Research On The Application Of Negotiation Support System In International Business Negotiation

Negotiation has a period of centuries-old history. Since human begins the society activities, negotiation has appeared. Because of the difference of circumstance, society factor and cognizance level, conflicts turn up naturally between the individuals and organizations for the aims and advantages. The essential of conflicts is that the conflict sides cannot arrive at the maximal objective satisfaction level at the same time. Negotiation is an effective means to solve conflicts, and has been applied to all kinds of fields more than previously.This thesis researches systematically in theory, model, improvement and application of international business negotiation and Negotiation Support System (NSS). Tries to found a easy, utilizable, efficient, process-driven & solution-driven NSS, focuses the whole not the part, and estimates rightly to get both-win.The main content of this thesis are showed as below:Firstly, introduces international business negotiation and its main theory, theories and status of NSS's research over the world and country and introduces some theories and application of Negotiation Support System. Otherwise, it analyzes, recapitulates and summarizes the culture diversity between international and domestic business negotiation as its core difference. Furthermore, bases on above, analyses and improves three models: APRAM, Positive Factor Analyze and Case-Based Reasoning (CBR). It extends APRAM to nine processes and does closed loop feedback, inducts firstly the Positive Factor Analyze into NSS and improves, expands and improves the process of CBR. Next, samples the application of experiment base's negotiation system, makes up the system with nine-process, Positive Factor Analyze and Case-Based Reasoning. It shows the processes of this system with a case and tests the validity. Lastly, summarizes this thesis and gives the future direction and trend of NSS.