所在案例库：中国管理案例共享中心
案例链接：http://www.cmcc-dlut.cn/Cases/Detail/7585
译 名：Seek win-win cooperation under the reformation: Conflict management in business negotiation between company ALN and DHK
案例作者：董雅楠，马琳，高慧平，武欣
作者单位：北京航空航天大学
中文摘要：随着安徽省开启高值耗材带量采购工作，国家对高值耗材全面实行带量采购政策，使得医疗器械行业相关企业受到了前所未有的冲击。在此行业背景下，ALN公司作为眼科领域举足轻重的医疗器械企业，将费用缩减、降低成本纳入经营重点。为达到费用降低的目的，ALN公司决定与其长期合作的服务商DHK公司在新协议签署时通过谈判降低服务费用。DHK公司作为业内老牌服务商，在诸多苛刻要求下，利润大幅降低，从而引发谈判冲突。本案例以公司ALN、DHK双方重新谈判签订协议为切入点，描述了ALN与DHK公司新协议的谈判过程、主要冲突以及冲突处理策略。本案例拟引导学生思考在医疗行业动荡时期，作为甲乙合作双方，ALN、DHK公司如何通过谈判取得双赢局面、共渡难关，同时对其他企业与供应商的商务谈判与冲突管理提供启示。
英文摘要：With the opening of Volume-Based Procurement Policy for high-value consumables in Anhui Province, this policy has been fully implemented in China, which has caused unprecedented impact on relevant enterprises in the medical device industry. In this context, reducing costs becomes the operation focus of company ALN, an important medical device enterprise in the field of Ophthalmology. In order to reduce the costs, company ALN has decided to reduce the service fee through new agreement negotiation with company DHK, its long-term cooperative service provider. As an established service provider in the industry, company DHK has significantly reduced its profits under multiple harsh requirements, resulting in negotiation conflicts with company DHK. This case takes the renegotiation and signing of the agreement between company ALN and company DHK as the starting point, and describes the negotiation process and main conflicts of the new agreement assignment between company ALN and DHK, as well as the strategies taken to alleviate the conflicts. This case is intended to guide students to think deeply about how company ALN and DHK can achieve a win-win situation and overcome difficulties through negotiation in the turbulent period of the medical industry, and provide reference for the negotiation and conflict management in the cooperation between other enterprises anDHK suppliers in the industry.
中文关键词：商务谈判；冲突管理；带量采购;2023百优案例；微案例
英文关键词：Business Negotiation, Conflict Management, Volume-Based Procurement Policy
案例入库时间：2023-10
