It is getting more important to have quick response during the negotiation process due to the very competitive environment. However, in the negotiation process, it is quite often that negotiators do not have enough time to understand the negotiation issue, the available alternatives and their priorities. In addition, negotiators may also have difficulties to catch path of interactions between negotiators, i.e. negotiation dance. These problems may have negative impact on the negotiation results or even break the negotiation. The goal of this research is to help negotiators with clearer picture about the negotiation issues and the interactions between negotiators in order to have better negotiation decisions during the negotiation process. First, the challenges in understanding the negotiation issues and the interactions between negotiators are identified. Then, based on the identified challenges, five negotiation decision support agents are designed. The algorithm of each agent is proposed too. In order to evaluate the effectiveness of the proposed agents, prototypes of two agents have been developed and evaluated through an experiment. The result is positive.

本論文研究目的為： （１）探討談判系絡（negotiation context ）的影響；談判系絡包括談判的情境、 依賴的程度、談判的本質及態度取向，談判結構則分成競爭式談判結構及整合式（合 作式）談判結構兩種。 （２）探討在各種談判結構下，決策者會擬訂何種談判策略；而在談判雙方交換資源 之下，如何運用策略來改變談判系絡及對方的策略，使談判更加有利己方。 （３）探討採取何種策略將導致何種結果（outcomes），並找出評估的方法。 （４）探討談判的過程，並綜合上述（３）項以建立一套整體性的經貿談判模型，以 供未來經貿談判之參考。 本研究的重心係在理論與策略層面，對於個人層面如人格特質、技巧及戰術運用均不 加討論。研究範圍為兩元（兩國之間）經貿談判，研究目標則為民國７２年至７４年 之間的中美仿冒品談判（中美智慧財產權談判）。 本研究使用的研究方法係以文獻所建構之模型為主體，用之分析中美仿冒品談判的過 程、系絡、結構、策略與結果，並評估得失；資料搜隻除書籍文章外，尚包括報紙、 官方文件乃面訪與電話訪問的資料，其中電話訪問係以工業總會參加反仿冒委員會的 公司為母群體，進行調查。