【作者】 张莹；

【导师】 岳瑨；

【作者基本信息】 东南大学 ， 科学技术哲学， 2015， 硕士

【摘要】 控制论自从产生以来,很大程度地改变了人类对现实世界的认识。作为控制论重要的方法之一,黑箱方法对社会的发展有着极大的促进作用。本文参考控制论目前的研究成果,重点研究商务谈判领域中的黑箱方法,首先阐述商务谈判中黑箱产生的原因,明确利用黑箱方法解决商务谈判问题的重要性,并以中德合资兴建拜耳——上海齿科有限公司一案为例,根据此案的进程来详解黑箱方法在商务谈判中的具体应用情况,分别对其中的“黑箱”、“灰箱”、“白箱”策略进行重点分析。文章试图以商务谈判,分析黑箱方法的特性,并提出打开黑箱的方法：首先确定黑箱;其次,明确研究目的,建立多维信息网络；再次,建立模型,阐明黑箱；最后评价和检验黑箱。之后提出黑箱方法在商务谈判中的具体应用建议,分为常规方法和特殊方法两种情况论述。在文章的最后,点明商务谈判中“黑箱”方法的认识论意义及其局限性。黑箱方法提供了一条认识事物的新途径,也将发挥越来越重要的作用。本文的最终目的是力求实现商务谈判中黑箱方法的应用从不自觉到自觉的转换。更多还原

【Abstract】 The cybernetics has altered the people’s awareness of the reality significantly since it was born. As one of the most important methods, the black box method has contributed a lot towards the development of the entire society. With several references from the current research on the cybernetics, the paper will concentrate in the black box in the field of the commercial negotiation. At the beginning, the paper will state the reason of the generation of the black box in the commercial negotiation and the importance of the employment of the black box method in the negotiation. At the same time, the paper will take the Shanghai Bier Ltd. (the joint company by German and Chinese) as example, introducing the detailed application of the black box method with the analysis of the’black box’,’the grey box’, ’white box’ strategy. The article tries to analyze the feature of the black box method based on the commercial negotiation:step 1, determine the black box; step2. Clarify the research purpose, establishing the multi-dimensional information network; step 3, build the model, illustrating the black box. Finally, evaluate and exam the black box. After the analysis of the procedure of the application, the article will point out the advice of the method-employing. It will be separated in two conditions, the regular one and the special one. In the end, the article will demonstrate the limitation and the significance of the black box method which provide an important way for people to sense the world, and will turn to be more and more important. The ultimate purpose of the article is to accomplish the converting from the unawareness to the awareness in the application of the black box method in commercial negotiation.更多还原