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1、本科毕业设计外文参考文献译文及原文学 院 土木与交通工程学院 专 业 工程管理(项目管理方向) 年级班别 2008级（2）班 学 号 3108003466 学生姓名 郭柏辉 指导教师 白琳 2012 年 6 月目 录外文文献译文（1）1l 报价策略的定性分析法1.1发挥优势降低成本以优取胜11.2靠改进设计、缩短工期取胜21.3薄利保本低价中标21.4报价虽低却着眼于发展3外文文献原文（1）41 bidding strategies for qualitative analysis1.1 Play advantage to reduce costs in order to gifted vic
2、tory51.2 On the improved design, shorten time limit for a project61.3 Small profits break-even price bidding61.4 Price was low but focus on the development of7外文文献译文（2）82 报价策略的定量分析方法2.1预期利润法82.2具体对手法8外文文献原文（2）92 the method of quantitative analysis of bidding strategies2.1 Expected profit method92.2
3、Specific practices8外文文献译文（3）103 作价技巧3.1消化标书3种作价103.2掌握工程规律标价合理浮动103.3在同一工程中可采用不平衡单价法113.4有策略地进行报价平衡11外文文献原文（3）133 the skill of3.1 3 kinds of digestive tender price133.2 Mastering the law reasonably priced floating133.3 In the same engineering can adopt disequilibrium price method143.4 Strategic pric
4、ing balance14外文文献译文（1）1 报价策略的定性分析法恰当的报价是中标的关键，报价太高，无疑会失去竞争力而失标，报价太低也未必中标，即使中了标也会遭受亏损，只有报价适度才是中标的基础。如何确定一个低而适度的报价这就取决于决策人员的经验、知识和能力。投标报价策略作为投标取胜的方式、 手段甚至艺术 ,贯穿于投标竞争的始终 ,虽然各承包商方法各异 ,但从审计监督的角度分析 ,有其自身的特点。从运用策略的目的分析 ,不论运用那种策略 ,不外乎首先是成功中标 ,其次是为获取额外利润创造条件 ,最后以取得最大利润为其最终目的。目的清楚了 ,审计监督的方向也就明确了。从运用的时间上看 ,策略的
5、运用发生非常早 ,甚至早在签订合同前就己实施。从策略能否成功实施上看 ,虽然策略早在投标时就己运用 ,但能否成功 ,取得最理想的经济效益 ,还须在以后的施工过程中逐步实现 ,因此 ,若能在施工 无忧论文网过程中把好关 ,也能阻止部分策略的实现。从策略运用的条件上看 ,承包商在不影响中标的前提下 ,利用建设工程的不确定性 ,埋下伏笔 ,以期结算时获得额外的利润回报。因此 ,建设工程的不确定性是运用策略的前提条件 ,如果建设工程设计图纸清楚、 工程量计算准确 ,几乎没有变更、 增加工程等 ,那么“ 伏笔 ” 也就无从入手 ,策略的运用受到限制。虽然在工程开始前 ,要做到这么尽善尽美 ,很难实现 ,
6、但审计应在这方面发挥作用 ,督促或监督业主尽可能做到 ,防止个别工程管理者 ,利用工程的不确定性 ,搞腐败活动 ,侵吞国家财产。定性分析方法，就是运用决策人员的逻辑思维和推理判断能力去进行报价决策的一种方法。决策的前提是企业要广泛收集，系统积累大量的信息.企业只有在占有大量信息的情况下，知己知彼，不失时机地周密研究出既能降低报价，易于中标，又能使企业减少利润损失的报价方案。根据对一些企业投标情况的调查、研究，报价策略有以下几个方面:1.1发挥优势降低成本以优取胜一个企业的优势是多方面的，如职工素质高，技术装备先进，施工技术先进，材料周转灵活，管理机构精干，办事效率高等。企业在报价时，可结合实际
7、情况，把自己的优势转化为较低报价，例如职工素质高，则劳动效率高，人工费就可降低等。从而有效地降低工程成本，提高了竞争获胜的概率和减少了利润的损失。高报价策略。根据招标项目的特点 ,承包商在以情况下常采用高报价的策略。(1)施工条件差的工程; (2)专业技术要求高 ,而该公司在这方面又有专长、 声望也较高的工程; (3)特殊的工程 ,如:地下开挖 无忧论文网工程、 桥梁工程; (4)工期要求急的工程; (5)投标对手少的工程; (6)支付条件不理想的工程等。这些工程采用高报的策略 ,有的是可以理解的 ,但存在把握适度的问题 ,有的则是业主应该避免和控制的。不平衡报价策略。这一方法是指一个工程项目
8、总价基本确定后 ,通过调整内部各个项目的报价 ,以期在不提高总报价 ,不影响中标 ,在结算时取得最理想的经济效益。以下几个方面常用不平衡报价法。预计今后工程量会增加的项目 ,单价适当提高;预计工程量可能减少的项目 ,单价适当降低 ,工程结算时增加工程量可获得额外收益 无忧论文网或减少工程量时减少损失。设计图纸不明确、 不齐全 ,估计修改补充后工程量要增加的工程 ,提高单价投标;而工程内容解释不清楚的则适当降低一些单价 ,等澄清后可再要求提价。 暂定项目或选择项目的报价 ,如果工程不分标 ,不会由另一家承包商施工 ,其中肯定要做的 ,提高单价投标 ,而不一定做的则降低单价投标。计日工单价的报价策
9、略。承包商为了在业主额外用工或使用施工机械时多获利 ,对于单纯报计日工单价 ,而且不计入总价中 ,采用高报的策略。可供选择项目的报价策略。有些工程项目 ,业主要求按某一方案报价 ,而后再提供几种可供选择方案的报价。选择方案一般不进入 无忧总投标价 ,不影响中标 ,对于将来可能被选择使用的方案 ,提高其报价投标 ,一旦业主选用 ,即可得到额外的加价利益。1.2靠改进设计、缩短工期取胜投标单位在研究招标文件、进行现场调查的过程中，如发现设计不合理，有可改进之处或可以利用某项新技术使造价降低或可使工期缩短，达到早投产时，在报价时就可明确提出，如工期提前或采用新方案，造价可降低多少，可收到什么样经济效
10、益。这种办法对招标单位具有极大吸引力，能起到出奇制胜之效果。1.3薄利保本低价中标国际上流行的获胜概率理论表明:利率越低，中标的可能性就越大。在承包工程的激烈竞争中，企业只有贯彻薄利方针，才能争取投标获胜。故企业投标时除非特殊情况，如边远地区;技术要求高，非我莫属的工程;工程难度大的项目;或竞争中处于绝对优势的情况外，企业不要轻易投“高标”。尤其当企业承包任务不足时，与其坐吃山空。不如以低利承包到一些工程，然后加强管理，降低成本，充分利用生产能力，减少窝工，提高企业的经济效益。1.4报价虽低却着眼于发展施工企业试图打入一个工程任务多的新区，或者出于对该项目后续工程的考虑，以利将来的发展，往往采
11、用低价策略，有时报价甚至低于成本。这样以前期工程的“少失”，便可在后期工程的“多得”中得到充分补偿。外文文献原文（1）1 bidding strategies for qualitative analysisAppropriate quotation is the key that win the bid, bid is too high, no doubt will lose competitiveness and missing the target, quote too low may not win the bid, even though in the standard will s
