An Agent Negotiation Model and Strategies in Supplier Relationship Management

摘要

Contract negotiation and management are very important in supplier relationship management. From the point of view of system engineering methodology, this paper analysis of the characteristics at all stages of the business negotiation process, extracts the interrelated relations from various stages of business negotiations, constructs an agent negotiation model, and establishes the negotiation strategies. Negotiations should take into account the efficiency of the whole process of business negotiations, and not just a bargaining stage. Information between the two sides to negotiate, such as the environment, negotiating goals, the relationship, has a serious impact on the formulation of negotiating strategy, the first proposal put forward, as well as concessions at the bargaining range. Full account of these factors can better improve the efficiency of the negotiations. Finally, this paper shows the characteristics of the model and strategies through the example.