施工合同谈判研究

本文从承包商的角度分析研究了施工合同谈判,认为施工合同的谈判应该持创造附加值的观点,并提出了施工合同谈判是一项过程性的工作,既有合同签订的谈判也有合同履行中针对合同变更的谈判,本文还分析总结了合同谈判的基本技巧。     

广州地铁 11 号线工程承包合同 再谈判条款设计研究

工程项目的复杂化和顶层设计的指引推动我国工程大标段发包模式加速发展,合同的不完备性及广州地铁项目的长 期性致使合同再谈判必然存在。如何设置合理的再谈判条款以提高承包商工作积极性及实现项目的改善,是研究的关键问题。 以不完全合同理论为基础,通过文献分析、文本分析等,给出了广州地铁 11 号线合同文本编制的整体思路,并以此为基础, 设计了合同框架的优化方式,以柔性条款设置的方式保障了合同再谈判机制的有效进行。     

建设工程施工合同谈判

随着市场经济的发展和环境的变化,我国陆续出台了相当数量的法律、法规和规章制度。在建设工程施工合同谈判中,如何确定承发包双方的权利和义务,就要求合同谈判人员除具备相关的专业知识以外,还应具备相关的法律知识,熟悉合同示范文本的规定,才能适应社会发展变化并在合同谈判中合理确定双方的权利和义务,使合同履行风险降到最低。     

如何与国外事务所进行设计合同谈判

目前,许多国内项目通过国际招标最终选定了国外建筑设计事务所的设计方案,针对设计合同谈判中所遇到的各种问题,包括合同方式、合同文本、合同内容及谈判策略与步骤等问题进行了分析和论述,供国内业主参考。     

建筑施工合同谈判技巧研究

指出建筑施工合同谈判的成效关系到工程能否顺利完成,关系到承包人的经济利益,就承包人在建筑施工合同签订过程中的谈判原则和技巧做了详细阐述,为建筑施工企业在签订建筑施工合同方面提供了参考。     

柔性合同下交通 PPP 再谈判行为抑制研究

为了抑制交通 PPP 再谈判的频繁发生,在 PPP 初始合同中引入柔性合同条款,并以交通量波动作为判断社会资本方是否发起再谈判的量化指标,对社会资本方再谈判行为演化规律展开研究。通过构建演化博弈模型分析资本方再谈判行为的演化规律,得到社会资本方再谈判行为的演化与交通量波动的关系;设计基于交通需求风险共担的柔性合同,对比分析有无柔性合同条款下交通 PPP 项目社会资本方再谈判行为的演化规律。研究表明柔性合同可以促使社会资本方在实际交通量低于预期时的策略选择朝着不发起再谈判演化,从而有效抑制交通 PPP 再谈判的发生。研究结论可以为 PPP 柔性合同的设计及社会资本方再谈判行为的治理提供技术支持。     

基于扎根理论的PPP项目再谈判效果影响因素研究

随着PPP模式的快速发展,PPP项目数量不断增加,在实践中发现再谈判频发,一定程度上说是不可避免的。再谈判实质上是公私双方解决项目执行过程中合同不完备、政治经济环境变化等问题的有效途径。但因各方认识不到位,目前再谈判出现了效率低、结果差等问题,与再谈判的本质相背离。利用扎根理论对PPP项目再谈判效果进行研究,通过开放式、主轴及选择性编码探索出再谈判效果的影响因素,同时通过访谈构建各影响因素间的内在逻辑关系模型并验证影响因素及模型的有效性,为PPP项目再谈判效果的提升提供了有效途径。     

销售谈判二十计这收尾篇

在谈判的收尾阶段，只记着收钱，不去通过谈判取得未来销售执行过程中的主动权，是销售谈判的大忌。因为中国的商家非常擅长在合同之外搞些名堂，让你有苦说不出。     

销售谈判二十计之收尾篇

在谈判的收尾阶段，只记着收钱，不去通过谈判取得未来销售执行过程中的主动权，是销售谈判的大忌。因为中国的商家非常擅长在合同之外搞些名堂，让你有苦说不出。     

关于河南省西气东输合同谈判的思考

1前言 西气东输天然气购销合同的谈判签订是西气东输天然气整体工作中的关键环节。为做好河南省天然气购销合同的谈判工作,确保省内天然气用户的合法权益,河南省范围内共9家天然气用户组织起来,成立河南省西气东输天然气购销合同谈判小组,由郑州燃气股份有限公司负责牵头组织,实现信息     

Options-based negotiation management of PPP–BOT infrastructure projects

The success of public–private partnership (PPP)–build–operate–transfer (BOT) projects largely depends on effectively mitigating the impact of a variety of risks and uncertainties, especially those influencing the revenue over time. Revenue instability is one of the main obstacles of PPP form of procurement. Government support, which is established as a clause in the concession agreement, should be carefully designed and well formulated. Options which arise from certain clauses in the contract are more valuable for risky projects. The purpose of this paper’s proposed model is to evaluate early fund generation options and also to calculate equitable bounds for a guaranteed revenue for the project sponsor under uncertainty and risk. The model is specially designed to alleviate the concern of revenue risk. To illustrate its applicability the methodology is then applied to a freeway PPP project and a power plant PPP project in Iran. The results show that the value of these options can indeed be significant and by applying the proposed systematic negotiation mechanism both public and private sectors can take advantage of its flexibility at the negotiation table. The proposed mechanisms can facilitate negotiations on the verge of a break down as well as accelerating ongoing negotiations that have become moribund.     

