Research on Negotiation Skill Orienting to International Engineering Project

摘要

With the further development of economic globalization, the negotiation of international engineering project has been paid more attention on. However, due to the complicated negotiation process, comprehensive content and involving multiple benefits, the negotiation is rather difficult. Therefore, how to determine the optimal price region and adopt the negotiation skill to occupy the initiative in the engineering project negotiation and realize the win-win situation appears to be very important. It's started with the negotiation problems which are involved in the two stages of bidding and contract negotiation in this paper, summarized the predecessors'' work, some characteristics which exist in the current international engineering project negotiation have been explored through case study, price game model is structured and it has been given the corresponding strategy as well as skill. Combining the game model with negotiation skill will perform more important function in the process of negotiation. The paper will play a very important reference and guidance role for promoting the cooperation of the international engineering project and enhancing the nations' economic transaction.