BOT项目竞标的最终谈判的重点和难点

对一个BOT（Build，OperateandTransfer即建造，运营及转让）基础设施建设项目的竞标的终谈集中在与特许协议及财政一揽子事宜有关的财政和合同要素上的谈判上。本文介绍了终谈中对政府及项目发起人都重要而难谈的谈判要点，尤其是那些涉及收费的条款。为在BOT项目的招投标中政府和项目发起人间有一个共同的理解并促成终谈。为此竞标和谈判模式的确定十分重要。

The Important and Difficult Points of Final Negotiation in BOT Bidding

The final negotiation in the competitive tender of a build, operate, and transfer(BOT) infrastructure project is concentrated on the finan cial and contratual elements associated with the concession agreement and financial package. This paper shows how there are several elements, in particular those related to tolls that are regarded by governments and promoters as both important and difficult to negotiate during the final negotiation. The competitive Tendering and Negotiation Model is therefore a useful process model for the government and promoters involved in a BOT tender to have a common understanding and to reach a successful conclusion at the final negotiation.