As the saying goes, "no rules are not round", when we want to start a business negotiation, we should first make a plan and then implement, otherwise it will be like a fly without a head to lose direction. So how do we write a business negotiation plan? The following is organized by me for you "business negotiation planning book sample selection", for reference only, welcome to read.
Business negotiation plan sample selection of a
First, the negotiation of the two sides of the company's background
(Our side: xx Network Group; B: xx Liability Co.,Ltd.)
Our side (A):
xx Network Group was founded in xx years, is a game network operation group, the chairman of the board of directors and ceoxx, and other 5 individual shareholders (most of the xx network directors and equity shareholders), created the current xx network group, which has had cooperation with the famous xx network group, in the Chinese region is a wide coverage, one of the very influential network group, one of the top 500 enterprises in the country.
Party B:
Tongfang Co., Ltd. is a high-tech company held by the University of xx, established in xx in xx in xx and listed on the xx stock exchange, stock code xx. xx was ranked 23rd among the "Top 500 Electronic Information Enterprises in China" in xx, and is one of the Top 100 Electronic Enterprises which are supported by the Chinese government. It is one of the top 100 electronics companies supported by the Chinese government.
xx has established four major industries, namely information technology, energy and environment, applied nuclear electronics, and biomedicine, based on its proprietary core technologies and capital operation capabilities.
In the information industry, xx is committed to technological innovation and product development in the fields of applied information systems, computer systems and digital TV systems, providing comprehensive solutions and complete sets of equipment for e-government, digital homes, digital cities, digital education, digital media and other industries. At present, xx in the computer products, major industry informatization, digital education resources, digital TV and other fields has a leading domestic technical strength and market share.
In the energy and environment industry, xx specializes in energy utilization and environmental pollution control engineering, artificial environment engineering, and large and medium-sized air-conditioning equipment based on its core technologies in the business areas of artificial environment, energy environment, building environment, and water environment, etc.
In the energy and environment industry, xx is specialized in energy utilization and environmental pollution control engineering, artificial environment engineering, and has a significant advantage in large and medium-sized air-conditioning equipment.
In the applied nuclear electronic technology industry, the series of products centered on electron gas pedal, radiation imaging, automatic control and digital image processing technologies have reached the international advanced level.
In the biomedical and fine chemical industry, the production of new types of drugs, drug intermediates, raw materials, drugs and other products, has become a new biomedical high-tech enterprises.
Two, the subject of negotiation
Our direction to the B side of the company to purchase 100 sets of computers
Third, the negotiating team composition
The main negotiator: xx, the company negotiated the plenipotentiary;
Decision maker: xx, is responsible for major issues of the
Technical Advisor: xx, responsible for technical issues;
Legal Advisor: xx, responsible for legal issues;
Fourth, the interests of both parties and analysis of the advantages and disadvantages
The core interests of our side:
1, the other party is required to supply us with the lowest possible price of the Tongfang computers;
2, in order to guarantee the quality and quantity of the computers, we need to make sure that we can provide the best possible service.2, in order to ensure the quality of quality issues on the basis of minimizing costs.
The interests of the other party:
Sell at the highest price to increase profits.
Our advantage:
1, there are many computer supply companies to choose from;
2, in China is a wide coverage, there are large and influential network group.
Our disadvantage:
We continue this batch of computers, urgent cooperation with the other party, otherwise it will be possible to cause greater losses to the company.
The other party's advantage:
The other party's computer brand has a better international reputation, and there are more companies working with it.
Weaknesses of the other side:
The other side is on the supply side, so if the negotiation is not completed, we may lose the opportunity to cooperate in the future.
V. Negotiation objectives
Strategic objectives:
1. Peaceful negotiations, according to our purchase conditions to reach an agreement on the purchase
① Quotation: 1,000 yuan;
② Supply date: within one week.
Bottom line:
①Our low line offer of $xx;
②As soon as possible to complete the operation after the purchase.
