A Research of Dynamic Conflict Analysis on the Offset Negotiation Stage─An Application for the Joint Venture Case of CSC Silicon Wafer Materials

• Main Authors: Kung-Kuang, Ni, 倪孔光
• Other Authors: Mo-Chung, Tien
• Format: Others
• Language: zh-TW
• Published: 2002
• Online Access: http://ndltd.ncl.edu.tw/handle/05781030380650112432

碩士 === 國防管理學院 === 資源管理研究所 === 90 === Offset is origin of defense procurements, usually when these procurements involve military equipment, aeronautical products, and similarly related large-scale, high priced items, most nation governments often require compensation package, or offset, as part of contract negotiations for these large purchases. These compensative transactions can use in commercial and military both fields. But, whether all the promises will materialize and what the eventual value of the countertrade or offset deals will be hinged critically on the negotiation process. We examine negotiating as a basic social process and it is used to resolve conflict, this process is emerged from many different situations, works, and everyday activities. Negotiation is a highly complex social activity. A “conflict” is a situation in which there is a condition of opposition, and parties with opposing goals affect one another. In fact, conflict is virtually inevitable whenever humans interact, either individually or in groups. Dynamic conflict analysis is derived from static conflict analysis, and viewed a conflict situation as a dynamic process. At a particular point in time during this process have a limited number of states, or called eventual outcomes, and in which participants will decide on their courses of action to gain optimally. By a state transition matrix that performs mathematical calculations will obtain the development of a conflict event and the final equilibrium. Actually, negotiation process involves multi-goals and many decision makers. Not only there are conflicts caused by some benefits between participants, but also there is a good possibility of reaching some concessions and agreements each other. Therefore, negotiation activities belong to a rational and conflicting decision problem. The purpose of this research is trying to introduce dynamic conflict analysis into negotiation process and to provide the best decision aids for the negotiation parties.