在图书销售的批发模式中,分销商靠差价获利,出版社和分销商往往因为折扣率的高低产生冲突。出版社与分销商之间合作程度的不同,所采取的讨价还价的策略也不同。本文运用经济博弈论的方法,对以往传统模式下和当今信息技术条件下出版社与分销商在不同的合作关系中的行为倾向进行 In the wholesale model of book sales, distributors rely on spreads, and publishers and distributors tend to clash because of discount rates. The degree of cooperation between publishers and distributors is different and the bargaining tactics adopted are also different. This article uses the method of economic game theory to analyze the behavioral tendencies of publishers and distributors in different cooperative relations under the traditional mode and under the current information technology conditions