Six, program and specific strategies
1, opening
Program 1: emotional exchange opening strategy: by talking about the two sides of the cooperation situation to form emotional **** Ming, the other party into a more cordial atmosphere of negotiation, to create a mode of mutually beneficial **** camp.
Program 2: take the offensive opening strategy: to create a low-key negotiation atmosphere, clearly point out that there are a number of suppliers to compete, open a $1000 offer to create psychological advantages, so that the other party is in an active position.
2, the mid-term stage
(1) red face and white face strategy: by two members of the negotiations, one of which acts as a red face, one acts as a white face to assist in the negotiation of the agreement, to grasp the rhythm of the negotiations and the process, so as to take the initiative.
(2) layer by layer, step by step strategy: skillfully put forward our expected benefits, the first easy and then difficult, step by step for the benefits.
(3) grasp the principle of concessions: clear where our core interests, the implementation of the strategy of retreat, one step back into two steps, to make compensation in a roundabout way, make full use of the chips in hand, when appropriate, you can give back to bear the freight in exchange for other greater benefits.
(4) highlight the advantages: to information as a support, to convince people, emphasize the success of the agreement with us to the other side of the benefits, while both hard and soft, implying that the other side of the failure of the agreement with us, we will immediately negotiate with other computer supply companies.
(5) break the deadlock: reasonable use of the pause, first calmly analyze the reasons for the impasse, and then can be used to grasp the other side of the line, the negative side of the substance of the method of lifting the deadlock, and in due course, with the sound of the East meets the West strategy to break the deadlock.
3, the adjournment stage: if necessary, according to the actual situation of the original program to adjust
4, the final stage of negotiations
(1) to grasp the bottom line,: the use of compromise and reconciliation strategy, grasp the magnitude of the last concessions strictly at the appropriate time to put forward the final offer, the use of ultimatums.
(2) buried opportunity: in the negotiations to form an integrated negotiation, with a view to establishing a long-term cooperative relationship
(3) reached an agreement: clear final results of the negotiations, show the minutes of the meeting and the model contract, ask the other party to confirm, and to determine the time to formally sign the contract.
VII. Preparation of negotiation materials
Relevant legal information: "Chinese People's **** and State Contract Law", "International Contract Law", "Convention on Contracts for the International Sale of Goods", "Economic Contract Law"
Remarks: "Contract Law" breach of contract liability, the contract model with the same, the background, the other side of the information information, technical information, financial information (see appendix)
VIII. In order to make the negotiations go smoothly, it is necessary to develop a contingency plan.
1, the other party does not agree with us on the offer of 1,000 yuan to express their objections.
Response: Negotiate on the other side of the offer amount, the use of compromise strategy, in exchange for the handover period, technical support, preferential treatment and other benefits.
2. The other party used the limited power strategy, claiming that the amount of restrictions, reject our offer.
Response: understand each other's authority, the "white face" to argue, the appropriate use of the creation of the reins of the strategy, the "red face" and then reveal the other party's authority to imply the way the strategy, and the use of circuitous compensation techniques to break through the reins of the situation; or with the use of The first step is to use a strategy of "sound east, strike west".
3. The other side uses the strategy of utilizing the subject matter to seize on a major issue.
Response: avoid unnecessary explanations, can change the subject, if necessary, can point out the nature of the other party's strategy, and declare that the other party's strategy affects the negotiation process.
Business negotiation plan sample selection two
A negotiation theme
To solve the problem of delayed delivery claims of turbine rotor blanks, to maintain the long-term relationship between the two sides.