12、uffer the loss, only the quotation is only moderately successful foundation. How to determine a low and moderate price depending on the decision-making experience, knowledge and ability.Bid quote strategy as a bid to win the ways and means, and even art, throughout the bid competition, although each
13、 contractor in different ways, but from the angle of audit supervision, has its own characteristics. From the use of strategy analysis, regardless of use that strategy, no more than is the first successful bid to gain extra profit, followed by creating conditions, last in order to obtain maximum pro
14、fits for its ultimate purpose. Objective to know the direction of audit supervision, also was made clear. From the time point of view, the use of strategy occur very early, even early in the contract before it has implemented. From the strategy whether successful implementation, although strategy ea
15、rly in the bid when it has been used, but whether successful, achieve optimal economic benefits, but also in the subsequent construction process gradually, therefore, if the construction of thesis net worry-free process good close, also can prevent the part of policy implementation. From the strateg
16、y use conditions, the Contractor does not affect the successful premise, use construction project uncertainty, foreshadowing, with a view to gaining extra profit. Therefore, construction of the uncertainty is strategy condition, if the construction design drawings, engineering quantity calculate acc
17、urate clear, almost no change, increase the project, then foreshadowing will not proceed with, the use of strategy limited. Although before the work started, to do so reach the acme of perfection, is very difficult to achieve, but the audit should play a role in that respect, urge or supervision of
18、the owners as possible, prevent individual project management, the project uncertainty, engage in corruption, embezzlement of state property.The qualitative analysis method, is the use of decision makers in logical thinking and reasoning ability to make bidding decision method. Decision-making on th
19、e premise that the enterprise should widely collected, system accumulate a large amount of information. The enterprise is only in possession of large amounts of information, know yourself as well as the enemy, seize the opportune moment to thorough research can reduce the price, easy to win the bid,
20、 also can cause the enterprise to reduce the loss of profit pricing scheme. According to the survey of some enterprises bidding, bidding strategy research, has the following several aspects:1.1play the advantages of lower cost to gifted victoryA business advantage in many aspects, such as high quali
21、ty employees, advanced technology and equipment, advanced construction technology, materials turnover flexible management mechanism, keen-witted and capable, high efficiency. Enterprises in the quotation, can be combined with the actual situation, put their own advantages into the lower price, for e
22、xample, employees high quality, high efficiency, labor, labor costs can be reduced. In order to effectively reduce the project cost, raise the competition winning probability and reduce the loss of profit. High price strategy. According to the characteristics of project of invite public bidding, the
