供应链协同采购议价及其冲突消解策略研究

On Collaborative Purchasing Negotiation and Its Conflict Resolution Strategies of Supply Chain

文章讨论了供应链核心制造企业主导的协同采购"三阶段"议价机制,构建层次约束网络模型与冲突检测机制,提出了不存在完全满足预期目标的议价方案时的两步冲突消解策略。首先通过多目标决策方法,充分考虑供应商的合作积极性,筛选出剩余最满意议价方案;其次针对筛选方案的短板,进行满意度协商让步讨论确定议价方案;通过案例论证了在信息不完全的情况下,该策略有利于形成"共赢"结果。

This paper discusses the collaborative purchasing model focusing on the manufacturing-enterprise-oriented supply chain.It proposes a three-phase collaborative negotiating mechanism and builds a hierarchical constraint network model and a conflict detection mechanism,and it proposes a two-step conflict resolution strategy when there is no bargaining plan that fully satisfies the expected goals:firstly taking a multi-objective decision-making approach,which fully considers the supplier s cooperative enthusiasm by selecting the most satisfied bargaining solution;then discussing the satisfaction with concessions at the weakness of the plan selected to determine the bargaining plan.Through case studies,it demonstrates that the conflict resolution strategies are conducive to the win-win results in the absence of complete information.