国际谈判过程理论初探[1]

()JournalofGuizhouNormalUniversity(SocialScience)20045(130)(,200433):,,:;;:D80:A:1001-733X(2004)05-0063-06APreliminaryResearchontheInternationalNegotiationProcessWENJie(SchoolofInternationlRelationsandPublicAffairs,FudanUniversity,Shanghai200433,China)Abstract:Internationalnegotiationisthebasicwayofdiplomacy,andtheimportantmethodofdisputesresolution.Throughne2gotiationtheoristssystematicresearch,internationalnegotiationtheory(IRT)hasreachedaconsiderablelevelintheWest.ThispaperintroducesthecontentsofIRT,especiallymodels,influencingfactors,andmethodologyofnegotiationprocess,aimstobeasatheoreticalreferenceofcontemporarydiplomatsandasupplementofourresearch.Keywords:InternationalNegotiation;InternationlRelations,,,(FredCharlesIkl)1964,,[1](PP3-4),[2](P173),,(),(1),:,,,(mixedmotivenature)[3](P59),,(bargaining),,,(jointdecisionmaking),36:2004-05-20:(1980-),,,:©1994-2006ChinaAcademicJournalElectronicPublishingHouse.Allrightsreserved.();;;;;;/;;;;;;;;/;;;;;;;;;;;;;;WTO;;;;/;;;;;;:[]R.P.,:,,2002,104-105(),,,,,,(1)AABBAB,ab,ab,,(,),,,(E,,)1,,,,,(2)B,AA3A3,,A(p)(q),B(o):P.TerrenceHopmann,TheNegotiationProcessandtheResolutionofInternationalConflicts(Columbia:UniversityofSouthCarolinaPress,1998)P55P64,(distributivebargaining)(integrativebargaining),,,,,AB,[4](P59)46©1994-2006ChinaAcademicJournalElectronicPublishingHouse.Allrightsreserved.()80,:(problemsolvingmodel),,,,,,(AnatolRapport)(debate),[5](P247)2080,(P.TerrenceHopmann),,,,:1,,;2,,(complexinterdependence);3,,;4,,,,[6](P95),,,,,,;,,,,;,,,,,(brainstorming)[7](PP80-85),,,,(),,,,[7](P101),,,;,,;,,,[8](PP70-71),,?,56©1994-2006ChinaAcademicJournalElectronicPublishingHouse.Allrightsreserved.[9](PP108-111),,,,,,,(),,,,,,,,,,,,,,,,,,[10](PP172-173),,,,,,,,,,,[11](P154),(RobertD.Putnam)(Two-LevelGame):(L1)(L2),,,,[6],,(),(),[7](P25),,,(RaymondCohen)C()(culturallysensitivemodel)C,,,[7](P42)(I.WilliamZartman),,,,,,,,,,,,[7](PP19-24)(),,?(GuyOlivierFaure),[7](P4),[7],[7](P213),,66©1994-2006ChinaAcademicJournalElectronicPublishingHouse.Allrightsreserved.(GlenFisher),5:(1);(2);(3);(4);(5)[8](P8),,,,(negotiationculture):(1)();(2);(3);(4);(5)(),[7](P51)(),,,,,,;,,,;,,,,,[3](P199),,,,,(hurtingstalemate),[3](P211),,,,,,,,(SaadiaTouval),,(),,[9](P16):,,,():(1),,;[10](PP5-15)(2),,,,76©1994-2006ChinaAcademicJournalElectronicPublishingHouse.Allrightsreserved.(metaphor)(analogy),/,,,,,,,,,,,,[11](PP118-119),,,,,,,,,,,,,(),[3](P314),,,,:[1]FredCharlesIkl,.HowNationsNegotiate[M].NewYork:FrederickPraeger,1964.[2],.[M].:,2000.[3]P.TerrenceHopmann.TheNegotiationProcessandtheResolutionofInternationalConflicts[M].Columbia:UniversityofSouthCarolinaPress,1998.[4]AnatolRapport.Fights,Games,andDebates[M].AnnArber:UniversityofMichiganPress,1960.[5].[M].:,2001.[6]RobertPutnam.DiplomacyandDomesticPolitics:TheLogicofTwo-LevelGames[J].InternationalOrganization42,Summer1988,(3).[7],Z.:[M]..:,2001.[8]GlenFisher.InternationalNegotiation:ACross-CulturalPerspective[M].Yarmouth,Maine:InterculturalPress,1980.[9]SaadiaTouvalandI.WilliamZartman.InternationalMediationinTheoryandPractice[M].Boulder,Colo:WestviewPress,1985.[10]I.WilliamZartman.WhatIWanttoKnowaboutNegotiations[J].InternationalNegotiation,2002,(1).[11]R.P..[M].:,2002.86©1994-2006ChinaAcademicJournalElectronicPublishingHouse.Allrightsreserved.