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,谈判还是一种博弃和平衡

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,以期为曰后A公司市

场人才的培养和商务谈判的高效运作提供指导。

关键字:招投标商务谈判路线图

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华东理工大学硕士学位论文

Research On the Bidding of Business Negotiatation Strategy

A Company

ABSTRACT

Peace and development is the main melody of today's society, so studying the

economic activity of business negotiations are getting more and more attention, because

the law of business negotiation effective application can not only help enterprises realize

the maximization of the interests in economic activity and efficient Commodity

Exchange and objectively and promote the rapid development of the whole social

economy.

It is worth mentioning that theory and practice on business negotiation is a science

and a subject, this is because it not only has a relatively complete theoretical system, and

the specific form is closely related with the social and economic environment of different

periods, showing obvious policy and effectiveness;In addition, negotiation is a kind of

game and the art of balance.In recent years, various levels, various types of business

negotiation, compared with at any time in history, is more frequent in social economic

activities,and play an important role;A lot of practice,greatly promote the rapid

development of the business negotiations the science.

In this paper, based on the current business negotiations the latest research,

combined with A company many years of experience in tendering and bidding in

petroleum and chemical industry, realizes the whole process of large commercial

negotiation of exploratory activity decomposition and strategies to control key link, and

formed suitable for complex project operation of the business negotiation roadmap, the

cultivation of the talent to A company in the foture market and guide the efficient

operation of business negotiations.

Keyword: Bidding ; Business Negotiatation; roadmap