Second, the composition of the negotiation team
The main negotiator: xx, the company's negotiating plenipotentiary;
Decision maker: xx, responsible for decision-making on major issues;
Technical adviser: xx, responsible for technical issues;
Legal adviser: xx, responsible for legal issues;
Third, the parties to the negotiations
The main theme of the negotiations To solve the problem of delayed delivery of steam turbine rotor blanks to maintain long-term cooperation. The interests of the other party: Solve the problem of compensation, and maintain the long-term cooperative relationship between the two sides. Our advantage: Our company occupies 1/3 of the domestic power market, the other party can not reach cooperation with us will cause great losses. Our disadvantage: 1, the law about the strike is force majeure scope of this point is extremely favorable to the other side, the other side will be based on the refusal of compensation. 2, the other side of the delayed delivery of our company has brought the loss of profits, reputation. 3. The shortage of supply of blanks to our company is so bad that it is urgent for us to cooperate with the other party, or else we may incur greater losses. The other party's advantage: 1, the legal advantage: the provisions of the strike is force majeure; 2, the other party according to the contract, by force majeure delayed delivery does not apply to the penalty regulations. Disadvantages of the other party: belonging to the defaulting party, facing the negotiations related to the many contracted companies, and failing to reach an agreement will probably be in trouble. Four, negotiation objectives 1, strategic objectives Decent, pragmatic solution to the claim, focusing on reducing losses and maintaining long-term cooperative relations between the two sides. Reason analysis: let the other party to deliver as soon as possible is far more important than the other party to pay compensation, the urgent need to maintain long-term cooperative relations with the other party. 2, the claim objectives offer: ① compensation: 4.5 million U.S. dollars; ② delivery date: two months later, i.e., in November; ③ technical support: the other party is required to send a team of technical consultants to our company to provide technical guidance; ④ preferential treatment: under the same conditions, the priority of the supply; ⑤ Price target: in order to make up for our losses, put forward to the other side of the unit price reduction of 5% of the requirements. Bottom line: ① Get the other party's symbolic compensation, so that the other party to recognize the error, to save our company's reputation loss; ② Delivery as soon as possible far to reduce our losses; ③ the other party and our long-term cooperation. V. Programs and specific strategies 1, the opening Program 1: emotional exchange opening strategy: by talking about the two sides of the cooperation to form emotional **** Ming, the other party to introduce a more cordial atmosphere of negotiation. Program 2: take the offensive opening strategy: create a low-key negotiation atmosphere, pointed out that the other side of the delayed delivery of our huge losses, issued a fine of 4.5 million U.S. dollars, in order to create a psychological advantage, so that we are in an active position. The other side put forward the provisions of the strike is force majeure refused compensation countermeasures: 1) the strategy of playing on the theme: listen carefully to the other side of the statement, seize the other side of the problem point, attack, breakthrough. 2) the principle of combining law and facts: put forward our legal basis, and analyze the strike incident to refute it. 2, the middle stage: 1) red face and white face strategy: one of the two negotiators to act as a red face, a white face to assist in the negotiation of the agreement, when the negotiation topic from the positioning of the strike event to transfer the delivery date and the long-term interests of the negotiation process to grasp the rhythm of the negotiations, so as to take the initiative. 2) Layers of advancement, step by step strategy: skillfully put forward our expected interests, the first easy and then difficult, step by step to fight for the interests. 3) grasp the principle of concession: clear our core interests, the implementation of the strategy of retreat, retreat one step into two steps, to do a roundabout way to compensate, make full use of the chips in hand, when appropriate, you can give back the amount of compensation in exchange for other greater benefits. 4) highlight the advantages: to information as a support, convince people with reason, emphasize the success of the agreement with us to the other side of the benefits, while soft and hard, suggesting that the other side if the agreement fails with us there will be huge losses. 5) to break the deadlock: reasonable use of pause, first calmly analyze the reasons for the deadlock, and then can be used to grasp the certainty. The other side of the line, the negative side of the substance of the method of lifting the deadlock, the timely use of the East meets West strategy to break the deadlock 3, the adjournment stage: If necessary, according to the actual situation of the original program to adjust. 