23、 contractor in case often uses the high price quotation strategy. (1) the poor conditions of the construction project; (2) technical requirement is high, and the company in this respect and expertise, prestige is higher engineering; (3) special projects, such as: underground excavation worry thesis
24、network engineering, bridge engineering; (4) the period required urgent project (5; bidding rival ) less engineering; (6) payment conditions are not ideal engineering. These works with high reported strategy, some is understandable, but hold moderate problem, some is the owner should avoid and contr
25、ol. Unbalanced quotation strategies. This method refers to a project to determine the basic price, by adjusting the internal project quotation, in order not to improve total price, does not affect the bid, in the settlement, obtain the best economic benefits. The following common unbalanced quotatio
26、n. The expected future engineering quantity will increase project, price increase is expected volume may be reduced; engineering project, cost reducing, engineering settlement increased quantities may obtain extra income worry thesis network or reduce the engineering quantity reduce the loss. The de
27、sign drawings are not clear, is not complete, estimated by the modification of engineering quantity to increase after the project, increase the unit price bidding; and the contents of the project can not explain it appropriate to reduce some price, etc. can ask price after clarification. The provisi
28、onal item or select project quoted price, if the works are not standard, not by another contractor construction, which must be done, increase the unit price bidding, and do not necessarily do is reduce the price bidding. Daywork price quotation strategy. Contractor to owner in extra labor or the use
29、 of construction machinery and more profitable, for simple newspaper daywork unit price, but not included in the price, using high quote strategy. Options for project bidding strategy. Some project, owner asks according to a proposal, then provides several options for quotation. Options do not enter
30、 the worry-free total bid price, does not affect the successful, for the future might be selected using the scheme, raise its bid, once the owners choose, can get extra increase interest.1.2 by the improved design, shorten time limit for a project.Tender units in the study the tender documents, on-s
31、ite investigation process, such as the discovery of unreasonable design, with improvements or can use a new technology so that the cost or can shorten construction period, achieve early production, in a bid to put forward clearly, such as ahead of schedule or the introduction of new programs, the co
32、st of manufacture can be reduced how many, can receive what kind of economic benefits. This approach has a great attraction for unit of invite public bidding, can play a better effect.1.3small profits break-even price biddingInternational fashion winning probability theory suggests that: the lower t
33、he interest rate, the more the possibility of. In project contracting in the fierce competition, enterprises only carry out small policy, in order to win bid wins. Therefore the enterprises bidding unless special circumstances, such as remote areas; high technical requirements, mine engineering; eng
