A公司在招投标中的商务谈判策略研究

发布时间：2018-04-05 16:18

本文选题：招投标　切入点：商务谈判　出处：《华东理工大学》2015年硕士论文

【摘要】：和平与发展是当今社会的主旋律,因而经济活动中的商务谈判规律研究正在得到越来越多的重视,因为商务谈判规律的有效应用不但可以帮助企业在经济活动中实现利益最大化,同时高效的商品交换,客观上也促进整个社会经济的快速发展。值得一提的是,商务谈判是一门科学理论和操作实践并重的一门学科,这是因为其不仅仅有着较为完整的理论体系,而且具体形态与不同时期的社会经济环境息息相关,表现出了明显的政策性和实效性；另外,谈判还是一种博弈和平衡的艺术。近年来,各种层次、各种类型的商务谈判,与历史上任何时期相比,都更为频繁地出现在社会经济活动中,并发挥着重要的作用；大量的实践,极大地促进了商务谈判这门科学的快速发展。本文以目前商务谈判最新的研究为基础,结合A司在石油化工行业多年的招标投标经验,实现了对大型商务谈判整个过程的探索性活动分解和关键环节的策略把控,从而形成了适合复杂项目商务谈判的运作路线图,以期为日后A公司市场人才的培养和商务谈判的高效运作提供指导。
[Abstract]:Peace and development are the main theme of today's society. Therefore, more and more attention is being paid to the study of the laws of business negotiation in economic activities.Because the effective application of the law of business negotiation can not only help enterprises to maximize the benefits in their economic activities, but also promote the rapid development of the whole society and economy objectively.It is worth mentioning that business negotiation is a subject that pays equal attention to both scientific theory and operational practice, because it not only has a relatively complete theoretical system, but also its specific form is closely related to the social and economic environment of different periods.In addition, negotiation is an art of game and balance.In recent years, various levels and types of business negotiations have become more frequent in social and economic activities than at any time in history, and have played an important role in many practices,It has greatly promoted the rapid development of the science of business negotiation.Based on the latest research on commercial negotiation and the experience of Division A in petrochemical industry for many years, this paper realizes the strategy control of the whole process of large-scale business negotiation, which is the decomposition of exploratory activities and the strategy of key links.Thus, a road map for business negotiation of complex projects is formed in order to provide guidance for the training of market personnel and the efficient operation of business negotiation in company A in the future.
【学位授予单位】：华东理工大学
【学位级别】：硕士
【学位授予年份】：2015
【分类号】：F426.722;F715.4

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