本文是作者博士学位论文的一个章节,将零星散见于欧美专业文献中的有关采购谈判的相关观点,加以筛选、分类、归纳,提炼成一个西方采购谈判理论体系,包括目标、时机、流程、准备、战略和技巧六个部分,概括了欧美十位采购实践专家和大学教授的观点。一、采购谈判目标理论(一)卡罗林的采购谈判目标“关系论” This article is a chapter of the author’s Ph.D. dissertation. It will sporadically reflect relevant viewpoints on procurement negotiations in professional literature in Europe and the United States. It will be filtered, classified, and summarized into a Western procurement negotiation theory system, including goals, timing, processes, and preparations. The six parts of strategy, strategy and skills summarize the views of ten European and American procurement practice experts and university professors. I. The Theory of Purchasing Negotiation Goals (1) Caroline’s Purchasing Negotiation Target “Relationship Theory”