Business Negotiation based on Extenics

Abstract

The core needs of business negotiation are to achieve the goals expected by the negotiating parties, however, the goals of both parties are often conflicting. The conflict extended the negotiation cycle and even led to the breakdown of negotiations. The rapid accumulation of big data in the Internet environment has brought new opportunities for the intelligent research of business negotiations. In this paper, we use Extenics to describe the problem conflicts in business negotiation with a formal model. Through the systematic analysis of the relevant elements of negotiation deadlock, the negotiation object and conditions are respectively analyzed by formal divergence, correlation, implication and extensibility. The new win-win negotiation strategy is finally obtained by five basic transformations and the quantitative evaluation of the correlation function. The essence of the extension business negotiation is to seek the win-win solution from the seemingly unsolvable impossible. The practical application shows that the extension business negotiation provides a new method for the negotiation of multi-source data, information and knowledge, and helps the negotiators to reach a win-win agreement.