中文摘要：

针对MTO（make—to—order）供应链环境下制造商与供应商的多个订单的价格／交货期协商问题，基于供应链伙伴间关系是竞争性合作的特点，提出一种新的两阶段协商议程．在合作性协商阶段，中介者利用模拟退火算法帮助制造商和供应商寻找最小化供应链总成本的交货期预协议点；制造商和供应商在此基础上基于整合效用的思想调整价格议题的保留值和期望值．在竞争性协商阶段双方逐步让步，就价格达成协议．实验表明，该协商议程能够获得近似最优的社会福利，达成对协商人双赢的方案．该协商议程能够有效应用于供应链协调和B2B在线市场．

英文摘要：

In order to solve the problem of supporting negotiation on prices and due dates of multiple orders between a manufacturer and its supplier in a make-to-order supply chain, a new negotiation agenda with two phases is proposed based on the characteristics that the relationship between the partners in the supply chain is both cooperative and competitive. In the cooperative phase a mediator implementing simulated annealing is incorporated to help the manufacturer and the supplier search tentative agreement of due dates which minimizes the total supply chain cost. Then, the manufacturer and the supplier adjust the reservation value and aspiration value of price issue accordingly based on the idea of integrated-utility and the result of the previous phase. They bargain on the price issue using concession based methods in the competitive phase. Simulation results show that, the proposed negotiation agenda and approach can achieve near-optimal social welfare and reach a win-win solution for the negotiation agents. The negotiation agenda can be applied practically to the supply chain coordination and business to business online market. make-