民用飞机项目采购研制合同的谈判管理与技巧

Negotiation Management and Skills for Purchase Contract of Civil Aviation Program

民用飞机项目研制的技术含量高、难度大、复杂程度高、高投入、高风险、不确定性大及市场化运作的特点,决定了其采购研制合同的谈判具有难度大、时间周期长、成本控制和综合协调要求高的特殊性,从而对其谈判的组织机构(工作团队和决策机构)和过程管理提出了特别的要求。通过总结中国与西方国家谈判组织机构设置的不同而带来的差异,以及对西方国家惯有的谈判策略和谈判技巧的深层次了解,针对我国,提出了相对有效的谈判策略和谈判技巧。谈判策略包括:公平的妥协,寻求双赢;抓大放小,求同存异;多个方案,解决问题。谈判技巧涉及谈判风格、专业知识、沟通能力等。期望能为后续的民用飞机项目采购研制合同的谈判工作提供借鉴。

The characteristics of research and development of civil aviation program in terms of high technology, complexity, investment ＆amp; risk, uncertainty and marketization lead to the uniqueness of negotiation for purchase contract in terms of dififculty, long cycle and high demand for cost control and integrated coordination, requiring special organization for negotiation including working teams and decision-making committee as well as negotiation process management. Through years of negotiation practice with world class foreign suppliers, we have gained a better understanding of standard negotiation tactics and skills in western countries. Furthermore, based on the status quo of China civil aviation industry, we have established effective Chinese negotiation tactics and skills, such as fair compromise, seeking a win-win situation, seeking common points while reserving difference, etc, and gained precious experience for future programs.