事业 · 创业者自述
约翰·D·洛克菲勒：洛克菲勒回忆录·补录 182
约翰·D·洛克菲勒《洛克菲勒回忆录》· Random Reminiscences of Men and Events · 领导
In giving such an order he was exposed, of course, to the risk of paying very high prices. This would have been certain if Mr. Mather had announced in advance that he was prepared to build twelve ships and asked bids on them. Just how he managed it I was not told until long after, and though it is now an old story of the lakes I repeat it as it may be new to many. Mr. Mather kept the secret of the number of ships he wished to construct absolutely to himself. He sent his plans and specifications, each substantially a duplicate of the others, to each of the firms, and asked each firm to bid on one or two ships as the case might be. All naturally supposed that at most only two ships were to be built, and each was extremely eager to get the work, or at least one of the two vessels.
出处：
https://www.gutenberg.org/ebooks/17090
定位：Additional excerpt 182 · 核对日期：2026-10-19 · 核验：短摘录
白话
马瑟接单面临高价风险，若公开造12艘船招标，价格必高。他保密船数，将相同规格分别发给各厂，请他们各报一两艘。各厂以为最多造两艘，争相抢单。核心是：信息不对称能降低采购成本。做法是：隐藏总需求，分拆招标，让供应商在不知情下竞争。但需注意道德和长期关系，马瑟后来与这些厂合并，价格趋同。
上下文
洛克菲勒回忆马瑟如何通过保密招标数量，以低价获得造船合同，展现商业谈判技巧。
今日一问
在采购或谈判中，你如何平衡信息保密与公平竞争？
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