Business Negotiation Consultation Plan 01
First, the negotiation between the two sides of the company's background
(Our side: Shu Ting Network Group; B: Tsinghua Tongfang Liability Company Limited)
Our side (Party A):
Shu Ting Network Group was founded in XX, is a game network operation group, the board of directors and ceo Niu Shu Ting, and the Other 5 individual shareholders (most of them are directors and equity shareholders of Shuting Network), created the present Shuting Network Group, which has cooperated with the famous Giant Network Group, and is one of the network groups with a wide coverage and great influence in China, and is one of the top 500 enterprises in the country.
Party B:
Tongfang Co., Ltd. is a high-tech company held by Tsinghua University, founded in June 1997 and listed on the Shanghai Stock Exchange, stock code 600100. xx Tsinghua Tongfang ranked among the ? In 2007, Tsinghua Tongfang was ranked as one of the top 500 electronic information enterprises in China. In 2007, Tsinghua Tongfang was ranked 23rd among the top 500 electronic information enterprises in China, and is one of the top 100 electronic enterprises supported by the Chinese government.
Tsinghua Tongfang has created four major industries, namely, information technology, energy and environment, applied nuclear electronics and biomedicine, based on its own core technologies and capital operation capabilities.
In the information industry, Tsinghua Tongfang is committed to technological innovation and product development in the fields of application information system, computer system and digital TV system, providing comprehensive solutions and complete sets of equipment for e-government, digital home, digital city, digital education, digital media and other industries. At present, Tsinghua Tongfang has the leading technical strength and market share in computer products, major industry informatization, digital education resources, digital TV and other fields.
In the energy and environment industry, Tsinghua Tongfang specializes in energy utilization and environmental pollution control engineering, artificial environment engineering and has a significant advantage in large and medium-sized air-conditioning equipments based on its core technologies of flue gas desulfurization, garbage incineration, water treatment, and air conditioning in the business areas of artificial environment, energy environment, building environment and water environment.
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 drugs, drug intermediates, raw materials and other products, has become a new biomedical high-tech enterprises.
Second, the subject of negotiation
Our company to the B side of the purchase of 100 computers
Third, the negotiating team composition
The main negotiator: Niu Shuting, the company's negotiation of the plenipotentiary;
Decision maker: Zhang Xinxin, responsible for decision-making on major issues;
Technical adviser: Wang Wenfang, responsible for technical issues;
Legal adviser: Fu Mei, responsible for legal issues;
Fourth, the interests of both parties and the analysis of strengths and weaknesses
Our core interests:
1, the other party is required to use the lowest possible price to supply us with the same side of the computer
2, in order to ensure that the quality of the quality of the problem on the basis of the minimum cost
The other party's interests: the sale of the highest possible price to increase profits.
Our advantage:
1, there are a number of computer supply companies to choose from
2, in the Chinese region is a wide-coverage, large and influential network group
Our disadvantage: we continue to this batch of computers, it is urgent to cooperate with the other side, otherwise it will probably cause greater losses to the company
The other party's advantage: the other side's computer
The other party's advantage: the other party's computer brand has a better international reputation, and more companies cooperate with it.
The other party's disadvantage: belonging to the supply side, if you can not complete the negotiations, you may lose the opportunity to cooperate in the future.
V. Negotiation objectives
Strategic objectives: 1. peaceful negotiations, according to our terms of purchase to reach an agreement on the purchase
① Quotation: 1000 yuan
② supply date: within one week
Bottom line: ① to our low-line offer of XX yuan
② as soon as possible to complete the operation of the purchase
Six, the procedures and Specific strategies
1, opening:
Program 1: emotional exchange opening strategy: by talking about the cooperation between the two sides to form an emotional **** Ming, the other party into a more cordial atmosphere of negotiation, to create a mutually beneficial **** camp mode.
Program 2: take the offensive opening strategy: to create a low-key negotiation atmosphere, clearly point out that there are a number of suppliers competing to open a $1000 offer to create psychological advantages, so that the other side is in an active position.
2, the mid-term stage:
(1) red face and white face strategy: two members of the negotiations, one of which acts as a red face, 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 to fight for the benefits.
