讨价还价中区间边界与过程的分析

发布时间：2018-03-24 16:15

本文选题：讨价还价　切入点：有效区间　出处：《重庆大学》2003年硕士论文

【摘要】： 在经济生活中，商品交易时的讨价还价是一个普通和常见的现象，但其对于相对长期价格和短期价格而言的即期价格的确定却发挥着重要作用。虽然，已经有一些模型分析过讨价还价问题,但是，对于讨价还价过程中的交易双方——卖者和买者的可接受价格区间，以及在此基础上一个明确的讨价还价区间问题，这方面的分析却鲜见阐述，并且已有的研究是将这么一个讨价还价区间作为一个给定条件加以考虑的，但是如何得到这个区间，却没有进行分析，这，就是论文首先要考虑的问题。论文先从交易者在商品选择过程中可接受的价格区间入手，，根据交易者拥有的市场信息和其自身的效用评价等因素来考虑最优的机会选择，这样，在机会选择的基础上就可以分析得到一个讨价还价过程中的“有效区间”的概念。这也就是交易双方在讨价还价之初选择交易商品、选择交易对手的问题。但是，现实中的卖者和买者之间可能并不一定都是一对一的进行讨价还价，由于不能区分不同的买者，卖者可能会面对一对多进行讨价还价的情形，此时讨价还价双方的有效区间会发生一定的变化，而卖者是从自身的单位时间内收益最大化进行考虑，买者则是单独决策。在分析了有效区间的问题之后，论文开始讨论讨价还价的过程，并把这个过程划分为两个不同的阶段：信息交换阶段、讨价还价阶段。信息交换阶段虽然也有“报价－还价”的现象，但是此时的“报价－还价”不同于讨价还价阶段的“报价－还价”，因为前者是在进行信息交换并通过各种可能的信息交换方式来得到一个稳定的“共同区间”，当交易双方中任一方对于在共同区间内最终成交价格的预期不在有效区间内时，如果另一方不能使其预期发生改变并在有效区间的范围内，那么交易就会中止；而此时的“报价－还价”就是各种信息交换方式中的一种。讨价还价阶段中的“报价－还价”则是当交易双方的信息交换完毕，并都有动机继续交易时，在“共同区间”中为了达成交易而相互之间逐步作出的让步。在讨价还价阶段，“报价－还价”的原则则遵循“公平还价”的过程，此时的“公平”概念是一个交易者整体的评价，而不仅仅指某一次的还价的数额是否与自身的让步相当。
[Abstract]:In economic life, bargaining in commodity trading is a common and common phenomenon, but it plays an important role in determining spot prices relative to long-term and short-term prices. There are some models that have analyzed the bargaining problem, however, for the acceptable price range between the seller and the buyer in the bargaining process, and for a clear bargaining range on this basis, This analysis is rarely discussed, and existing studies have taken such a bargaining interval into account as a given condition, but how to get the interval has not been analysed. This is the first question to be considered in the paper. The paper starts with the acceptable price range in the process of commodity selection and considers the optimal choice of opportunity according to the market information and the utility evaluation of the trader. On the basis of the choice of opportunity, the concept of "effective range" in the bargaining process can be analyzed, which is the problem of the parties choosing the goods and counterparties at the beginning of the bargain. However, in reality, the seller and the buyer may not always bargain one-to-one, because they cannot distinguish between different buyers, the seller may face the situation of one-to-many bargaining. At this point, the effective range of both bargaining parties will change to a certain extent, while the seller will consider the maximization of the profit per unit time, while the buyer will make a separate decision. After analyzing the problem of effective interval, the paper begins to discuss the bargaining process, and divides the process into two different stages: the information exchange stage. Although there is also the phenomenon of "quotation and counter-offer" in the information exchange stage, But the "offer-counteroffer" at this time is different from the "quote-counteroffer" in the bargaining stage, because the former is exchanging information and obtaining a stable "common interval" through various possible ways of exchanging information. If one of the parties to the transaction does not expect the final transaction price within the common range to be within the valid range, If the other party cannot change its expectations and fall within the valid range, the transaction will be terminated; At this point, "quotation-counteroffer" is one of the various ways of exchanging information. In the bargaining stage, "quote-counteroffer" is when the information exchange between the two parties to the transaction is completed and both parties have an incentive to continue the transaction. A gradual concession made between one another in a "common interval" in order to make a deal. In the bargaining stage, the principle of "quotation and counteroffer" follows the process of "fair counteroffer". The concept of "fairness" is the evaluation of a trader as a whole, not just whether the amount of a counter-offer is equal to his own concession.
【学位授予单位】：重庆大学
【学位级别】：硕士
【学位授予年份】：2003
【分类号】：F014.31

【引证文献】