On Collaborative Purchasing Negotiation And Its Conflict Resolution Strategies On Supply Chain

Economic globalization and Time information require enterprises to fully utilize information technology to arm themselves,enhance their core competitiveness,and meet the challenges of shortening product life cycle,increasing order response speed,and increasing product and service expectations.The process for enterprises focusing on key business,shitting non-critical business to strategic partners,improving supply chain management,maintaining long-term industry leadership,achieving goal about rapid market demand response speed,strategic management,high flexibility,low risk and the cost-benefit,has two obstacles:supply chain partnership management issues and its operations coordination management issues.To solve its problems in the irrationality of current the decision-making system and procurement process,the irrationality of supplier selection indicators and models,the difficulty of modeling and solving multi-objective decision-making optimization problems and the long cycle and the high cost of the negotiation of collaborative conflicts,the paper discusses the collaborative procurement model led by the core manufacturing enterprises in the supply chain,which combines the collaborative procurement alliance model and the collaborative service platform model.Then,the paper sorts out the collaborative procurement business process from the model,and proposes a "three-stage.collaborative negotiation mechanism.The first phase is to determine the collaborative procurement demand,the second phase is to initiate the collaborative procurement negotiation,and the third phase is to implement the collaborative procurement and feedback.The mechanism comprehensively covers the entire collaborative procurement negotiation business process,and initially determines the constraint model according to the multi-agent goals of each stages in the collaborative process.The paper establishes an integrated conflict resolution strategy plan and transforms the three-stage negotiation mechanism and multi-agent targets system into a hierarchical constraint network model as a conflict detection mechanism which discusses the dependency between each level of constraints and variables and identifies key conflicts.When there is no negotiation plan that fully satisfies all expected goals,the paper will pre-empt plans that completely fail to meet every expected goal,and then propose a "two-step" conflict resolution strategy for remaining bargaining plans.The first step,in order to tap the potential of suppliers,is to fully consider the cooperation enthusiasm of suppliers,and to select the remaining most satisfactory plans through multi-objective decision-making methods.The second step is to make a satisfaction negotiation concession for the short board of the screening scheme,and to determine the final plan optimizing business capability the supplier.Through a case study with incomplete information of DH CO.,the paper demonstrates that "three-stage" negotiation mechanism of supply chain collaborative procurement is complete,the hierarchical constraint network model is reliable,and"two steps" negotiation conflict resolution strategy of supply chain collaborative procurement is feasible.The integrated collaborative procurement conflict resolution plan takes into account the interests of the providers and the overall benefits of the SC.At the same time,it fully reflects the business potential development of the supplier as a strategic partner,promotes the coordination of the supply chain operation,and is conducive to the formation of cooperation and win-win results.The paper also has certain theoretical innovation.The three-stage negotiation mechanism is more rigorous and practical in terms of controlling rationality of procurement demand than the traditional one-time transaction purchasing negotiation process model.In addition,it evaluates enthusiasm and initiative with evaluation attributes of suppliers as strategic partners on selecting negotiation plans,instead of directly screening plans having short boards,and more fully considers the enthusiasm and initiative of the two parties on optimizing the potential business capability of suppliers,which reflects the synergy role and collaborative management capabilities of core manufacturing enterprises.The two steps negotiation conflict resolution strategy is more focused on the willingness to cooperate of suppliers and the potential development of strategic partners than the existing conflict negotiation method focusing on price game or delivery date game,which is a strategy of sharing cost and benefit.