@article{ART002052946},
author={SUNG SEO and cho sung chun},
title={Negotiation Strategy in the Romance of Three Kingdoms},
journal={The Journal of Chinese Cultural Studies },
issn={1598-8503},
year={2015},
number={30},
pages={47-64},
doi={10.18212/cccs.2015..30.003}
TY - JOUR
AU - SUNG SEO
AU - cho sung chun
TI - Negotiation Strategy in the Romance of Three Kingdoms
JO - The Journal of Chinese Cultural Studies
PY - 2015
VL - null
IS - 30
PB - The Society For Chinese Cultural Studies
SP - 47
EP - 64
SN - 1598-8503
AB - 從現代協商學的角度看『三國演義』談判術, 是在東方文化的基礎上爲順利開展協商奠定了 基礎。本文首先注意到劉備和曹操之間的協商術的區別, 在於‘搶奪’和‘謙讓’的對應關係, 以此 反映了尊劉貶曹的基本構圖。本文還把小說中的協商和談判歸結爲五個特點。其一是‘虛實’ 關係中對‘虛’的運用比較多, 尤其在弱者的立場上進行協商時需要考慮‘虛’的因素。其二是盡 量反映了人際關係。應該減少對方的BATNA(達成協商協議的最佳選擇方案), 還要改善自己 的BATNA。其三是利用環境因素和做勢假裝威脅, 周瑜開群英會也是一種對蔣幹勸降遊說 的做勢, 有先發制人的效果, 因而蔣幹根本開不口一言勸降。其四是有時臨機應變而模糊處理 來痲痹對方的思考, 更會發揮效果。其五是以不同的方式對付不同的人, 諸葛亮的群儒舌戰是 最典型的例子。這些協商原理都注重於間接的‘虛’的方式, 體現了東方人的文化和心理. 對於 探究現代協商方案策劃具有一定的借鑒意義。
KW -
DO - 10.18212/cccs.2015..30.003
ER -
SUNG SEO and cho sung chun. (2015). Negotiation Strategy in the Romance of Three Kingdoms. The Journal of Chinese Cultural Studies , 30, 47-64.
SUNG SEO and cho sung chun. 2015, "Negotiation Strategy in the Romance of Three Kingdoms", The Journal of Chinese Cultural Studies , no.30, pp.47-64. Available from: doi:10.18212/cccs.2015..30.003
SUNG SEO, cho sung chun "Negotiation Strategy in the Romance of Three Kingdoms" The Journal of Chinese Cultural Studies 30 pp.47-64 (2015) : 47.
SUNG SEO, cho sung chun. Negotiation Strategy in the Romance of Three Kingdoms. 2015; 30 : 47-64. Available from: doi:10.18212/cccs.2015..30.003
SUNG SEO and cho sung chun. "Negotiation Strategy in the Romance of Three Kingdoms" The Journal of Chinese Cultural Studies no.30(2015) : 47-64.doi: 10.18212/cccs.2015..30.003
SUNG SEO; cho sung chun. Negotiation Strategy in the Romance of Three Kingdoms. The Journal of Chinese Cultural Studies , 30, 47-64. doi: 10.18212/cccs.2015..30.003
SUNG SEO; cho sung chun. Negotiation Strategy in the Romance of Three Kingdoms. The Journal of Chinese Cultural Studies . 2015; 30 47-64. doi: 10.18212/cccs.2015..30.003
SUNG SEO, cho sung chun. Negotiation Strategy in the Romance of Three Kingdoms. 2015; 30 : 47-64. Available from: doi:10.18212/cccs.2015..30.003
SUNG SEO and cho sung chun. "Negotiation Strategy in the Romance of Three Kingdoms" The Journal of Chinese Cultural Studies no.30(2015) : 47-64.doi: 10.18212/cccs.2015..30.003
