工程投標策略外文翻譯1

1、本科畢業(yè)設計外文參考文獻譯文及原文學 院 土木與交通工程學院 專 業(yè) 工程管理(項目管理方向) 年級班別 2008級（2）班 學 號 3108003466 學生姓名 郭柏輝 指導教師 白琳 2012 年 6 月目 錄外文文獻譯文（1）1l 報價策略的定性分析法1.1發(fā)揮優(yōu)勢降低成本以優(yōu)取勝11.2靠改進設計、縮短工期取勝21.3薄利保本低價中標21.4報價雖低卻著眼于發(fā)展3外文文獻原文（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外文文獻譯文（2）82 報價策略的定量分析方法2.1預期利潤法82.2具體對手法8外文文獻原文（2）92 the method of quantitative analysis of bidding strategies2.1 expected profit method92.2

3、specific practices8外文文獻譯文（3）103 作價技巧3.1消化標書3種作價103.2掌握工程規(guī)律標價合理浮動103.3在同一工程中可采用不平衡單價法113.4有策略地進行報價平衡11外文文獻原文（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外文文獻譯文（1）1 報價策略的定性分析法恰當?shù)膱髢r是中標的關鍵，報價太高，無疑會失去競爭力而失標，報價太低也未必中標，即使中了標也會遭受虧損，只有報價適度才是中標的基礎。如何確定一個低而適度的報價這就取決于決策人員的經驗、知識和能力。投標報價策略作為投標取勝的方式、 手段甚至藝術 ,貫穿于投標競爭的始終 ,雖然各承包商方法各異 ,但從審計監(jiān)督的角度分析 ,有其自身的特點。從運用策略的目的分析 ,不論運用那種策略 ,不外乎首先是成功中標 ,其次是為獲取額外利潤創(chuàng)造條件 ,最后以取得最大利潤為其最終目的。目的清楚了 ,審計監(jiān)督的方向也就明確了。從運用的時間上看 ,策略的

5、運用發(fā)生非常早 ,甚至早在簽訂合同前就己實施。從策略能否成功實施上看 ,雖然策略早在投標時就己運用 ,但能否成功 ,取得最理想的經濟效益 ,還須在以后的施工過程中逐步實現(xiàn) ,因此 ,若能在施工 無憂論文網過程中把好關 ,也能阻止部分策略的實現(xiàn)。從策略運用的條件上看 ,承包商在不影響中標的前提下 ,利用建設工程的不確定性 ,埋下伏筆 ,以期結算時獲得額外的利潤回報。因此 ,建設工程的不確定性是運用策略的前提條件 ,如果建設工程設計圖紙清楚、 工程量計算準確 ,幾乎沒有變更、 增加工程等 ,那么“ 伏筆 ” 也就無從入手 ,策略的運用受到限制。雖然在工程開始前 ,要做到這么盡善盡美 ,很難實現(xiàn) ,

6、但審計應在這方面發(fā)揮作用 ,督促或監(jiān)督業(yè)主盡可能做到 ,防止個別工程管理者 ,利用工程的不確定性 ,搞腐敗活動 ,侵吞國家財產。定性分析方法，就是運用決策人員的邏輯思維和推理判斷能力去進行報價決策的一種方法。決策的前提是企業(yè)要廣泛收集，系統(tǒng)積累大量的信息.企業(yè)只有在占有大量信息的情況下，知己知彼，不失時機地周密研究出既能降低報價，易于中標，又能使企業(yè)減少利潤損失的報價方案。根據對一些企業(yè)投標情況的調查、研究，報價策略有以下幾個方面:1.1發(fā)揮優(yōu)勢降低成本以優(yōu)取勝一個企業(yè)的優(yōu)勢是多方面的，如職工素質高，技術裝備先進，施工技術先進，材料周轉靈活，管理機構精干，辦事效率高等。企業(yè)在報價時，可結合實際

7、情況，把自己的優(yōu)勢轉化為較低報價，例如職工素質高，則勞動效率高，人工費就可降低等。從而有效地降低工程成本，提高了競爭獲勝的概率和減少了利潤的損失。高報價策略。根據招標項目的特點 ,承包商在以情況下常采用高報價的策略。(1)施工條件差的工程; (2)專業(yè)技術要求高 ,而該公司在這方面又有專長、 聲望也較高的工程; (3)特殊的工程 ,如:地下開挖 無憂論文網工程、 橋梁工程; (4)工期要求急的工程; (5)投標對手少的工程; (6)支付條件不理想的工程等。這些工程采用高報的策略 ,有的是可以理解的 ,但存在把握適度的問題 ,有的則是業(yè)主應該避免和控制的。不平衡報價策略。這一方法是指一個工程項目