(3) grasp the principle of concessions: clear our core interests, the implementation of the strategy of retreat, retreat one step into two steps, to do a roundabout compensation, make full use of the chips in hand, when appropriate, can be backed up to bear the freight in exchange for other greater benefits.
(4) highlighting the advantages: to support the information to convince people with reason, emphasize the success of the agreement with us to the other side of the benefits, while soft and hard, 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 stalemate, and 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 tactics, to grasp the magnitude of the last concessions strictly at the appropriate time to put forward the final offer, the use of ultimatums strategy.
(2) buried opportunity: the formation of integrated negotiations in the negotiations, with a view to establishing a long-term cooperative relationship
(3) reached agreement: clear final negotiation results, 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:
The Chinese People's **** and the State Contract Law, International Contract Law, the Convention on Contracts for the International Sale and Purchase of Goods, Economic Contracts Law
Remarks: "Contract Law" breach of contract
The contract model with the same, the background data, the other side of the information data, technical information, financial information (see appendix and the financial information), the other side of the contract. Information (see appendix and slide information)
VIII. Formulation of contingency plans
It is the first time for the two sides to conduct business negotiations, and they do not know each other very well. In order to make the negotiation go smoothly, it is necessary to make a contingency plan.
1, the other party does not agree with us on the offer of 1,000 yuan to express dissent
Response program: the amount of the other party's offer for negotiation, 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, rejected our offer.
Response: Understand the situation of the other party's authority, ? The white face? According to the reasoning, the appropriate use of the manufacture of reins strategy,? The first time I've seen this, I've seen it in my own life. And then reveal the other party's authority strategy in a suggestive way, and use the techniques of compensation in a roundabout way to break through the reins; or use the strategy of sound east to strike west.
3, the other side to use the theme of the strategy, on our side of a major issue to seize not to let go.
Response:
Avoid unnecessary explanations, can change the topic, 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 Consultation Plan Chapter 02
Negotiation Theme
Handle the completion of a college wants to purchase two computer rooms related matters
Second, the preparation stage
First, understand the negotiation opponents, as far as possible, to collect information, including their character, position, time of service, etc.
With the other side, the negotiation will be held in the first half of the year.
Negotiate with the other party to determine the general rules, including arrangements for the negotiation time, place, etc.
(a), the composition of the negotiation team
Position Chief Representative, red face, white face, tough guy, scavenger
(2), the negotiation place
(1) negotiation place: Guangxi Times College of Commerce and Trade / Rijian University of Science and Technology
(2) Negotiation time: December 15, 2010
(3) Negotiation mode: face-to-face formal group negotiation
(3) Analysis of the strengths and weaknesses of both parties
Core interests of our side:
(1) Try to sell computers at a high price, to gain from the price difference
(2) Maintaining the company's reputation
(3) Maintaining a mutual Long-term cooperative relationship
(4) Reduce the loss of production stoppage in this epidemic
The interests of the other party:
(1) Buy computers with good quality and cheaper price
(2) Maintain the long-term cooperative relationship between the two parties;
(3) Demand us to deliver the products as early as possible;
(4) Demand us to compensate for their losses.
Advantages of our side:
You can choose the home and neutral ground. Excellent skills personnel, the company is a top fifty enterprises, good quality, attentive service, with brand effect
Our disadvantages:
Competitors foe more Lose this partner is not favorable to us
Have the right to choose, more choice, this negotiation they are in the home side
The other party disadvantage:
Their understanding of the electronic products is not professional enough for us
The other party disadvantages:
They are not professional enough for us to understand the electronic products. Understanding is not enough to our professional
(D), FABE mode of analysis
A, the company's large scale, strong, branded products, high credibility, quality assurance, good service, technical personnel, the implementation of the installment payment method, free installation, delivery to the door.
B, large quantities of orders to give appropriate discounts, distribution of goods (protective film, network cable, plug, headset, mouse pads, etc.).
C, with high stability, high reliability and high security of the excellent quality, as well as innovative technical service capabilities.
D, with the Olympic Organizing Committee, Digital China (China) Limited, Hunan University of Science and Technology, Wuhan University of Engineering, Guangxi Nanning Vocational and Technical College, Guangxi Institute of Transportation Vocational and Technical College, Guangxi Normal University, Guangxi Guilin University of Electronic Science and Technology and other universities.