4, the final stage of negotiations 1) grasp the bottom line,: the timely use of compromise and reconciliation strategy, to grasp a strict grasp of the magnitude of the final concessions, at the appropriate time to make the final offer, the use of ultimatum strategy. 2) buried opportunity: in the negotiations to form an integrated negotiation, with a view to establishing a long-term cooperative relationship. 3) Reach an agreement: clarify the final negotiation results, present the minutes of the meeting and the model contract, ask the other party to confirm, and determine the time to formally sign the contract. Sixth, the preparation of negotiation materials Relevant legal information: "Chinese People's **** and the State Contract Law," "International Contract Law," "Convention on Contracts for the International Sale of Goods," "Economic Contract Law" Remarks: Article 107 of the "Contract Law" breach of contract, one of the parties do not If one of the parties does not fulfill the contractual obligations or if the fulfillment of the contractual obligations is not in accordance with the agreement, it shall bear the liability for breach of contract, such as continuing to perform, taking remedial measures or compensating for the losses The UN Convention on Contracts for the International Sale of Goods stipulates that: Force majeure refers to the objective circumstances that cannot be foreseen, avoided and overcome The model contract, the background data, the other party's information, the technical 1. The other party recognizes the breach of contract and is willing to pay compensation, but disagrees with the $4.5 million. Response plan: price negotiations on the amount of compensation, the use of compromise strategy, in exchange for delivery, technical support, preferential treatment and other benefits. 2. The other party used the strategy of limited power, claiming that the amount of restriction, rejecting our proposal. Response: Understand each other's authority, "white face" to argue, the appropriate use of creating the reins of the strategy, "red face" and then reveal the other party's authority to imply the way the strategy, and the use of circuitous compensation for the skills to break through the reins of the situation; different or with The first step is to use a strategy of "sound east, strike west". 3. The other side uses the strategy of using the topic to play a role, to seize on a major issue for us. Response: Avoid unnecessary explanations, you can change the subject, if necessary, you can point out the nature of the other side of the strategy, and declare that the other side of the strategy affects the negotiation process. 4, the other party based on the law about the strike belongs to force majeure and thus in accordance with the contract firmly refused to compensate. Response: Considering that our strategic goal is to minimize the loss and maintain the long-term relationship between the two sides, we should give up the compensation demand in exchange for other long-term interests. 5, if the other party insisted on "in accordance with the contract firmly refused to pay compensation" point, do not make any concessions, and in the delivery date does not make a positive response. Then we first highlight the importance of long-term cooperation with us and imply that we have not reached an agreement on its bad influence, and then make an ultimatum. Business Negotiation Planning Sample Selected Three Negotiation Background: Our side that xx factory and the other side of the xx factory are two long-term partners, xx factory is the xx factory mold supply manufacturers, xx factory use 80% of the mold is our side that xx factory supply, xx factory is our big customer. But recently, xx factory said we xx factory production molds failed to their factory caused great losses, so we want to xx factory to make the corresponding compensation, we xx factory for this problem has a different view, this problem after both sides of the many bargaining have not been able to solve, therefore, the two sides decided to negotiate to solve this problem. 1, the theme of the negotiations To solve the dispute with the FLP factory claims in a way that is favorable to our side, not only to solve the problem, but also to ensure that we can continue to cooperate with the xx factory, in order to achieve the purpose of the cooperative negotiation, so that both sides are satisfied. 2. Negotiation Objectives 2.1 Highest Objective The highest objective we expect to achieve in this negotiation is not to bear any additional loss to XX factory due to unqualified molds, and to be able to continue to maintain the friendly cooperation with XX factory, so that we, XX factory, will continue to provide XX factory with molds they need for their production, and as before, 80% of the molds of XX factory are used by FLP factory, so that both parties will be satisfied. As before, 80% of the molds of XX factory are provided by our XX factory. 2.2 Actual Demand Objectives We, XX Factory, have made some concessions to express our sympathy for the loss of XX Factory, and therefore, we understand their request for compensation from us, but it does not mean that we recognize that the additional loss of XX Factory is caused by the failure of XX Factory to fulfill the previous contractual agreement between the two parties, and we can give some compensation, but the compensation is on behalf of us, XX Factory, and we will not give any compensation. These compensation is on behalf of our xx factory to xx factory some help, is hoping to be able to continue to cooperate with them, and therefore made a friendly initiative, the specific amount of compensation is their proposed compensation of 5 million yuan of 10% of the yuan, and to be able to continue to cooperate with them xx factory, we xx factory is still 80% of their factory use molds of the supplier. 