34、ineering and difficult projects; or competition in the absolute superiority of the circumstances, enterprises do not easily cast high mark. Especially when the enterprise contract the task is insufficient, and the rest. As to the low profit to contract projects, and strengthen management, reduce cos
35、t, make full use of production capacity, reduce the idling of the labour force, raise the economic benefits of the enterprise.1.4 price was low but focus on the development ofConstruction enterprises are trying to break into an engineering task much area, or for the project of the follow-up project
36、to consider, for the benefit of future development, often using low-cost strategy, sometimes even lower than cost price. In this preliminary engineering less loss, will be on the later stage of the project of more in full compensation.外文文献译文（2）2 报价策略的定量分析方法定量分析方法是企业根据自己掌握的系统资料和有关信息，通过一定的数学模型计算，以便预测企
37、业在一定报价水平上中标的机会是多少，为企业找到最佳报价方案，为决策人员提供重要的决策依据，这种方法的比较精确客观，能避免定性分析的主观随意性，得到欧美等国家的广泛应用，也为我国很多企业所重视，现介绍2种简单可行方法:2.1预期利润法企业在投标中要计算2种利润，即直接实际利润和预期利润。直接利润就是企业在承包工程中直接得到的实际利润。用公式表示为几X一C式中:几一投标者在该项工程中的直接利润;X一投标者的投标价格;C一工程的实际成本。预期利润是投标者在各种投标方案中投标概率的基础上估算的预得利润，可用下式求得E，=P(X一C)=PIp式中:尸中标的概率，是投标者自己估计的。预期利润虽然不能的反映
38、企业从某工程上得的实际利润，但由于它考虑了投标是否获胜的因素，更具有现实意义，故以预期利润作为投标决策的依据，预期利润大的方案为优。2.2具体对手法具体对手法就是企业在投标报价时考虑到竟争对手这一因素，且知道参加投标竞争的对手是哪几个具体单位时，而采用的竞争方法。外文文献原文（2）2 the method of quantitative analysis of bidding strategiesA quantitative analysis method is to enterprises according to their master system information and re
39、lated information, through certain mathematical model, in order to predict the enterprise in a certain price level winning chance is many, for the enterprises to find the best quotation scheme, for decision-making provide important basis for decision making, this method is more accurate and objectiv
40、e, can avoid the qualitative analysis subjective and optional sex, in Europe and America and other countries of the widely used, but also for many enterprises in our country are attached, is introduced2 kinds of simple and feasible method:2.1 expected profit methodEnterprises in the tender to calcul
41、ate the 2profit, namely direct real profit and expected profit. Direct profit is the enterprise in project contracting directly from the actual profit. With the formula expression of several X C type: the first bid in the project in the direct profit; X bidders bidding price; C the actual costs of t
42、he project. Expected profit is the tenderer in various bidding scheme tender probability estimates based on the profit, use the following formula obtainedE, =P ( X C ) =P Ip type: cadaveric - probability of successful bidder, is their estimation. profit expectations although cannot reflect enterpris
43、e from a project on the actual profit, but it considers whether the bid winning factors, has more practical significance, so the expected profit as the bidding decision, expected profit is the optimal plan.2.2specific techniquesSpecific techniques in business is to bid quote when considering the competitors of this factor, and that participate in the bidding competition is which of several specific units, and the competition method.