(E), negotiation objectives
Strategic objectives: professional computer: 5,000 yuan / unit, ordinary computers: 4,000 yuan / unit
To minimize the loss and maintenance of our reputation to take a school and a long-term relationship
Analysis of the reasons:
1. We attach importance to the reputation of the enterprise, the market has a long term
2.
2. The other party is a strong electronics industry, we attach importance to strong cooperation with the other party
Bottom line price: ordinary computers: 3300 yuan / unit, professional computers: 4500 yuan / unit
1. Maintain the reputation of the enterprise
2. To give a certain degree of preferential policies, such as: price, supply, delivery time limit
3. Maintain long-term cooperation
Third, the specific negotiation procedures and strategies
(a) opening statement
We decided to maintain the negotiations in a harmonious and friendly atmosphere
1. The most ideal way to start is to talk about some of the topics that are easy to agree on in a relaxed and pleasant tone. For example. Let's decide on the topic of the day, how? First discuss the general arrangements for today, how? These words seem insignificant from the outside, but these requirements are often easiest to cause the other party's affirmative response, so it is easier to create a? It is easier to create a sense of agreement. If you can build on this foundation, carefully cultivate this feeling, you can create a sense of agreement. Negotiation is to reach a consensus? The atmosphere, with this? Agree? The atmosphere, the two sides will be able to more easily reach a mutually beneficial agreement.
2. In the language, should be shown to suffer from polite and friendly, but without losing their status; content, more on the way to see and hear, recent sports news, weather conditions, hobbies, and other relatively relaxed topics, but also on the individual in the company's position in the environment, responsible for the scope of the professional experience and other general inquiries and conversations; gesture, it should be the proportion of the time, calm and steady but not lose the enthusiasm, pride but not proud. Pride but not proud. At the appropriate time, you can skillfully introduce the topic into the substantive negotiations.
3. In order not to make the other side of the atmosphere on the upper hand, thus affecting the later substantive negotiations, the opening stage, in the language and posture, on the one hand, to imply a friendly, positive cooperation; on the other hand, we should also be full of pride, calm demeanor, talk generously, so the other side does not belittle us.
Emotional communication opening strategy:
By talking about the two sides of the cooperative environment to form emotional **** Ming, the other party into a more cordial atmosphere of negotiation. (Specific practices are: praise method, emotional attack method, humor method)
Specific steps:
1. the other party to welcome in (all negotiators to carry out)
2. members of the introduction (first by the other side of the introduction of members of the position, and then our members of the introduction)
3. the purpose of the (by the main negotiator to ask questions of the other side of the purpose and progress of the plan)
4. Plan: proactively regulate the other side of what they do, so that it coincides with what we do, that is, take the initiative to exert influence on the negotiators, an important factor affecting the negotiation, to create a favorable atmosphere for negotiations.
(2) mid-term negotiations
(1) red face and white face strategy: one of the two negotiating members to act as the red face, a white face to assist in the negotiation of the agreement, the negotiation topic from the positioning of the strike event to transfer the delivery date and the long-term interests of the up to grasp the rhythm of the negotiation and the process of the item, so as to take the initiative.
(2) layer by layer, steady car strategy: tactfully put forward our expected interests, first easy and then difficult, steady to fight for the benefits
(3) grasp the principle of concessions: clear our core interests, the implementation of the strategy of retreat, retreat one step into two steps, to do a roundabout compensation, make full use of the chips in hand, when appropriate, you can give up the amount of compensation in exchange for other greater benefits
(3) grasp the principle of concessions: clear our core interests, implement the strategy of retreat, retreat one step into two steps, to do a circuitous compensation, make full use of the chips in hand, when appropriate, you can give up the amount of compensation to other greater interests
(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 the soft and hard
Both sides of the offer:
The first offer from our side, to obtain the initiative.
