Business negotiation planning book model essay daquan simplified edition 2022 (1) 1. Negotiation theme
Xx's sales problem.
Second, the location of the negotiations.
First place: xx Hotel.
The second place: the middle point between the two places.
Third, the composition of the negotiating team.
Speaker: plenipotentiary of company negotiation.
Data analyst: Analyze relevant data.
Sales manager: responsible for sales matters.
Legal Adviser: Responsible for legal issues.
Fourth, preparation before negotiation.
1. Current situation of the other party: the customers of xx Hotel are mainly young students between XX and XX. This group is characterized by poor ability to pay and concern about the living environment. However, the current location of xx Hotel can not meet the requirements of its customers, because it is located in an industrial city, close to the traffic center of the city.
2. The other party's financial situation: xx Hotel cannot bear the relocation expenses between xx and xx million dollars due to its poor geographical location and low operating income.
3. Predict the other party's negotiation goal: the price of the other party's hotel for public sale is between $ xx million and $ xx.
4. Understanding of the other negotiator. Xx, a strong negotiator, represents the board of directors in this negotiation, and he has certain authority to decide the transaction.
5. Deadline for negotiation. The seller is not strict about the time limit. Due to our limited time requirements, the negotiation time will not exceed one month at most.
An analysis of the benefits, advantages and disadvantages of verbs (abbreviation of verb)
Our core interests:
1. The lowest price is xx hotel, and the highest price is xx million dollars.
The location of 2.xx Hotel in the city center is just what we need.
3. The other party has the intention to sell the hotel.
The interests of the other party:
1. Relocate the hotel and solve the relocation expenses.
2. Find a suitable relocation place and explore another market.
3. Earn a certain sales balance for decoration and insurance expenses.
Our advantages:
1. Our company is a well-known local builder with high engineering quality, good reputation and reliable payment ability.
2. The other party has the intention to move, but can't pay the high moving expenses, and we have strong economic strength to pay all the money in full within the time specified by the other party.
Our shortcomings:
1, the project requires tight time, and an agreement must be reached with the other party in the shortest possible time.
Faced with the pressure from other competitors, the other party may raise the price.
3. Another hotel has no idea of selling publicly, because the price is not suitable and it is not easy to move.
Advantages on the other hand:
1, strategically located in downtown area.
2. Many builders are interested in it and have more transfer options.
3. There is enough time to negotiate with various builders.
4. Two locations suitable for hotel relocation have been found, and the prices are reasonable and can be sold.
Disadvantages on the other side:
1, the operating conditions of the hotel are not optimistic, the income and expenditure are seriously out of balance, and the financial situation is not good.
2. There is an urgent need to transfer the market, and there is not enough capital to operate.
3. The actual value of the hotel is not high, and the highest public auction price in the market is xx million.
Sixth, the negotiation objectives
1, strategic goal: to reach a purchase and sale agreement with each other in a win-win and efficient manner.
Cause analysis: Let the other party move the location as soon as possible, so that we can carry out the demolition and project construction immediately.
2. Bidding objectives:
Quotation:
① Minimum target: the highest bid is $ xx million, and the highest expected target is $ xx million.
② Payment term: as stipulated in the contract.
③ Discount: Give us a 3% discount on the premise of delivering the house in advance.
Seven. Procedures and specific strategies
1, open:
Scheme 1: A consistent opening strategy: make a statement in negotiated and affirmative language, so that the other party will have a good impression on themselves, and the two sides will start negotiations on the basis of friendship and pleasure.
Scheme 2: Take an offensive opening strategy: create a harmonious negotiation atmosphere, point out that the current economic situation of the other party is not optimistic because of the market, suggest that the other party transfer the market as soon as possible, and promise that we will give the other party better bidding conditions in the shortest time to create a psychological advantage and put us in an active position.
The other party puts forward the specific payment method for hotel sales:
(1), the strategy of using the topic: listen carefully to each other's statements, seize each other's problems, and attack the breakthrough.
(2) The principle of combining the status quo with the facts: put forward our acquisition intention and give the other party psychological affirmation.
