CN105719150A - Intelligent bargaining method based on concession strategy - Google Patents

Abstract

The invention discloses an intelligent bargaining method based on a concession strategy. The method comprises the following steps: inputting initial data, generating a quotation strategy, performing a quotation-bargain flow, and completing transaction. The quotation-bargain flow adopts the following basic concession strategy model: (Formula described in the original abstract), wherein Ps(x) is the quotation of the x turn of the seller, Psmax is the highest transaction price desired by the seller, Pmin is possible lowest price, Pmin=max{Psmin, Pb(x-1)}, Psmin is the lowest transaction price accepted by the seller, Pb(x-1) is the last quotation of the seller, n is the total number of quotations, x is the current number of quotation, n and x are natural numbers, k is an integer, and k is more than or equal to 0. The intelligent bargaining method based on a concession strategy can realize specific optimization, thereby meeting the use requirement of a system.

Description

Intelligence agreed-upon price method based on concession tactics

Technical field

The present invention relates to the interactive system application process of electronic system, more particularly, it relates to based on the intelligence agreed-upon price method of concession tactics.

Background technology

At present, electronic system is applied in increasing business environment, especially various transaction platforms, all has the various system including but not limited to the functions such as payment, transaction, price change, agreed-upon price.In such systems, all needing its core parameter, the parameter being namely core with price carries out optimizing targetedly and design, thus meeting the needs of system.

In such systems, the key factor of price usually impact transaction success or failure, is again the factor being difficult to most in the marketing mix determine simultaneously.The target of fixing prices by enterprises is to promote to sell, and obtains profit.This requires that enterprise should consider cost factor, considers consumer's ability to accept to price again, so that pricing strategy has the feature of the two-way decision-making of both parties.

But, in existing transaction platform, in the system platform in particular for iron and steel transaction, temporarily but without transaction platform targetedly, its reason is in that the key problem in this platform, namely transaction value, agreed-upon price aspect model do not have all the time and set up accurately and apply.

Summary of the invention

The problem not having model of bargain targetedly for the iron and steel transaction system existed in prior art, it is an object of the invention to provide the intelligence agreed-upon price method based on concession tactics.

For achieving the above object, the present invention adopts the following technical scheme that

A kind of intelligence agreed-upon price method based on concession tactics, comprises the following steps: inputs primary data, generate quotation strategy, quotation-flow process of counter-offering, complete transaction.Wherein, flow process of offering-counter-offer adopts following basic concession tactics model: $P_s\left(x\right)=-\frac{P_{s\max }-P_{\min }}{n^k}{x}^k+P_{s\max };P_s\left(x\right)=\frac{P_{s\max }-P_{\min }}{n^k}{(n-x)}^k+P_{\min }.$ Wherein, P_sX () is the quotation of seller's xth round, P_smaxFor the seller's the highest desired concluded price, P_minFor possible minimum selling price, and P_min=max{P_smin,P_b(x-1) }, wherein P_sminFor the receptible rserve price of the seller, P_b(x-1) for taking turns quotation on the buyer, n is total round of quotation, and x is the current round carrying out offering, and n, x are natural number, and k is integer, k >=0.

According to one embodiment of the invention, can also adopting mixing concession tactics model on the basis of basic concession tactics model, mixing concession tactics model is ten tlv triple: (P_smax, P_smin, m, n, i, x, P_si(x), P_bi(x), P_max, P_min, k_i, n_i, n_j).Wherein m is that to adopt the sum of basic concession tactics model, i in mixing concession tactics model be the basic concession tactics model that adopts of seller serial number in mixing concession tactics model, P_siX () carries out the result of xth quotation, P when adopting i-th strategy for the seller_biX () carries out the result of xth quotation, P when adopting i-th strategy for the buyer_maxFor adopting the highest concluded price during current strategies, k_iFor the exponential quantity in current basic concession tactics model；N_iFor preparing to adopt current basic concession tactics model to carry out the wheel number of times offered；N_jFor adopting current basic concession tactics model to carry out the actual wheel number of times offered.

According to one embodiment of the invention, in mixing concession tactics model, basic concession tactics model is: $P_{\mathrm{si}}\left(x\right)=-\frac{P_{\max }-P_{\min }}{n_i^{k_i}}{x}^{k_i}+P_{\max };P_{\mathrm{si}}\left(x\right)=\frac{P_{\max }-P_{\min }}{n_i^{k_i}}{(n_i-x)}^{k_i}+P_{\min }.$

According to one embodiment of the invention, mixing concession tactics model includes randomized policy, and randomized policy is: when the seller inputs basic parameter P_smax, P_smin, m, after n, the seller, will according to basic parameter stochastic generation mixing concession tactics model when negotiating a price with consumer.

