修辞学理论在国际工程IPC谈判中的应用

Application of Rhetoric Theory in IPC Negotiation of International Engineering Project

本文旨在探讨国际工程项目期中付款问题,承包商和业主(咨询)就此发生争端时承包商在此类谈判中可以运用的技巧。作者将哲学分支修辞学理论中的说服策略引入国际工程的涉外谈判,再将工程管理学领域里对FIDIC框架合同下期中付款证书(IPC)扣款的相关研究应用于Logos(以理服人)这一步骤之中,验证了这种跨学科谈判技巧的有效性。

The article aims to discuss the issue of payment during the interim period of international projects,and the skills that can be used by the contractor and the owner(consultant)in such negotiations in case of disputes.The author applies the persuasion strategies related theory of philosophical branch of rhetoric to the negotiations of international engineering payment issue settlement.Thereafter,the related findings of Interim Payment Certificate(IPC)deduction under the FIDIC framework contract is integrated into the negotiation phase.It has been proved the effectiveness of this interdisciplinary negotiation technique.