The Whole Process Perspective:A Study On Negotiating Transnational Procurement Contracts

Global economic integration continues to accelerate,and the increasingly internationalized Chinese market and the increasingly globalized international market enable the circulation of goods and capital in a broader space,profoundly affecting the lives of countries,enterprises and individuals.Transnational procurement and commodity sales to the international market have become a powerful engine for the development of enterprises.In the process of overseas business communication,negotiation is undoubtedly an indispensable bridge of communication,and good business negotiation can greatly improve the economic and diplomatic benefits of enterprises.Healthy business negotiation activities are based on the premise of good contract negotiation efficiency and good contract negotiation level.Compared with Western multinational retail companies,domestic large retail enterprises started to conduct transnational procurement and business contract negotiation relatively late.The most prominent problem is that the efficiency of negotiation activities is not well enough,and the negotiation level of the team needs to be improved.Throughout the research literature at home and abroad,most of them focus on the basic principles and negotiation strategies of negotiation,and focus on the specific process management in the international supply chain.Cross-border procurement contract negotiation has its unique content and problems.Domestic and foreign literature research on the retail enterprises engaged in cross-border procurement "How to properly organize and plan contract negotiation to improve the efficiency of enterprise negotiation?How can we apply good theory to the important practice of procurement negotiation to improve the level of negotiation activities?In particular,there is a lack of correlation research between theory and practice,and the literature research lacks pertinence and practical guidance in this field.From the perspective of the whole process this paper points out how enterprises can improve the efficiency of procurement contract negotiations through efficient contract negotiation organization and planning.This paper interprets the relevant theories and strategies in the study of negotiation,and points out how to use negotiation theories and strategies to improve the level of negotiation and promote the realization of negotiation goals when deconstructing and recombining each link of negotiation activities.This paper provides a new working idea and theoretical reference for the research of transnational procurement contract negotiation,which will be of practical significance for the research of enterprise contract negotiation and the enrichment of negotiation theory.