论我国制造集群企业商务谈判优势与策略构建——基于全球价值链的视角

Study on the Advantages and Strategy Construction of Business Negotiation of Manufacturing Cluster Enterprises in China——Based on the Perspective of Global Value Chain

全球价值链的视角下,对我国制造业在国际商务谈判中的优势和存在的问题进行分析,以期推动国际商务谈判顺利进行,加强制造集群的国际竞争力。根据我国制造业目前在全球价值链的分工地位,将现有制造集群分为劳动密集型、信息与管理密集型和技术与资本密集型3类。探讨我国制造集群在价值链不同环节具备的谈判优势,并针对性地提出谈判策略。经研究发现:在国际商务谈判中,3种类型的制造集群分别具备外部经济优势、集群网络优势和创新优势。基于此提出双赢、信息优势和未来激励等策略,为制造集群的谈判活动提供建议和指导。

From the perspective of global value chain,this paper analyzes the advantages and problems of China s manufacturing industry in international business negotiations in order to promote the smooth progress of international business negotiations and strengthen the international competitiveness of manufacturing clusters.Based on China s manufacturing industry s current position in the global value chain,this paper classifies the existing manufacturing clusters into three categories:labor-intensive,information-and-management-intensive,and technology-and-capital-intensive.This paper discusses the negotiation advantages of China s manufacturing clusters in different links of the value chain,and puts forward the negotiation strategies accordingly.The research shows that,in international business negotiations,the three types of manufacturing clusters have external economic advantages,cluster network advantages and innovation advantages respectively.Based on this,this paper puts forward win-win strategy,information advantage strategy and future incentive strategy to provide suggestions and guidance for negotiation activities of manufacturing clusters.