CCTEG Coal Industry Planning
China Petroleum Pipeline Engineering Corporation
School of Economics and Management, China University of Petroleum(Beijing)

围绕油气领域,对谈判地位的定义、影响因素、作用机制等方面进行分析和建模,得到以下主要成果:通过冯·诺依曼等人的公理化方法,建立了刻画谈判地位定义的模型,将无形的谈判地位和有形的谈判收益联系起来;在大量经典理论和谈判案例的研究基础上,提炼出谈判地位的影响因素体系,并进一步建立了谈判模型的基本框架;提出了谈判投入和谈判产出的新概念,以及谈判双方投入-产出比值相等的新思想,并建立了谈判的完整框架和一系列投产模型,将所有影响因素对谈判地位的作用机制进行了清晰的刻画;对投产模型进行了较充分的理论检验和应用说明,结果表明,该模型具有理论合理性和应用价值。基于以上研究成果,期望对中国油气公司乃至其他能源公司在国际合作项目中提高谈判地位和谈判收益有所帮助。

Bargaining determines the final interests distribution between parties in international hydrocarbon projects. Existing work on bargaining status in game theory lacks systematic research,and studying bargaining mechanisms has significant practical and theoretical significance,especially for China,which has a high degree of dependence on oil and gas. This article discusses the definition,influencing factors,and mechanism of bargaining status in the field of oil and gas,and obtains the following main results:Firstly,through the axiomatic method proposed by von Neumann et al.,a model is established to describe the definition of bargaining status,linking intangible bargaining status with tangible bargaining benefits. Secondly,based on a large number of classic theories and bargaining case studies,a system of influencing factors for bargaining status is extracted,and the basic framework of the bargaining model is further established. Thirdly,a new concept of bargaining input and bargaining output is proposed,as well as a new idea of equal input-output ratio between bargaining parties. A complete framework for bargaining and a series of Input-Output Models are established,and the mechanism of all influencing factors on bargaining status is clearly described. Finally,Input-Output Model is proved to have theoretical rationality and application value. Based on the above research results,we hope the paper helps with enhancing bargaining status and benefits in international cooperation projects for Chinese oil and gas companies,as well as other energy companies.

张书铨, 王叶, 罗东坤. 国际油气勘探开发项目中的谈判模型. 煤炭经济研究. 2024, 44(5): 139-149

ZHANG Shuquan, WANG Ye, LUO Dongkun. Bargaining model in international hydrocarbon exploration and development project. Coal Economic Research. 2024, 44(5): 139-149