【摘要】 提出了一种两阶段式一对多谈判模型。与多个一对一并行谈判模式相比,它可以更好地体现一对多谈判的特点,即加强了多个卖方之间的竞争关系和单个买方的主导地位,使得单个买方有机会获得更优报价,也使其他卖家不会因为采取了竞争力较小的策略而丧失谈判机会。模型中提出了暂时接受报价的概念,即令其等于买方接收到的第一阶段最后一轮最小报价或第二阶段每轮最小报价,并利用此值计算卖方下一轮的报价,从而利用上一轮最低报价压低下一轮报价,达到多方竞争的目的。更多还原

【Abstract】 This paper proposed a one-to-many negotiation model with two-phase type.In contrast to the multiple concurrent bi-lateral negotiation,one-to-many negotiation model with two-phase type can improve the performance of one-to-many negotiation so that adopting two phases will promote the competition among sellers and strengthen the dominant status of buyer,which not only makes the buyer get more chances to attain a better price but also avoid that the sellers lose their opportunities because of the strategies with lower competitive power.The model put forward the concept of temporary acceptable price which was equal to the lowest price of the last round in the first phase or the each round in the second phase of the negotiation.And the sellers’ price in the next round would be calculated based on the temporary acceptable price,then the price of next round would be brought down by using the last round price and the strong competition among sellers would be brought out at last.更多还原