双边多轮价格谈判过程的建模与分析  

Modeling and analysis of multistage bilateral bargaining process

作　　者：汪定伟[1] 王庆[1] 宫俊[1] 万福才[2] 

机构地区：[1]东北大学信息科学与工程学院,沈阳110004 [2]上海大学现代物流中心,上海200072

出　　处：《管理科学学报》2007年第1期94-98,共5页Journal of Management Sciences in China

基　　金：国家自然科学基金重点资助项目(70431003);教育部博士点基金资助项目;教育部流程工业综合自动化重点实验室开放基金资助项目

摘　　要：针对电子商务环境下集中采购的价格谈判的特点,提出了讨价还价轨迹图的概念.该轨迹图可以记录谈判对手的历史谈判数据,分析其心理特性,为当前谈判提供参考.基于这种轨迹图,提出了多点组合法和折线延伸法两种在谈判中预估成交价格的计算方法.这些方法可以在谈判过程中,实时地为谈判人员提供信息支持,避免大的失误,使谈判取得更好的经济收益.以上工作已在某企业采购中心电子商务系统获得应用,并取得满意的效果.In order to solve the bargaining problems of centralized procurement in the environment of e-commerce, we propose the concept of Bargaining Track Chart. The track chart can be used to record the historical bargaining data. These data can provide a useful tool for the analysis of psychological characters of buyers and support current negotiation. Based on the bargaining track chart, the multi-point combination method and the linear extension method for evaluation of the final price are suggested. These methods can provide valuable online information to the negotiators in the bargaining process via intemet. Thus, they can keep away from negotiation trap and achieve better revenue from price bargaining. The bargaining track chart had been applied to the e-commerce system of a centralized procurement center of a big enterprise group in China. The application results are satisfactory.

关 键 词：谈判模型 讨价还价 电子商务 集中采购 定价 价格估计 

分 类 号：C931.9[经济管理—管理学]