According to one embodiment of the invention, according to the method for basic parameter stochastic generation mixing concession tactics model it is: generate sequence and the k of basic concession tactics model in mixing concession tactics model_iValue；The agreed-upon price number of times of agreed-upon price number of times and the reality carried out it is likely to according to the maximum agreed-upon price each strategy of number of times stochastic generation；Generate quotation sequence.

In technique scheme, the intelligence agreed-upon price method based on concession tactics of the present invention can carry out method optimization targetedly, thus meeting the use needs of system.

Accompanying drawing explanation

Fig. 1 is the present invention intelligence agreed-upon price method flow diagram based on concession tactics；

Fig. 2 A and 2B is the curve chart of formula 1, formula 2 respectively；

Fig. 3 A and 3B respectively formula 3, formula 4 curve chart；

Fig. 4 is formula 5 and the curve chart of formula 6；

Fig. 5 is the curve chart of mixing concession tactics model；

Fig. 6 is process of exchange schematic diagram；

Fig. 7 is seller's decision-making schematic diagram.

Detailed description of the invention

Technical scheme is further illustrated below in conjunction with drawings and Examples.

The core activity negotiated a price is in that to buy, sell beginning strategy and the concession tactics of both sides.For the agreed-upon price in ecommerce retail business, beginning strategy is all fixed a price by manufacturer, and therefore, concession tactics is the major influence factors of consumers' bargaining behavior.In relevant research, appraiser is only with single fixing concession tactics, but in actual applications, bargainer's strategy when negotiating a price is often changeable, and this single strategy can not situation in the middle of simulating reality completely.Therefore, the present invention first defines basic concession tactics model, and proposes a kind of mixing concession tactics model based on this.

With reference to Fig. 1, a kind of intelligence agreed-upon price method based on concession tactics of disclosure, comprise the following steps:

Step S1: input primary data

Step S2: generate quotation strategy

Step S3: flow process of offering-counter-offer

Wherein, flow process of offering-counter-offer adopts following basic concession tactics model:

$P_s\left(x\right)=-\frac{P_{s\max }-P_{\min }}{n^k}{x}^k+P_{s\max }---\left(1\right)$

$P_s\left(x\right)=\frac{P_{s\max }-P_{\min }}{n^k}{(n-x)}^k+P_{\min }---\left(2\right)$

In above-mentioned (1), (2) two formulas:

P_sX () is the quotation of seller's xth round

P_smaxFor the seller's the highest desired concluded price

P_minFor possible minimum selling price, and P_min=max{P_smin,P_b(x-1) }.Wherein, P_sminFor the receptible rserve price of the seller, P_b(x-1) for the buyer takes turns quotation

N is total round of quotation, and x is the current round carrying out offering, and n, x are natural number, and k is integer, k >=0.

Step S4: complete transaction.

Formula 1, formula 2 curve shape substantially as shown in Figure 2 A and 2B.In formula 1, the initial fall of price is less, and after certain round, price reduces rapidly, it is shown that first hard rear soft agreed-upon price attitude.Initial quotation in formula 2 will tend to reduce rapidly, and when terminating close to agreed-upon price, trend towards reducing the amplitude of price reduction, present first soft rear hard agreed-upon price attitude.When k value increases, the agreed-upon price attitude of both models is by more obvious.

As k=0, formula 1 will be reduced to

P_s(x)=P_min(3)

Formula 3 represents from now on, and the seller will offer with currently possible minimum selling price, and its price is unrelated with the agreed-upon price round after this point.Now, abbreviation is by formula 2:

P_s(x)=P_smax(4)

Formula 4 shows now to offer with current ceiling price, and its price is same unrelated with the agreed-upon price round after this point.

Fig. 3 A and 3B respectively formula 3, formula 4 offer curve.

As k=1, formula 1 abbreviation is:

$P_s\left(x\right)=-\frac{P_{s\max }-P_{\min }}{n}x+P_{s\max }---\left(5\right)$

Formula 2 then abbreviation is:

$P_s\left(x\right)=-\frac{P_{s\max }-P_{\min }}{n}(n-x)+P_{\min }---\left(6\right)$

Now, coincidence is same by offer curve two kinds tactful, and all gives way with average amplitude, and concession amplitude is sized to the meansigma methods of the currently possible maximum range of price decrease and agreed-upon price total degree, as shown in Figure 4.

Due to the P in model_minIt is the acceptable lowest price of the seller and the higher value in the last round of quotation of the buyer, therefore, in actual applications, P_minBeing dynamically change, curve shape also will along with P_minChange and change, a not necessarily rule curve.As Δ P_minValue increase time, in formula 1, have:

$\mathrm{\Δ}{P}_s\left(x\right)=\frac{\mathrm{\Δ}{P}_{\min }}{n^k}{x}^k>0$

Therefore, P_sX () value increases, namely relative to last round of quotation, the range of decrease of price reduces, and illustrates that, when the buyer starts to give way, the strategy of the seller will tend to strong, and rserve price is improved.

