基于让价幅度加权思想的谈判成交价估计方法  

Evaluation method of transaction price based on the idea of price concession weighting

作　　者：张志勇[1,2] 张华玲[2] 刘心报[1] 徐广姝[2] 

机构地区：[1]合肥工业大学管理学院,合肥230009 [2]北京物资学院物流学院,北京101149

出　　处：《系统工程理论与实践》2010年第12期2212-2219,共8页Systems Engineering-Theory & Practice

基　　金：国家自然科学基金(70772029);北京市教委社科计划重点项目(SZ201010037015)

摘　　要：针对电子商务环境下集中采购中的双边多轮价格谈判过程,以讨价还价轨迹图为分析工具,在剖析现有基于传统趋势外推思想的成交价估计方法特点的基础上,提出了一类基于让价幅度加权思想的谈判成交价估计方法.新成交价估计方法符合谈判人的出价心理与习惯,较直接的反映了交易价格的形成规律.新方法的估计结果满足正常谈判条件,并且在第一轮报价后即可预估谈判成交价.新旧两类谈判成交价估计方法的实例对比分析表明,新成交价估计方法是可行和有效的.谈判成交价估计方法是集中采购价格谈判决策支持系统开发的重要基础.For the multistage bilateral price bargaining process of centralized procurement in the envi- ronment of e-commerce, we propose a new type of evaluation method of transaction price by use of the bargaining track chart. Compared with the traditional trend extrapolation idea of the current evaluation method of transaction price, the new method is based on the idea of price concession weighting. The new method conforms Co the negotiators＇ psychology and habits, and more directly reflect the formation law of deal price. The results of the new method satisfy the normal bargaining condition. The new method can estimate the transaction price near after the first round of negotiations, which is an improvement. A practical example of calculation proves that the new method is cogent and effective. Evaluation method of transaction price is an important base for the development of the pricing decision support system in centralized procurement.

关 键 词：讨价还价 定价 价格估计 集中采购 电子商务 

分 类 号：C931.9[经济管理—管理学]