2. In the medium term:
(1) "red face and white face" strategy: two negotiators, one red face and the other white face, assist in the negotiation of the agreement, shift the negotiation topic from the positioning of hotel acquisition to the delivery date and long-term interests in time, grasp the rhythm and process of the negotiation, and thus grasp the initiative.
(2) Step-by-step strategy: cleverly put forward our expected interests, make it easy first and then difficult, and strive for benefits step by step.
(3) Grasp the principle of concession: make clear where your core interests lie, implement the strategy of retreating for progress, take a step back or two, make circuitous compensation, make full use of your chips, and pay in advance at an appropriate time in exchange for other greater interests.
(4) Outstanding advantages: supported by data, convincing people by reasoning, emphasizing the benefits brought to the other party by the success of the agreement with us, and at the same time applying both hard and soft methods, suggesting that if the agreement with us fails, the other party will suffer great losses.
(5) Breaking the deadlock: reasonably use the pause, first calmly analyze the causes of the deadlock, then use the method of affirming the other party's form and denying the other party's essence to break the deadlock, and timely use the transfer strategy to break the deadlock.
3. Closing stage: if necessary, adjust the original plan according to the actual situation.
4. Final negotiation stage:
(1). Grasp the bottom line: use the strategy of compromise and reconciliation in a timely manner, strictly grasp the degree of final concession, put forward the final offer in a timely manner, and use the ultimatum strategy.
(2) Bury an opportunity: form an integrated negotiation in the negotiation with a view to establishing a mutually beneficial and win-win cooperative relationship.
(3) Reach an agreement: make clear the final negotiation result, show the meeting minutes and contract template, ask the other party to confirm, and determine the time to formally sign the contract.
Eight, prepare negotiation materials
Relevant negotiation materials:
People's Republic of China (PRC) Contract Law, International Contract Law, Convention on Contracts for the International Sale of Goods and Economic Contract Law.
Business negotiation planning book model essay daquan simplified edition 2022 (2) 1. Company background of both parties to the negotiation.
(We: xx Network Group. Party b: xx co., ltd)
We (Party A):
Xx Network Group, founded in 20xx, is a game network operation group. Chairman and xx, as well as other X individual shareholders (mostly xx network directors and equity shareholders) set up the current xx network group, which has cooperated with the famous xx network group, and is one of the most influential network groups in China, and also one of the top xx enterprises in China.
Party B:
Tongfang Co., Ltd. is a high-tech company controlled by xx University. Founded in xx month, it is listed on xx Stock Exchange with the stock code XX. Ten.
On the basis of independent core technology and fully combining with capital operation ability, xx has established four industries: information technology, energy and environment, applied nuclear electronic technology and biomedicine.
In the information industry, xx is committed to technological innovation and product development in the fields of information system, computer system and digital TV system, and provides comprehensive solutions and complete sets of equipment for industries such as e-government, digital home, digital city, digital education and digital media. At present, xx has domestic leading technical strength and market share in computer products, major industry informatization, digital educational resources, digital TV and other fields.
In the energy and environment industry, xx is specialized in energy utilization and environmental pollution control engineering and artificial environment engineering based on core technologies such as flue gas desulfurization, garbage incineration, water treatment and air conditioning in artificial environment, energy environment, building environment and water environment, and has obvious advantages in large and medium-sized air conditioning equipment.
In the industrial application of nuclear electronic technology, a series of products with electron accelerator, radiation imaging, automatic control and digital image processing technology as the core have reached the international advanced level.
In the biomedical and fine chemical industries, it has become a new biomedical high-tech enterprise, producing a variety of products, such as new patented drugs, pharmaceutical intermediates, raw materials and drugs.
Second, the negotiation theme
I bought xx computers from Party B's company.
Third, the composition of the negotiating team.
Speaker: xx, the plenipotentiary of company negotiation.
Decision maker: xx, responsible for making decisions on major issues.
Technical consultant: xx, responsible for technical issues.
Legal adviser: xx, responsible for legal issues.
Four. Analysis of the benefits, advantages and disadvantages of both parties
Our core interests:
1. Please supply our computers at the lowest possible price.
2, on the basis of ensuring quality and quality problems, try to reduce costs.
The interests of the other party:
Sell the highest price and increase profits.