In formula 2, have:

$\mathrm{\Δ}{P}_s\left(x\right)=\frac{{(n-x)}^k}{n^k}+\frac{n^k-{(n-x)}^k}{n^k}\mathrm{\Δ}{P}_{\min }$

Owing to n and x is all natural number, so Δ P_s(x) > 0, P_sX () value increases, model shows seller's strategy equally and tends to strong.Therefore, the two model can reflect people's universal law when negotiating a price, if namely the other side gives way, one's own side is reduced by concession amplitude, and position becomes strong.

Owing to people are when negotiating a price, it it is not only often adopt single concession tactics, it is likely to the integrated application of multiple strategy.Therefore, the present invention is defining on the basis of above-mentioned basic concession tactics model, also further established a kind of mixing concession tactics model.

Can also adopting mixing concession tactics model on the basis of basic concession tactics model, mixing concession tactics model is ten tlv triple:

Concession(P_smax, P_smin, m, n, i, x, P_si(x), P_bi(x), P_max, P_min, k_i, n_i, n_j)

Wherein, m is the sum adopting basic concession tactics model in mixing concession tactics model

I is the basic concession tactics model that adopts of seller serial number in mixing concession tactics model

P_siX () carries out the result of xth quotation when adopting i-th strategy for the seller

P_biX () carries out the result of xth quotation when adopting i-th strategy for the buyer

P_maxFor adopting the highest concluded price during current strategies

k_iFor the exponential quantity in current basic concession tactics model

n_iFor preparing to adopt current basic concession tactics model to carry out the wheel number of times offered

n_jFor adopting current basic concession tactics model to carry out the actual wheel number of times offered.

In mixing concession tactics model, above-mentioned basic concession tactics model deformation is:

$P_{\mathrm{si}}\left(x\right)=-\frac{P_{\max }-P_{\min }}{n_i^{k_i}}{x}^{k_i}+P_{\max }---\left(7\right)$

$P_{\mathrm{si}}\left(x\right)=\frac{P_{\max }-P_{\min }}{n_i^{k_i}}{(n_i-x)}^{k_i}+P_{\min }---\left(8\right)$

For making the quotation of many strategy mixed models have more uncertainty, the present invention adds again randomized policy in the design of mixed model.Randomized policy is:

When the seller inputs basic parameter P_smax, P_smin, m, after n, the seller, will according to basic parameter stochastic generation mixing concession tactics model when negotiating a price with consumer, its method particularly includes:

First, sequence and the k of basic concession tactics model in mixing concession tactics model are generated_iValue；

Secondly the agreed-upon price number of times of agreed-upon price number of times and the reality carried out it is likely to according to the maximum agreed-upon price each strategy of number of times stochastic generation；

Ultimately produce quotation sequence.

Fig. 5 show the result schematic diagram of above-mentioned flow process.As seen from Figure 5, agreed-upon price is the interaction of bout more than, and it mainly solves the difference that agreed-upon price both sides exist in price, and the both sides that negotiate a price carry out resolve gaps by which type of mode, it is simply that the content that protocol of bargaining to specify.Protocol of bargaining is the set of every rule of management bargaining process, mainly includes action modes and the action collection of agreed-upon price both sides.

Specifying in the present invention, the participant of agreed-upon price be the seller and consumer, and bargaining process then carries out/counter-offering by buying, sell both sides in turn, and thus, process of exchange is divided into three phases, it may be assumed that preparatory stage, agreed-upon price stage and ending phase, as shown in Figure 6.

In the preparatory stage, the seller inputting basic parameter, bargaining process enters state 0-original state.

After entering the agreed-upon price stage, first being generated quotation strategy by the seller according to basic parameter, bargaining process enters state 1-strategy generating state.

The seller offers first according to quotation strategy, and this price is sent to the buyer, enters state 2-agreed-upon price state.

After the buyer receives the quotation of the seller, it is possible to take three kinds of action schemes, namely accept, refuse, counter-offer.If the buyer adopts the attitude of acceptance, then concluding the business successfully, bargaining process enters state 3-conclusion of the business state；If the buyer takes the attitude of refusal, then bargaining process enters state 4-Fail Transaction state；If the buyer counter-offers, then enter state 5-agreed-upon price state.

Now, the seller has three kinds of action schemes equally, namely accepts, refuses, counter-offers.The decision rules of the seller is as shown in Figure 7.

When entering into state 3 or state 4 when bargaining process, negotiate a price and enter ending phase.Now, if terminating with state 3, then enter payment, delivery stage；If terminating with state 4, then exit process of exchange.

