With an introduction of the power concept , the author looks back upon three chinese historical volumes , namely , sun tzu : the art of war , tao de jing and gui gu - tzu tactics and four western negotiation theories : game theory , concession / convergence theory , psychological - behavioral approach and principled negotiation 因此,本文試用國際關(guān)系中的不對稱談判理論分析商務(wù)談判中的實(shí)力不對等現(xiàn)象,旨在探求影響談判力的因素以及在雙方實(shí)力不對等的商務(wù)談判中中國談判手如何借助談判力在與強(qiáng)者的談判中獲得最佳談判結(jié)果。