With the rapid development of globalization, international business communication becomes more and more frequent events. Thus, the International Business Negotiation has become a very important component in the world transaction. Negotiation is a processing of the parties involved to achieve their own commercial purposes, i.e. to ensure a maximum benefit for theirown. During the negotiation, both sides make decision separately, but they have to consider the strategies may adopt by the opponent so as to adjust their own strategies. The negotiation processing is, in essence, a game of two-parties or multi-parties.
This thesis starts from the price negotiation of international business negotiations by using the thought of Game Theory. Firstly, it analyzes the natures of the international business negotiation. Then it draws out the basic assumptions of a typical international business negotiation and according to that, constructs the Game Model of international business negotiation process. Followed by that, Game solutions are discussed in the case of fixed “1” share and added expected price by using the thought of Rubinstein Alternating Offers Model. In the case of added payment terms, Game solutions are expected by using the efficiency theory. Finally, via the game solutions discussed above, this thesis is going to recommend some strategies for the negotiators to strive for more profits.
【Key Words】International Business Negotiation; Negotiation Processing; Game Model; Game Solution