Agreed-upon price both sides, in order to reach best bargaining solution, make transaction success, it should take certain quotation strategy:

1) judging price crisis, flexibility processes.If client requires price reduction in word, but can not say reason, then this is the reserve price that client wants to sound out you.If client compares with the reserve price of rival, even take out the letter of intent and look to you.When client is so candid, you at least price reduction is symbolically dropped.

2) require that client bids, find out gap and take corresponding measure.After client's bid general all can explanation reasons, at this moment just it is noted that analyze.To buy computer, if client budgets is inadequate, that is, the type that you recommend is improper；If rival provides only bare machine and causes price low, to client interpretation, you will know that he should be concerned about especially for service that you provide.

3) number of times that quotation is negotiated a price is not too many.Price is landed continually and client's more view all can be made with plummet braver, wishes to extract your all of profit.

4) note falling ratio, should be more and more less.This can make client recognize, and this is close at a low price.

5) price reduction to require, and promotes that transaction fast strikes a bargain satisfactorily.Do not make a price reduction because of customer requirement price reduction, so can't increase client's good opinion to you.Can proposing the requirement that signing or advance payment etc. have favorably been concluded the business at once while price reduction, this situation is easier to be admitted acceptance by client.

6) for being about to the transaction struck a bargain, price is more maintained.Can not striking a bargain because being eager and make a price reduction rapidly, this is not only bad for conclusion of the business, and more feel uncertain your quotation of client can be allowed on the contrary to have great moisture on earth.

Those of ordinary skill in the art will be appreciated that, above embodiments is intended merely to the explanation present invention, and it is not used as limitation of the invention, as long as in the spirit of the present invention, to the change of embodiment described above, modification all by the Claims scope dropping on the present invention.

Claims (5)

1. the intelligence agreed-upon price method based on concession tactics, it is characterised in that comprise the following steps:

Input primary data, generate quotation strategy, quotation-flow process of counter-offering, complete transaction；

Wherein, described quotation-flow process of counter-offering adopts following basic concession tactics model:

$P_s\left(x\right)=-\frac{P_{s\max }-P_{\min }}{n^k}{x}^k+P_{s\max };$

$P_s\left(x\right)=\frac{P_{s\max }-P_{\min }}{n^k}{(n-x)}^k+P_{\min };$

Wherein, P_sX () is the quotation of seller's xth round, P_smaxFor the seller's the highest desired concluded price, P_minFor possible minimum selling price, and P_min=max{P_smin,P_b(x-1) }, wherein P_sminFor the receptible rserve price of the seller, P_b(x-1) for taking turns quotation on the buyer, n is total round of quotation, and x is the current round carrying out offering, and n, x are natural number, and k is integer, k >=0.

2. the intelligence agreed-upon price method based on concession tactics as claimed in claim 1, it is characterised in that can also adopting mixing concession tactics model on the basis of described basic concession tactics model, described mixing concession tactics model is ten tlv triple:

(P_smax, P_smin, m, n, i, x, P_si(x), P_bi(x), P_max, P_min, k_i, n_i, n_j)；

Wherein m is that to adopt the sum of basic concession tactics model, i in mixing concession tactics model be the basic concession tactics model that adopts of seller serial number in mixing concession tactics model, P_siX () carries out the result of xth quotation, P when adopting i-th strategy for the seller_biX () carries out the result of xth quotation, P when adopting i-th strategy for the buyer_maxFor adopting the highest concluded price during current strategies, k_iFor the exponential quantity in current basic concession tactics model；N_iFor preparing to adopt current basic concession tactics model to carry out the wheel number of times offered；N_jFor adopting current basic concession tactics model to carry out the actual wheel number of times offered.

3. the intelligence agreed-upon price method based on concession tactics as claimed in claim 2, it is characterised in that in described mixing concession tactics model, basic concession tactics model is:

$P_{\mathrm{si}}\left(x\right)=-\frac{P_{\max }-P_{\min }}{n_i^{k_i}}{x}^{k_i}+P_{\max };$

$P_{\mathrm{si}}\left(x\right)=\frac{P_{\max }-P_{\min }}{n_i^{k_i}}{(n_i-x)}^{k_i}-P_{\min }.$

4. the intelligence agreed-upon price method based on concession tactics as claimed in claim 3, it is characterised in that described mixing concession tactics model includes randomized policy, and described randomized policy is:

When the seller inputs basic parameter P_smax, P_smin, m, after n, the seller, when negotiating a price with consumer, will mix concession tactics model according to basic parameter stochastic generation.

5. the intelligence agreed-upon price method based on concession tactics as claimed in claim 4, it is characterised in that the method mixing concession tactics model according to basic parameter stochastic generation is:

Generate sequence and the k of basic concession tactics model in mixing concession tactics model_iValue；

The agreed-upon price number of times of agreed-upon price number of times and the reality carried out it is likely to according to the maximum agreed-upon price each strategy of number of times stochastic generation；

Generate quotation sequence.