企業購買商用不動產的議價策略

Abstract

企業購買不動產對企業的財務體質會造成重大的影響。同時企業購買不動產的動機存在多樣複雜的商業戰略考量。本研究從「企業買方」觀點探討如何從賣方的出價策略與買方的財務體質來選定適切的談判策略、制訂談判流程、建立成本效益計量模型、操作議價技巧。透過每回合的策略檢視與淨效益試算，與賣方共同合作，以最大淨效益的目標達成交易。本研究經由分析實際個案，透過詳細描述各階段的策略檢視與議價步驟操作，作為驗證本研究的理論與方法為一套有效的行動方案。提供讀者深入理解企業購買不動產談判時其可能考量的目的或因素，期望能夠協助企業以最大化利益取得商業不動產。

Acquiring real estate can significantly impact a company's financial structure, driven by diverse and complex strategic considerations. This study examines, from the perspective of the corporate buyer, how to select appropriate negotiation strategies, devise negotiation processes, establish cost-benefit measurement models, and employ bargaining techniques based on the seller's pricing strategies and the buyer's financial condition. Through iterative strategy reviews and net benefit calculations per round, cooperation with the seller aims to achieve transactions with maximal net benefits. The study validates its theoretical framework and methods through the analysis of real cases, providing detailed descriptions of strategy reviews and negotiation steps at each stage, thus offering readers insights into the purposes or factors companies may consider during real estate negotiations. The aim is to assist companies in maximizing their benefits when acquiring commercial real estate.