日趨劇烈的原、物料資源與市場的全球化競爭已不容許企業單打獨鬥，因此許多企業在認清自身的競爭利基後，便開始專注於其核心能力上，並將企業內部的營運程序與其他相關企業結合、進行產業供應鏈的串連。希望藉由企業的產銷合作、專業分工，締結出更強大的產業競爭優勢。但是，過往專家學者們所提出的供應鏈協商機制大多將本質上迥異的供應鏈伙伴視為一個整體或是假設伙伴間資訊完全透明，再搭配利潤分配機制使協商得以成功。現實狀況中，縱使供應鏈伙伴願意為了提升整體供應鏈的績效而有所妥協，但也不可能毫無防備、無私地將自己的成本及利潤資訊完全公開。唯有透過適切、可行的供應鏈協商機制，慢慢觀察、瞭解伙伴所隱藏的真實資訊，妥善地規劃產能與資源的配置，即時回應市場的需求，才能提升供應鏈成員因合作關係所達成之成效。
　　因此本研究以資訊私有及供應鏈伙伴皆為獨立決策個體為前提，在二階層供應鏈中站在供應商的立場與多個異質買家僅在公開的數量折扣表與先行合約等透明資訊下以多輪妥協性協商機制進行協調。在多輪的協商中逐步修正協商數量與退讓價格的提案以合理且雙方都滿意的方式進行協商。供應商透過多次的協商可以瞭解到不同買家決策所透露之隱含訊息，進一步分析及建立供應鏈伙伴間的互動關係，並收集資訊以作為往後協商之依據。最後透過實例分析來驗證本研究所建構的多輪妥協性協調機制，在不同成本參數設定及市場環境下皆能透過多次協商不斷學習、更新零售商的資訊進而調整協商方案促使零售商接受協商提案，因而提升整體供應鏈之績效，並維持穩固之長期合作關係。就管理的層面上發現供應商應特別注意製造成本的控管，並與零售商合作致力於市場調查的工作並簽訂合理的先行合約，才能真正提升整體供應鏈的利潤以及均攤市場不確定所引發的風險。

This paper develops a model for illustrating how to use a multiple-round compromising coordination mechanism to achieve supply chain coordination. A single supplier and multiple buyers system is considered. In the past, most research about supply chain coordination emphasized on maximizing profits of a supply chain but ignored the profit achievement of members in the supply chain. In this study, we look for a way to increase the profits of a supply chain under an environment with private information. For such an environment, the objective function and cost parameters of each facility are regarded as the private information except for the quantity discount chart and the public contract. With the private information, each member in the supply chain focuses on its own profits instead of the profits of the whole supply chain, and looks for the acceptable quantity discount and negotiation quantity by the multiple-round compromising coordination mechanism. The study shows that the profit performance with coordination is better than without coordination between the buyers and the supplier. The experimental results suggest that the supplier should focus on managing the manufacture cost, and every member in a supply chain should devote to market research. Members in a supply chain should reasonably set up a contract to share the risks for uncertainty of the market and improve the performance to maintain a long-term cooperation.

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