8、總價基本確定后 ,通過調整內部各個項目的報價 ,以期在不提高總報價 ,不影響中標 ,在結算時取得最理想的經濟效益。以下幾個方面常用不平衡報價法。預計今后工程量會增加的項目 ,單價適當提高;預計工程量可能減少的項目 ,單價適當降低 ,工程結算時增加工程量可獲得額外收益 無憂論文網或減少工程量時減少損失。設計圖紙不明確、 不齊全 ,估計修改補充后工程量要增加的工程 ,提高單價投標;而工程內容解釋不清楚的則適當降低一些單價 ,等澄清后可再要求提價。 暫定項目或選擇項目的報價 ,如果工程不分標 ,不會由另一家承包商施工 ,其中肯定要做的 ,提高單價投標 ,而不一定做的則降低單價投標。計日工單價的報價策

9、略。承包商為了在業(yè)主額外用工或使用施工機械時多獲利 ,對于單純報計日工單價 ,而且不計入總價中 ,采用高報的策略。可供選擇項目的報價策略。有些工程項目 ,業(yè)主要求按某一方案報價 ,而后再提供幾種可供選擇方案的報價。選擇方案一般不進入 無憂總投標價 ,不影響中標 ,對于將來可能被選擇使用的方案 ,提高其報價投標 ,一旦業(yè)主選用 ,即可得到額外的加價利益。1.2靠改進設計、縮短工期取勝投標單位在研究招標文件、進行現(xiàn)場調查的過程中，如發(fā)現(xiàn)設計不合理，有可改進之處或可以利用某項新技術使造價降低或可使工期縮短，達到早投產時，在報價時就可明確提出，如工期提前或采用新方案，造價可降低多少，可收到什么樣經濟效

10、益。這種辦法對招標單位具有極大吸引力，能起到出奇制勝之效果。1.3薄利保本低價中標國際上流行的獲勝概率理論表明:利率越低，中標的可能性就越大。在承包工程的激烈競爭中，企業(yè)只有貫徹薄利方針，才能爭取投標獲勝。故企業(yè)投標時除非特殊情況，如邊遠地區(qū);技術要求高，非我莫屬的工程;工程難度大的項目;或競爭中處于絕對優(yōu)勢的情況外，企業(yè)不要輕易投“高標”。尤其當企業(yè)承包任務不足時，與其坐吃山空。不如以低利承包到一些工程，然后加強管理，降低成本，充分利用生產能力，減少窩工，提高企業(yè)的經濟效益。1.4報價雖低卻著眼于發(fā)展施工企業(yè)試圖打入一個工程任務多的新區(qū)，或者出于對該項目后續(xù)工程的考慮，以利將來的發(fā)展，往往采

11、用低價策略，有時報價甚至低于成本。這樣以前期工程的“少失”，便可在后期工程的“多得”中得到充分補償。外文文獻原文（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.外文文獻譯文（2）2 報價策略的定量分析方法定量分析方法是企業(yè)根據自己掌握的系統(tǒng)資料和有關信息，通過一定的數(shù)學模型計算，以便預測企

37、業(yè)在一定報價水平上中標的機會是多少，為企業(yè)找到最佳報價方案，為決策人員提供重要的決策依據，這種方法的比較精確客觀，能避免定性分析的主觀隨意性，得到歐美等國家的廣泛應用，也為我國很多企業(yè)所重視，現(xiàn)介紹2種簡單可行方法:2.1預期利潤法企業(yè)在投標中要計算2種利潤，即直接實際利潤和預期利潤。直接利潤就是企業(yè)在承包工程中直接得到的實際利潤。用公式表示為幾x一c式中:幾一投標者在該項工程中的直接利潤;x一投標者的投標價格;c一工程的實際成本。預期利潤是投標者在各種投標方案中投標概率的基礎上估算的預得利潤，可用下式求得e，=p(x一c)=pip式中:尸中標的概率，是投標者自己估計的。預期利潤雖然不能的反映

38、企業(yè)從某工程上得的實際利潤，但由于它考慮了投標是否獲勝的因素，更具有現(xiàn)實意義，故以預期利潤作為投標決策的依據，預期利潤大的方案為優(yōu)。2.2具體對手法具體對手法就是企業(yè)在投標報價時考慮到竟爭對手這一因素，且知道參加投標競爭的對手是哪幾個具體單位時，而采用的競爭方法。外文文獻原文（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 objective, can avoid the qualitative anal