显不如竞争对手。
投标性质分类
• 风险标和保险标； • 盈利标、保本标和亏损标
4.1.3影响投标决策的因素
•
“知己知彼，百战不怠”。“struggles
won’t lose in the case I know myself and know
the others”。工程投标决策研究就是知己知彼的
研究。The study of decision-making in
教学要求
• 本章要求学生了解投标决策的概念、投标决策的 影响因素、投标策略的概念， In this chapter first the students are required to learn about the notion of “ decision-making of tender” ,about the factors that press upon decision-making of tender, and the notion “strategies of tender” , 掌握投标决策的方法及常见的投标策略和报价技 巧。 secondly we must master the methods often used in decision-made for a tender, master the common tenders’ strategies and tactics in making decision of certainty of price.
•
投标人为达到中标及中标后获得好的经济效益的目的，必须进行
投标决策。It is cessary for tenders to make decision to win in the
tender and to realize a good economic efficiencies.影响投标决策的
因素体现在主观和客观两方面。Two factors, objective and
subjective ones make practically impression upon decision-made in a tender.投标决策中运用的方法主要有八项标准判别法、线形规划方 法和决策树法等三种。The methodologies utilized in the construction project decision making have “the judication by ‘ the eight standards’”， the linear programming，and “decision-make tree “ analysis or the diagram analysis。 投标人在递交投标文件前应制 定相应的投标决策和报价技巧，以提高中标的可能性并获得较好的经 济效益。A tender must make up a series of relative decision and
投标决策的三个方面
Tender decision-made
Whether to tender or not
In technology and undertaking
what Kind of bid To bid up
How to use the Strategies in the
tender
To participate in or to win a project
4.1工程投标决策
• 4。1.1 the notion of the tender decisionmaking
• 又称为工程投标的战略决策，即依据企业 战略目标，对工程投标中一系列重大全局 性问题，作出理性决定。The strategies decision-made in a tender，is to decide rationally serious of matter in accordance to the corporative strategy target
construction project tender is just the research
that one knows himself and knows the others。
这个“己”就是影响投标决策的主观因素，“彼”
就是影响投标决策的客观因素。In other word，
the “myself” just implies to the objective
第四章 工程投标决策和投标策略
Chapter 4 Decision-making in construction project
tender And the strategies in the tender
Introductions of this chapter
• 教学提示，Notes for teaching：
the tactics of certainty of the price before the book of tender is given
out so as to heighten the probability of winning a tender and to gain a good economic efficiencies。
招标人确定 的购买投标人资格预审资料
的时间
后期阶段 the post stage of a tender
一般应弃标的情况
（1）本企业主管或兼营能力以外的项目 • （2）工程规模、技术要求超过本施工企业
技术等级的项目。 • （3）本企业生产任务饱满，而招标工程的
盈利水平较低或风险较大的项目。 • （4）本企业技术等级、信誉、施工水平明
Aim to win a project and to Realize a good economical
Efficiency
4.1投标决策的含义
4.1.2 投标决策阶段的划分
• Two stages：
决策依据：
招标文件； 关于招标工程、 业主的情况；
国际工程： 所在地了解与工程了解
前期阶段 the pre-stage of the tender