进口油气管道技术谈判要点透析——基于《中俄东线管道供气购销协议》前期技术谈判经验  

Key points of technical negotiation on oil and gas import pipelines——Based on the experience of early technical negotiation on “Purchase and Sale Agreement of Russia-China Eastern Route Pipeline”

作　　者：王保群[1] 蒲明[1] 李强[2] 姜勇 李育天 WANG Baoqun PU Ming LI Qiang JIANG Yong LI Yutian(PetroChina Planning ＆ Engineering Institute PetroChina Natural Gas ＆ Pipeline Company PetroChina Oil ＆ Gas Control Center)

机构地区：[1]中国石油规划总院 [2]中国石油天然气与管道分公司 [3]中国石油北京油气调控中心

出　　处：《国际石油经济》2017年第2期85-89,95,共6页International Petroleum Economics

摘　　要：2014年5月21日,中国石油天然气集团公司和俄罗斯天然气工业股份公司签署了《中俄东线管道供气购销协议》,标志着跨越近20年的中俄天然气谈判尘埃落定。分析该协议的前期技术谈判要点,包括进口油气管道技术谈判应充分发动集团公司整体力量,打造强有力的谈判阵容,建立高效的沟通机制和快速的响应机制,选择雄辩的首席谈判代表、得力的发起人和具备实战经验的翻译员。谈判准备期间应充分借鉴类似管道谈判经验,并充分调研国外基本情况;谈判策略要抓大放小,既要放眼国际环境又要立足技术细节,必要时可将多项技术条款"捆绑";谈判技巧需灵活应对,既坚持原则又不乏折中变通,争取双赢。总结中俄东线天然气管道前期技术谈判经验,为今后中俄西线及其他进口油气管道前期谈判提供参考和借鉴。China National Petroleum Corporation and Gazprom signed ＂Purchase and Sale Agreement of Russia-China Eastern Route Pipeline＂ on May 21, 2014, which marks the end of natural gas negotiation after nearly 20 years between China and Russia.Through analyzing key points of technical negotiation of the agreement, the technology negotiation of oil and gas import pipeline should fully mobilize the overall strength of the whole corporation, build a strong negotiating team, establish efficient communication mechanisms and rapid response mechanism, choose the eloquent chief negotiator, effective promoter and experienced translator.Negotiating teams should fully learn from similar negotiation experience and research the basically abroad situation in the negotiation preparation period; take the strategy of ＂retain the large, release the small＂, keep eyes on global environments and focus on technical detail, and bind technical clauses if needed.Negotiation skills need to be flexible, adhering to both the principle and compromise to strive for double wins.The experience of the early-stage technical negotiation of Russia-China Eastern Route Pipeline could provide reference for the future negotiation of Russia-China Western Route Pipeline, and other oil and gas import pipelines.

关 键 词：中俄东线 跨国管道 谈判要求 谈判准备 谈判策略 谈判技巧 

分 类 号：F426.22[经济管理—产业经济]