of political attention and solidarity in finding a common landing ground. In sum, the framework of analysis and our results revealed the importance of economic interest, domestic political interests, and passive public awareness to set up to the task in the international agreements such as Katowice negotiation by Poland. To be clearer, the most influential factor of Poland in affecting its role in international climatic negotiations is internal political and economic interests.
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With the development of global economy, more and more business negotiations are proceeding in which conflicts and disputes are inevitable. Business negotiations involve interpersonal relationships, which is usually expressed by mood and modality. Modal verbs, as an essential approach for expressing politeness with rich meanings of modality, are widely employed in business negotiations.This paper focuses on analyzing the polite usages of modal verbs in business negotiations by Politeness Principle. Based on this theory, three interpersonal functions expressed by modal verbs are to be studied: Cost-and-Benefit, Humor and Choice.
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.
文摘In international economic and trade negotiations, business English communication skills are extremely important and an important factor affecting the success of negotiations. Based on this, the meaning and characteristics of business English and its role in international trade were elaborated in this study, and the obstacles of business English communication skills in international trade negotiations were deeply studied, then optimization strategies for the current problems were put forward, aiming at providing some theoretical reference for the development of foreign economic and trade in China.
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 development of economic globalization,the economic cooperation between different countries is keeping intight touch.As the second largest economy in the world,China is strengthening economic cooperation with America.It is inevitablethat intercultural communication is becoming high frequent.So it is important to overcome cultural conflicts and enhance the mutu-al understand.
文摘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.
基金This work has been supported in part by the National Natural Science Foundation of China under Grant No.62006090the Fundamental Research Funds for the Central Universities,CCNU under Grant No.3110120001.
文摘The research of multiple negotiations considering issue interdependence across negotiations is considered as a complex research topic in agent negotiation. In the multiple negotiations scenario, an agent conducts multiple negotiations with opponents for different negotiation goals, and issues in a single negotiation might be interdependent with issues in other negotiations. Moreover, the utility functions involved in multiple negotiations might be nonlinear, e.g., the issues involved in multiple negotiations are discrete. Considering this research problem, the current work may not well handle multiple interdependent negotiations with complex utility functions, where issues involved in utility functions are discrete. Regarding utility functions involving discrete issues, an agent may not find an offer exactly satisfying its expected utility during the negotiation process. Furthermore, as sub-offers on issues in every single negotiation might be restricted by the interdependence relationships with issues in other negotiations, it is even harder for the agent to find an offer satisfying the expected utility and all involved issue interdependence at the same time, leading to a high failure rate of processing multiple negotiations as a final outcome. To resolve this challenge, this paper presents a negotiation model for multiple negotiations, where interdependence exists between discrete issues across multiple negotiations. By introducing the formal definition of “interdependence between discrete issues across negotiations”, the proposed negotiation model applies the multiple alternating offers protocol, the clustered negotiation procedure and the proposed negotiation strategy to handle multiple interdependent negotiations with discrete issues. In the proposed strategy, the “tolerance value” is introduced as an agent’s consideration to balance between the overall negotiation goal and the negotiation outcomes. The experimental results show that, 1) the proposed model well handles the multiple negotiations with interdependence between discrete issues, 2) the proposed approach is able to help agents in the decision-making process of proposing acceptable offers, 3) an agent can choose a proper “tolerance value” to balance between the success rate of multiple negotiations and its expected utility.
基金The authors would like to thank the anonymous referees for carefully reading this paper and having provided meaningful suggestions which helped improve the quality of paper.This paper should be dedicated to Dr.Ye Chen who was a coauthor and passed away in June,2019.This research was supported by National Natural Science Foundation of China under Grant No.71601096,China Postdoctoral Science Foundation under Grant No.2019M661838,the Fundamental Research Funds for Central Universities(China)under Grant No.NS2020061,and the Natural Science Young Scholar Foundation of Jiangsu,China,under Grant No.BK20160809.
文摘A novel two-level hierarchical graph model is developed to analyze international climate change negotiations with hierarchical structures:the negotiations take place between two nations and between each nation and its provincial governments.The two national government are two decision makers at the top level.Within each nation,the two provincial governments negotiate with the national government at the lower level.The theoretical structure of this novel model,including decision makers,options,moves,and preference relations,are developed.The interrelationship between the stabilities in the two-level hierarchical graph model and the stabilities in local models are investigated by theorems.These theorems can be utilized to calculate complete stabilities in the two-level hierarchical graph model when the stabilities in local graph models are known.The international climate change negotiations as the illustrative example is then investigated in detail.The extra equilibrium,uniquely obtained by this novel methodology,suggests that opposition may still be from one provincial government when the national government does not sign the international climate agreement and implements existing environmental laws.Compared with other approaches,this novel methodology is an effective and flexible tool in analyzing hierarchical conflicts at two levels by providing decision makers with strategic resolutions with broader vision.
文摘Actors purposefully frame up their issues in multilateral negotiations to reach their desired goals.How were the issues related to mitigation framed up during the two decades of climate negotiations that yielded the Paris Agreement,what was the mechanism for the evolution of the frames and why did only certain crucially contested frames find traction?In these quests,this work conducts a simultaneous content and frame analysis by applying the framing theory and maps the historic evolution pathways of the related issues.The qualitative analysis identifies a process of frame generation through the contested rhetoric framing by the actors,in line with their primary logics which were shaped by their mental schemata.It finds that the act of framing was the sine-qua-non for the sustenance and traction of the issues,but the fates of the crucially contested frames were determined by the powerful actors.Applying the concept of framing allows the systematic visualization of the negotiation process related to Greenhouse Gas mitigation at the annual conferences of the United Nations Framework Convention on Climate Change and helps explain how and why certain outcomes appeared.
文摘On December 22, 2009, Chen Yunlin, President of the mainland’s Association for Relations Across the Taiwan Straits (ARATS) and Chiang Pin-kung, Chairman of Taiwan’s Straits Exchange Foundation (SEF), met again in Taichung, Taiwan.
文摘Introduction Over the past decade Malaysia’s forward-looking leaders,concerned about their country’s overall long term competitive position in the global economy vis-a-vis neighboring low labor cost countries such as China,Vietnam and Indonesia,have been looking for a free trade arrangement with the United States.Their goal has been to elevateit from middle income status to become a technologically-advanced,knowledgebased economy on par with Singapore.
