The process analysis of price negotiation in SRM considering relation quality

This paper researches the problem of price negotiation in SRM considering relation quality. The relation between supplier and buyer can be divided into strategic, cooperative, preceding and normal, deferent relation quality lead to different SRM strategy and then come into different process of price negotiation. First, this paper establishes a negotiation process model, proposes a definition of negotiation concession pattern. Second, based on the theoretical analysis, this paper builds a persuasion negotiation model and a count-proposal generation model combined with the imitation strategy, considering the relation quality factors. Prototype system validation shows that the model can provide decision support for negotiators with different negotiating objectives, no harm to the fundamental benefits of the buyer, but also play a good incentive to promote the development of supplier relations.