谈判中“合意贫困化”的化解 ——基于法律谈判的视角
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引用本文:陈文曲,文豪娟.谈判中“合意贫困化”的化解 ——基于法律谈判的视角[J].湖南大学学报社会科学版,2020,(5):119-126
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陈文曲,文豪娟 (中南大学 法学院湖南 长沙 410083) 
中文摘要:理想的谈判在于实现真正的合意,但由于谈判主体易受目的理性和竞争思维的操控,在压迫、妥协和博弈的相互作用下,合意丧失了真诚、正当、真实的有效条件,异化为“同意”“好意”“恣意”,引发“合意贫困化”危机。虽然原则谈判为化解合意危机提供了新的路径,但在具体实践层面存在着局限。为了彻实有效地消除合意危机,应当超越原则谈判,引入法律谈判。在秉持充分沟通的理念下,经由双方平等对话、理性交涉形成一致意见。通过介入法律因素,增强谈判主体的自我约束,使双方基于交往理性达成共识,防止谈判转向策略性行为,进而实现真正的合意。
中文关键词:谈判  法律谈判  合意贫困化  交往理性
 
On the Solution of Negotiation "Poverty and Desire"——Based on the Perspective of Legal Negotiation
Abstract:The purpose of negotiation is to achieve true agreement. However, because the subject of negotiation is susceptible to the manipulation of purpose rationality and competitive thinking, under the interaction of oppression, compromise and game, it is desirable to lose the characteristics of sincerity, righteousness and truth, and alienation is " Consent", "good intentions" and "cozy" have triggered the crisis of "preferential impoverishment." Although principled negotiations provide a new path to resolve the crisis of satisfaction, there are limitations on the specific practice level. In order to completely eliminate the crisis of satisfaction, we should go beyond principled negotiations and introduce legal negotiations. Under the concept of communication and integrity, we will form a consensus through equal dialogues and full negotiations between the two sides. By intervening in legal factors, the self-restraint of the negotiating body is enhanced so that the two sides form an understanding and consensus based on the communicative rationality, preventing the negotiation from turning to strategic behavior, and thus realizing the true agreement.
keywords:negotiation  legal negotiation  conspiracy  communicative rationality
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