论建筑施工项目合同风险管理

建设工程施工项目合同是建设工程的主要合同,合同中的单位或大或小承担着风险.介绍客观性合同风险、主观性合同风险等合同风险的表现形式,和加强合同投标或谈判阶段管理、合同履行时的管理、合理转移风险等各种有效控制合同风险的措施.     

Cultivation of Students' Cross-cultural Communication Ability and Business Negotiation

Making excellent negotiations is an important ability to students majoring in International Trade. It is the intercultural business negotiation that plays a major role in international business activities. We inevitably have to encounter cross-cultural issues to improve our business negotiation advantages.     

业主方工程物资采购合同总体策划

指出物资采购的内容是制定合同的种类、形式和条件的依据,介绍了现代物资合同中最典型的两类合同形式,并对招标方式的确定、合同谈判、合同主要条款进行了分析,最后对材料、设备合同与建筑工程合同体系之间的协调进行了论述。     

基于世行采购指南的小浪底工程国际招标

小浪底水利枢纽工程是一项采用基于世界银行采购指南的国际招标方式的特大型水利水电工程.本文全面地介绍了小浪底工程的国际招标全过程,对招投标的资格预审、招标文件的制定、开标与评标方式、合同谈判与授标等内容作了较详细的介绍,同时也对招标工作中的一些问题提出了一些看法和建议.     

FIDIC文本合同风险规避

阐述了FIDIC合同文件的概念,重点讨论了合同谈判,尤其是合同报价时要重点注意的事项,并提出了合同履行时的关注点,从而最大限度地规避合同风险。     

浅析国际总承包工程的合同管理

介绍了国际总承包(EPCC)工程合同与合同管理特点,对项目运行过程中各阶段合同管理应注意的问题进行了论述。对国际总承包工程从投标、合同谈判、项目实施、变更、索赔、工程分包进行了探讨,总结出国际总承包工程施工过程中合同管理需要注意的问题。     

Role of boundary objects in negotiations of project contracts

A boundary object is a concept for referring to objects that serve as an interface between different individuals and/or organizations. From this it follows that the aim of this article is to address the question of what sort of role boundary objects play in negotiations of contracts in the project business context. The beginning of the article deals with the notion of the boundary object in general. And after that follows the main content of the article – namely a study of the role of boundary objects in the context of project contract negotiations (technological delivery). The article includes three case examples, and it ends with the conclusion according to which the boundary objects (both institutionalised and non-institutionalised) may play an important role in the courses of complex project contract negotiations.     

Negotiation or Schedule-Based?

Abstract

Problem, research strategy, and findings: Local governments can secure valuable public benefits from private real estate development through negotiations or schedule-based exaction programs. Nevertheless, few studies have empirically examined their relative strengths and weaknesses. In this study I compare the experiences of two major U.S. cities, Boston (MA)—where exactions are heavily negotiated—and Seattle (WA)—where public benefits are secured through statutory exaction programs with pre-established schedules. I analyze the entitlement processes of large-scale projects approved in 2016 in each city and show that both approaches have their own strengths and weaknesses. Boston was able to extract substantial public benefit packages, but uncertainty was high, and projects were subject to inconsistent decision making at times. By contrast, Seattle’s schedule-based approach was found to be fair and certain while yielding moderate public benefit packages. Despite the commonly held belief that negotiating land uses on a project-by-project basis is associated with significant process delays and a lack of transparency, the case of Boston offers a different perspective. Boston’s projects were approved in a shorter time frame and were subjected to more public meetings per project than Seattle’s.

Takeaway for practice: U.S. local governments are likely to rely on both negotiations and schedules to extract public benefits from real estate developments. Though schedule-based exaction programs ensure overall fairness and certainty of the entitlement process, project-by-project negotiation could potentially yield significant public benefits. However, uncertainty can be high in a negotiation-heavy system, which may disadvantage small-scale developers. Moreover, negotiations may open up room for poor and inconsistent decision making, which must be mitigated by establishing clear policies and standards to guide the negotiation process. Both negotiation and schedule-based processes can be designed to ensure a transparent process with multiple public participation opportunities.