| Summary: | 碩士 === 國立臺灣大學 === 商學研究所 === 92 === Negotiation, consisting of fair division, arbitration procedures, mediation, conflict and coalition, is a very important and wildly applied subject nowadays. Especially in business area, it will bring huge benefits to business if negotiation skill can be used well. Coalition is the main issue in this thesis. Coalition can be defined as “through cooperating with other groups to effectively achieve the goal”.
This thesis first introduces the background and academic progress of coalition, and the basic concepts and tactics of modern coalition theory. Then,
this thesis introduces an important research issue of coalition in application, i.e., “coalitional strategic sequencing” with an emphasis on “how to effectively achieve the goal of coalition through the strategic sequencing.” The focus of this thesis is on analyzing a real case.
The real case that this thesis analyzes happened in the period of Warring States in Chinese history (from 481 B.C. to 221 B.C.), which is well-known as “Aligning the Six States of East with Chin by Chang I, the prime minister of Chin state”. Chang I promotes the coalition policy which the main purpose is to disintegrate the coalition (of the six eastern states against Chin) once formed by Su Chin.
This thesis adopts a model-building approach for analyzing such a real case. The idea of applying modern management science tool to analyze an important historic event in Chinese history is a new trial, which may inspire more future works in this direction.
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