Our advantages:
1, there are many computer supply companies for us to choose from.
2. It is a large-scale and influential network group in China.
Our shortcomings:
We will continue this batch of computers and cooperate urgently, otherwise it may cause greater losses to the company.
Advantages on the other hand:
The other side's computer brand has a good reputation in the world, and there are many cooperative companies.
Disadvantages on the other side:
For suppliers, if the negotiation cannot be completed, the opportunity for future cooperation may be lost.
Verb (abbreviation for verb) negotiation goal
Strategic objectives:
1. negotiate peacefully and reach an acquisition agreement according to our purchasing conditions.
① Quotation: xx yuan.
② Delivery date: within one week.
Bottom line:
(1) Our lowest quotation is RMB xx.
② Complete the post-purchase operation as soon as possible.
Intransitive Verb Procedure and Specific Strategies
1, opening
Scheme 1: Emotional communication opening strategy: By talking about the cooperation between the two sides, an emotional buzz will be formed, which will lead the other side into a more harmonious negotiation atmosphere and create a mutually beneficial camp model.
Option 2: adopt an offensive opening strategy: create a low-key negotiation atmosphere, clearly point out that there are many suppliers competing, and make an offer of xx yuan to create a psychological advantage and make the other party in an active position.
2. Mid-term stage
(1) red face and white face strategy: two negotiators, one is red face and the other is white face, assist in the negotiation, grasp the rhythm and process of the negotiation, and thus take the initiative.
(2) Step-by-step strategy: cleverly put forward our expected interests, first easy and then difficult, and strive for benefits step by step.
(3) Grasp the principle of concession: make clear where our core interests lie, implement the strategy of taking the retreat as the advance, take a step back or two, make circuitous compensation, make full use of the chips in hand, and make concessions to bear the freight at an appropriate time in exchange for other greater interests.
(4) Outstanding advantages: rely on information to convince people, emphasize the benefits brought to each other by the success of the agreement with us, and at the same time apply both hard and soft measures, suggesting that if the other party fails to reach an agreement with us, we will immediately negotiate with other computer supply companies.
(5) Breaking the deadlock: make rational use of the pause, first calmly analyze the causes of the deadlock, then break the deadlock by affirming the other party's behavior and denying the other party's essence, and timely use the strategy of transferring from the east to the west to break the deadlock.
3. Closing stage: if necessary, adjust the original plan according to the actual situation.
4. Final negotiation stage
(1) Grasp the bottom line: use the compromise and reconciliation strategy in a timely manner, grasp the strict degree of final concession, put forward the final offer in a timely manner, and use the ultimatum strategy.
(2) Bury an opportunity: form an integrated negotiation in the negotiation with a view to establishing a long-term cooperative relationship.
(3) Reach an agreement: make clear the final negotiation result, show the meeting minutes and contract template, ask the other party to confirm, and determine the time to formally sign the contract.
Seven. Prepare negotiation materials
Relevant legal materials: People's Republic of China (PRC) Contract Law, International Contract Law, Convention on Contracts for the International Sale of Goods and Economic Contract Law.
Remarks: Liability for breach of contract, contract specification, background information, counterpart information, technical information and financial information in the Contract Law (see appendix and slide materials).
Eight, formulate emergency plans
It is the first time for the two sides to hold business negotiations, and they don't know each other very well. In order to make the negotiation go smoothly, it is necessary to make an emergency plan.
1. The other party disagrees with our offer of xx yuan.
Solution: negotiate the amount of the other party's quotation and exchange the compromise strategy for the benefits such as handover period, technical support and preferential treatment.
2. The other party uses the strategy of limiting rights, claiming that the amount is limited and rejecting our offer.
Coping: Understand the authority of the other side, the "white face" argues vigorously, appropriately uses the strategy of creating the reins, and the "red face" reveals the authority strategy of the other side in a suggestive way, and uses the skill of circuitous compensation to break through the reins. XOR uses a transfer strategy.
3. The other side used the excuse of playing strategy and caught an important problem of ours.
Countermeasures: avoid unnecessary explanations, change the subject, point out the essence of the other party's strategy when necessary, and state that the other party's strategy affects the negotiation process.