谈判与对抗:实证结果的一种可能解释

Pub Date : 2017-01-01 DOI:10.12988/JITE.2017.739

O. Kosheleva, V. Kreinovich

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引用次数: 0

摘要

最近有一本书将谈判作为对抗的替代方案，书中引用的经验证据表明，在商业环境中，与谈判相比，对抗的态度平均会导致75%的损失。另一个经验事实是，只有10%的情况下，谈判是不可能的，对抗是不可避免的。数学学科分类:91A12、91A90

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Negotiations vs. Confrontation: A Possible Explanation of the Empirical Results

A recent book promoting negotiations as an alternative to confrontations cites the empirical evidence that in business situations, confrontational attitude leads, on average, to a 75% loss in comparison with negotiations. An additional empirical fact is that only in 10% of the cases, negotiations are not possible and confrontation is inevitable. Mathematics Subject Classification: 91A12, 91A90

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