2.3 Acceptable Objectives We, Factory XX, will pay them 50% of the 5 million RMB they expect to pay for the loss of Factory XX. In addition, the cooperation between the two factories will be continued, and we will continue to be the supplier of 80% of the molds used in the production of their Factory XX. 2.4 Minimum Objective The maximum we can do is to compensate them for the loss of their XX factory, which is 70% of the 5 million RMB they expect, and both parties should continue to maintain the same cooperative relationship as before, and the mutual trust between the two parties should be the same as before. 3, the negotiation team composition The main talk: our xx factory sales department of the Wang Manager Deputy talk: xx factory legal adviser Mr. Zhang, production department of senior technician Master Li, and formerly responsible for the sale of molds to the xx factory is very experienced salesman Mr. Fu Decision-maker: xx factory sales department of the Wang Manager, is our main talk The decision-maker: xx factory sales department of the Wang Manager, is also our main talk The main talk: the Wang Manager, is also our main talk. Reasons for the composition of the team: First of all, because the other party sent the manager of the purchasing department to negotiate with us, in order to show our sincerity, we should of course send the manager of the sales department of the xx factory to negotiate with them, the sales manager of the sales department, Mr. Wang, who has many years of experience in sales, and has a wealth of knowledge of business negotiations, and he is a very good manager with a leadership style. He is a manager with leadership style, dealing with the problem is very own opinion, no matter how serious the scene, he can play with ease, therefore, choose him as the main negotiator is the most appropriate. Secondly, our deputy negotiators, this negotiation involves the relevant content of the contract law, therefore, the legal personnel is not less, with the legal adviser to provide us with relevant legal knowledge, will make the negotiation more effective, we can fully utilize the relevant laws to safeguard the legitimate rights and interests of our xx factory, so that our negotiators can clearly know which is our responsibility, which is not our responsibility. In addition, the mold involves some technical knowledge, so it is necessary to have technicians who are very familiar with the production of the mold, so we leave the technical aspects of the problem to our KLL factory has many years of experience in the production of the mold, Master Li. Since our XX factory and XX factory have many years of cooperation experience, and the salesman Mr. Fu who is responsible for the business dealings with the other factory is the most knowledgeable about the situation of the other factory, and at the same time, our salesman Mr. Fu is very experienced in the negotiation. Finally, the decision-making power of the negotiation was given to Mr. Wang, the manager of our sales department, also considering that he has that kind of ability personally. So the members of our negotiation team were determined in this way. 4, the interests of both sides and the advantages and disadvantages of the analysis 4.1 Our interests The loss of the other side of the factory is not because we did not supply molds for the other side in accordance with the provisions of the contract, so the responsibility does not lie in us, we do not need to give the other side of any compensation, and can continue to do business with the other side, so that we can create more profits for the factory, and also save the reputation of our side. Our reputation. 4.2 The interests of the other party The other party can learn a lesson from this loss, and better manage the production of the factory, but also to the other party's quality control department sounded an alarm, so that they can be more responsible in the future work of the factory to check the materials purchased, at the same time, the other party's factories will not lose such a big supplier as ours, and make their factories to reduce the unforeseen problems caused by looking for suppliers again. The other factory will not lose our big supplier, which can make their factories reduce the unforeseen risks and losses brought by the supplier. 