商务谈判中的“黑箱”方法研究

发布时间：2019-02-26 13:43

【摘要】：控制论自从产生以来,很大程度地改变了人类对现实世界的认识。作为控制论重要的方法之一,黑箱方法对社会的发展有着极大的促进作用。本文参考控制论目前的研究成果,重点研究商务谈判领域中的黑箱方法,首先阐述商务谈判中黑箱产生的原因,明确利用黑箱方法解决商务谈判问题的重要性,并以中德合资兴建拜耳——上海齿科有限公司一案为例,根据此案的进程来详解黑箱方法在商务谈判中的具体应用情况,分别对其中的“黑箱”、“灰箱”、“白箱”策略进行重点分析。文章试图以商务谈判,分析黑箱方法的特性,并提出打开黑箱的方法：首先确定黑箱;其次,明确研究目的,建立多维信息网络；再次,建立模型,阐明黑箱；最后评价和检验黑箱。之后提出黑箱方法在商务谈判中的具体应用建议,分为常规方法和特殊方法两种情况论述。在文章的最后,点明商务谈判中“黑箱”方法的认识论意义及其局限性。黑箱方法提供了一条认识事物的新途径,也将发挥越来越重要的作用。本文的最终目的是力求实现商务谈判中黑箱方法的应用从不自觉到自觉的转换。
[Abstract]:Cybernetics has changed mankind's understanding of the real world to a great extent since its birth. As one of the important methods of cybernetics, the black box method plays an important role in promoting the development of society. Referring to the current research results of cybernetics, this paper focuses on the black box method in the field of business negotiation. Firstly, it expounds the reasons for the occurrence of the black box in business negotiation, and clarifies the importance of using the black box method to solve the problem of business negotiation. And taking the case of Sino-German joint venture Bayer-Shanghai Dental Co., Ltd. as an example, according to the process of this case, the concrete application of the black box method in business negotiations is explained in detail, and the "black box" and "grey box" among them are respectively "black box" and "grey box". The "white box" strategy carries on the key analysis. This paper attempts to analyze the characteristics of the black box method based on business negotiation, and puts forward the methods of opening the black box: first, to determine the black box; secondly, to define the purpose of the research, to establish the multidimensional information network; thirdly, to set up the model to clarify the black box; Final evaluation and inspection of the black box. Then it puts forward the concrete application suggestion of the black box method in the business negotiation, which is divided into two kinds of cases: the conventional method and the special method. At the end of the paper, the epistemological significance and limitation of "black box" method in business negotiation are pointed out. Black box method provides a new way to understand things and will play a more and more important role. The ultimate purpose of this paper is to achieve the application of the black box method in business negotiations from unconsciously to consciously.
【学位授予单位】：东南大学
【学位级别】：硕士
【学位授予年份】：2015
【分类号】：F715.4

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