The Game Analysis Of Business Negotiation For International Steel Structure Project

Globalization is being rapid developed in today's world. With the business communication between countries being much frequent, international business negotiations is becoming an important part in the world economy. International Business Negotiation is a whole process by the parties to use varies negotiation skills to maximize their own interest, and then achieve their own commercial purposes. In business negotiations of international steel structure project, both sides need to make decisions through their own independent interests, seriously consider opponent's decision, and adjust their own decision accordingly, which essence is the mutually game of both parties. Analysis and research on the process of game for business negotiations of international steel structure project offers important reference and guide for domestic steel structure suppliers'international business negotiations.This article takes the case of the business negotiation of Australia's Worsley aluminum plant project between SCK and Bechtel, starts from price negotiation, using game theory and methods in analyzing the property of international business negotiation process. It models the process of business negotiation of international steel structure project based on making basic assumptions for the process, using Rubinstein's game model to analyze the solutions of the game under the situations both no and have the price expectation, get the probable solution of the international price negotiations. By analyzing the game solution under the two situations, the article points out the problems exist in current business negotiations of international steel structure projects. Finally, the article informs what effective strategies should be taken for domestic steel structure suppliers on business negotiation process of international steel structure projects.