4.3 Our advantages Because we are a variety of models of motor vehicle parts manufacturers, production of a full range of products to meet the other factory's different needs, they can not be separated from us for a while, our factory and the other factory has many years of experience in the cooperation between each other has formed a tacit understanding, the establishment of a mutual trust in the relationship of cooperation factory 80% of the molds are provided by our xx factory. Our factory has 80% of the molds are provided by our xx factory, so we can see that we have a great significance for the xx factory, they can't find such a big supplier in a short time, whether their factory can operate normally, our xx factory has a great significance for them, in terms of demand, we have an absolute advantage. Then from the point of view of contract law to consider, we are not in breach of contract, we provide the other side of the mold pass rate is indeed reached more than 95%, in addition, the other side of the losses caused by their own did not use the mold for the production of a careful inspection before, according to the "Chinese people's *** and the State Sale Contracts Act" Article 158 of the parties agreed to test the period of time, the buyer should be in the inspection of the period of time will be the object of the test The buyer shall, within the inspection period, notify the seller of any failure of the quantity or quality of the subject matter to conform to the agreement. If the buyer fails to do so, the quantity or quality of the subject matter shall be deemed to conform to the agreement. This law is also in our favor, and very persuasive, can make the other party to realize that they are their own negligence and cause their FLP factory huge losses. 4.4 Our disadvantage Because the other party's factory is our big customer, they create a lot of profit for our factory, and we don't want to lose this big customer because of this incident, because of the importance that we attach to them, it may make them ask for more compensation for us, which will harm our interests. 4.5 Advantages of the other side The other side of the factory may take advantage of the agreement signed by the two sides of the provisions of the agreement, that is, we provide molds qualified rate of 95% or more, about this clause, there are different interpretations, if the other side of the terms of understanding of the provisions of the each set of molds of each part of the qualification rate of 95% or more, it is unfavorable to us, and they have a reason for us to compensate. The ambiguity in the terms of the agreement is a legal bargaining chip for the other party to demand compensation from us. In addition, the other side can use the FLP factory is our big customer this point to exert pressure on us, so that they are in the negotiation of the initiative position. 4.6 Disadvantages of the other side They can't get away from our supply of molds for their production for a while, so they want to continue to cooperate with us. At the same time, we can also be the provisions of the contract: we provide them with the mold pass rate of 95% or more, interpreted as the overall mold pass rate of 95% or more, then their losses have nothing to do with us. From a psychological point of view, we analyze the other side in the heart of the significant position, so they will not easily offend us, which will make the other side in the negotiation of a certain pressure. 5, the negotiation process 5.1 opening Because we are inseparable from each other, so it is hoped to solve the problem with a cooperative negotiation for the benefit of both sides, we have to show sincerity and politeness, and to create a harmonious negotiation atmosphere, which will help to facilitate the smooth progress of cooperative negotiations. However, if the other party insists that we do not follow the provisions of the agreement signed by the two sides to provide them with molds for their factories and caused their huge losses, we can not be too weak, this time we have to use the principle of negotiation method, negotiations, separate people and things, gentle to people, tough things, as long as it is our reasoning, never weak, adhere to the principle of fairness, of course, to strive for win-win situation, understanding of the other party, to give up their positions, and to create a harmonious negotiation atmosphere, which is conducive to facilitate the smooth running of cooperative negotiations. Sympathetic to each other, to give up the position, recognizing that the interests of the negotiation is the focus, in order to *** with the interests of the constructive comments, we can give the other side to put forward such a proposal: the future again subject to the other side of the molds we provide, to be carefully examined in the contract within the period of time, such as found that there are problems with the product, you can return it to the side of the absolute acceptance of no conditions that they return to us unqualified molds. 5.2 Mid-term stage Appropriate exchange of views between the two sides, we try to draw closer to their own formulation of the highest goal, but the attitude can not be too tough, after all, the other party is the party that suffered losses, we have to take into account their emotions. When the other side of the highest negotiation goals proposed by us when the reaction is strong, we can make some appropriate concessions, but can not let the other side feel that we are compromising, and therefore give an inch, so that we are in a passive position, to make clear the concession strategy is to show the friendly, so that the other side can see the sincerity of our sincerity, you can use the soft negotiation method appropriately. 