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竞争性谈判是一种重要的武器装备采办方式,军方与承包商之间的谈判是一个重复博弈过程,双方谈判的本质是讨价还价。分析了轮流出价的讨价还价模型,对轮流出价博弈的子博弈精炼均衡进行了论述;在轮流出价模型的基础上建立了同时出价的讨价还价模型,并对2种模型的特点进行了分析;通过案例对2个模型的均衡结果进行了对比。分析结果显示:同时出价的讨价还价模型更能有效解决实际问题,更具有现实意义。
Competitive negotiation is an important procurement method of weapons and equipment. The negotiation between the military and the contractor is a repeated game. The essence of the negotiation between the two parties is bargaining. The bargaining model of turn-by-round bidding is analyzed, and the sub-game-perfect balance of turn-by-turn bidding game is discussed. The bargaining model of simultaneous bidding is established on the basis of turn-by-turn bidding model and the characteristics of the two models are analyzed. The equilibrium results of the two models are compared. The analysis results show that the simultaneous bargaining model can solve practical problems more effectively and has more practical significance.