Research On Contract Negotiation Strategy Of Construction Enterprises

ABSTRACT:In the fierce market competition, due to the low threshold of building engineering market entry, competition is especially intense, and because of the particularity of construction field, the risk tolerance of construction enterprises is lower, also with the needs of enterprise survival and development, construction enterprises eager to get construction contract, all these lead to the tendency of emphasizing on price negotiation, neglecting contract negotiation and negotiations team organization. This paper is to study the issue of contract negotiations selection in different situations, which aims to provide conceivable choices for those construction enterprises in a weak position to maximize the profits. In order to research need, the research scope of this paper defines in the project contract negotiations of domestic construction market, and the research method is based on the relevant negotiating theory, combining the case analysis and the analysis of different purpose purchase behavior in marketing theory, and performance theory, incentive theory and Maslow demand theory of individual and of the organization, establishes the choice equation of contract negotiation expect, brings in the new variables such as lawyers, authorized degree of negotiation rivals, kinds of negotiation rivals-the government or enterprise, etc. And the paper researches how to choose appropriate negotiations strategy to reach optimization business goals for the different status of the companies in this filed when facing government and enterprises.