中文摘要：

建立专业合作社是改善农户在农产品交易过程中的弱势地位、提升农户议价能力的重要手段。首先构建了农民专业合作社与渠道商的三阶段讨价还价博弈模型,模型中引入了价格区间、心理压力等影响博弈结果的感知要素,应用逆向归纳和对比分析方法对模型进行了求解。结果表明：（1）相比于农户个体,农民专业合作社具有更强的谈判能力;（2）谈判结果因谈判过程中双方心理压力的不同而存在差异;（3）特定条件下,谈判双方可以探知对方的价格底线。

英文摘要：

The farmer professional cooperatives is an important means to change the vulnerable position and improve the bargaining power of farmers in the process of agricultural trade. This article constructs a tri-stages bargaining game model between the farmer cooperatives and channel partners, which contains the range of price of agricultural products, the pressure of psychological, and other factors in the bargaining game analysis. It uses reverse deduction and comparative analysis to get the game equilibrium. The results obtain the following three points： comparing the individual farmers, farmer professional cooperatives have stronger bargaining power; the different psychological pressure can affect the state of negotiations; under the certain conditions, the negotiating parties can ascertain each other＇s bottom price line.