摘要
石油石化企业往往由于涉密、抢险、专利技术、特许经营、功能配套、原厂备件、集中采购、战略合作等原因采用独家采购模式,导致采购价格可能偏离市场价格,存在较大的采购风险。采购人员需要制定完善的谈判方案,运用成本分析法、横向对比法、代理权限类比法、博弈与心理战等谈判策略,合理控制采购成本。
The petrochemical enterprises often adopt the exclusive purchasing mode because of the classified documents, emergency, patented technology, franchise, supporting functions, original equipment, centralized purchasing and strategic cooperation, which may lead the procurement prices to deviate from the market price and cause high risk. The buyers need to formulate negotiating plan by means of the cost analysis, lateral contrast, agency authority analogy and psychological warfare, to control purchasing cost.
引文
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