摘要
简述了BATANA的内涵与优势,指出制定己方的BATANA需要清晰地认识到己方的核心利益及其构成项目,而且应用BATANA需要采取首先报价策略、研究对手策略和BH/WH让步策略。
This paper briefly expounds the connotations and superiorities of BATANA, and points out that formulating the BATANA of one own side should come to realize clearly the core interest of one own side and its items, and using the BATANA should adopt the first quotation strategy, competitor research strategy and BH/WH concession strategy.
出处
《科技情报开发与经济》
2009年第1期134-136,共3页
Sci-Tech Information Development & Economy