5.3 Recess stage Team members to discuss the countermeasures, the original program to adjust, and appropriate changes in strategy. Try to find a solution that can satisfy the goals and requirements of both sides, but be firm on our basic interests and needs, but flexible in the ways to meet them. 5.4 Final negotiation stage The use of relevant laws to prove that we are not in breach of contract, adhere to the original point of view, that is, the other side of the responsibility for the loss is not ours, not to compensate, and let the other side feel that we are completely in accordance with the contract, according to the provisions of the work, so that the other side to continue to believe in us, and we will continue to cooperate. If the other party's strong reflection of our point of view, we can make some concessions to the actual needs of the target and the other side of the negotiations, if the other party still does not accept, we can continue to make concessions, but can not be bottomed out at the bottom of our goal. In the negotiation process, no matter how unstable the other party's mood, we must remain calm, always adhere to the principle of interest, but the attitude should be sincere, to show that we really want to solve the problem in a cooperative and friendly way. With such a standard to reach an agreement, and ultimately solve the problem of compensation. 6, the specific schedule Because this issue has been negotiated by both sides many times, but never resolved, so the negotiation time to focus on this time, selected both sides have time to negotiate, can not be delayed again and again. Such as: the two sides agreed to negotiate on a certain day, then try to solve all the problems in that day. 7, the negotiation location Because it is a cooperative negotiation, so to create a relaxed atmosphere, the negotiation should be selected in the bar suitable for negotiation and other entertainment venues. 8, the preparation of the relevant information Mainly involved in the negotiations and the information is as follows: 8.1 The law of the contract of sale Article 157 The buyer receives the subject matter should be examined in the agreed inspection period. If there is no agreed inspection period, it shall be inspected in time. Article 158 The parties agree on the inspection period, the buyer shall, within the inspection period, the quantity or quality of the subject matter does not meet the agreed circumstances notify the seller. If the buyer neglects to notify, the quantity or quality of the subject matter is deemed to conform to the agreement. If the parties have not agreed on the inspection period, the buyer shall notify the seller within a reasonable period of time after it discovers or should have discovered that the quantity or quality of the subject matter does not conform to the agreement. If the buyer fails to notify within a reasonable period or fails to notify the seller within two years from the date of receipt of the subject matter, the quantity or quality of the subject matter is deemed to be in conformity with the agreement; however, if there is a quality assurance period for the subject matter, the quality assurance period applies and the two-year requirement does not apply. The seller knew or should have known that the subject matter provided does not comply with the agreement, the buyer is not subject to the notification time limitations stipulated in the first two paragraphs 8.2 Understanding of the other party's information, to know oneself and the enemy Such as in the negotiation of the other party will be sent to understand which people to negotiate with us, and then the other party's negotiating members of the information one by one to analyze, to understand their positions and character traits, so as to think in advance to respond to the measures. The first thing you need to do is to think about the measures you need to take in advance. 8.3 Understand some of the information related to the pass rate of the mold Such as molds to achieve a pass rate of more than 95% should be how to understand, how to understand is favorable to our side, how to understand is favorable to the other side, if the other side is favorable, what measures should be taken to defend our point of view. 9, emergency and countermeasures When we said that the other side of the loss has nothing to do with us, the other side may be very excited, there may be some overreaction, then we should remain calm, can not be affected by the other side's emotions, and at the same time, we must find ways to appease the other side's emotions, so that the other side can be calmed, so as to ensure that the negotiation is carried out normally. The other party may start by setting out their highest goals and being firm in their attitude, then we should be patient and talk to them slowly, without haste, and use the law and the provisions of the contract to persuade the other party. If the other party threatens us by not cooperating with us anymore, we can't be in a hurry, we can't lower our targets in a hurry, we have to wait and see what happens, and show that we don't care more than they do, so that they won't be able to threaten us, and they may lower their targets automatically. In case we have set out the minimum target, but the other side still do not agree, we can not back down, to use the principle of negotiation, to defend our interests, and re-emphasize that we are in accordance with the contract, the attitude of sincerity, so as to achieve the purpose of negotiation.
VII. In order to make the negotiations go smoothly, it is necessary to develop a contingency plan.