Our offer:
(1) willing to provide preferential policies to show sincerity, the other side of the large amount of money to be considered
(2) for the delivery period and other policies to be appropriate to consider preferential
Reasons for the offer:
For the importance of the relationship between the two sides
According to the other side of the offer to raise questions,
Such as: 1, question the reasonableness of the price quoted by the other party
2, the other party's response to our accusations
(C), the adjournment stage
If necessary, in accordance with the actual circumstances of the adjustment of the original program
1, the final stage of the negotiation
(1) to grasp the bottom line: the timely use of compromise and reconciliation strategy, to grasp a strict grasp of the magnitude of the final concessions, in a suitable range, the final concessions, the final concessions, the final concessions, the final concessions, the final concessions, the final concessions, the final concessions. The magnitude of the final concessions, in the appropriate time to make the ultimate offer, the use of mourning Medan book strategy
(2) buried opportunity: the formation of integration in the negotiations negotiations, with a view to establishing a lasting relationship of cooperation
(3) reach an agreement: clear ultimate negotiation results, show the minutes of the meeting and the model contract, ask the other party to clearly recognize, and determine the time of formal signing of the contract
( Four), the consultation stage
Throwing stones, raise the price pressure strategy, target decomposition, fault-finding, false offer, etc.. And to the concession stage: we can be flexible and varied price concessions to break the deadlock in business negotiations, and promote the success of the negotiations. Specific strategies are: the use of competition, red and white face, virtual assumptions, sound east and west, kicking the ball, wheel war, to the direction of the water current to push the boat and so on.
Our basic principles of product prices:
1. do not make unnecessary concessions, should reflect the size of the absolute value of their concessions, but also depends on the concessions to each other's strategy, that is, how to make concessions, as well as the other side of how to fight for concessions
2. concessions to let in the knife's mouth, make just the right amount of time, so that their own smaller concessions to give the other side to a greater satisfaction
3. in the case of the concession, the other side to give the other side to a greater satisfaction. p>
3. In our opinion, the important issues to strive for the other side to give in first, and in the more minor issues, according to the needs of the situation, we can consider making concessions first
4. Each concession should be repeated consultations, so that the other side decided that our concessions are not easy things, and to cherish concessions that have already been obtained
The negotiation method we follow
Reciprocal concessions:
At the beginning, we insisted on the bottom line of interests, not to be stubborn with a certain issue of concessions, a comprehensive view of the situation, to distinguish between the powerful relationship, to avoid the important and the less important, and flexible to make the other party in other aspects of the compensation
1. When our negotiators proposed concessions, to the other party to make it clear that we make this concession is contrary to the policy of the company or the director of the company's instructions. Therefore, we only agree to individual concessions, i.e., the other party must reciprocate on a certain issue so that we can go back and have an explanation
2. Directly link our concessions to those of the other party. Indicate that we can make this concession, as long as we can reach agreement on the issue of the other party's concessions, everything will be solved
Consultation on the price of products proposed by the other party
Program 1: when the other party to let the price of progressive
Basic attitude: friendly, patient
Specific response: the initial amount of money hovering in the high level, we have repeatedly emphasized that our The company's product quality and service is first-class.
Program 2: the other side of the price range is very small at the beginning and then become larger
Basic attitude: calm, composed
Specific response: argue with the reasoning, but must not be impetuous on fire, if necessary, the use of intermission and other techniques for a certain degree of moderation, with a view to the situation has changed.
Basic attitude: resolute
Specific response: the other party to reduce the amount of products, the magnitude of the difficulty, so we should be appropriate and resolute, using me to put for the supply side of this advantage to require the other party to reduce the requirements of
Second, the other party's request for early delivery of consultations
We believe:
1. While cooperating with the other party, we are also cooperating with other units in the market, so this dispute is not just between two companies. The orders of other units are also under arrangement and we are not obliged to prioritize the cooperation for the other party.
2. In accordance with our negotiation principles, we can take appropriate contingency measures, that is, in the production process in advance of the batch supply, to reduce the losses of the other party
Three auxiliary provisions of the debatable stage
After the intense negotiation of the main provisions of the negotiation, we try to ease the atmosphere down after a night's rest and recreation. The next day the parties will move on to the negotiation of ancillary provisions.
If the negotiation of the subject matter is "business as usual", then the negotiation of the ancillary provisions is "business as usual". The purpose of the ancillary clauses is to improve and establish the future of the long-term relationship.
The subject of the ancillary provisions is the reduction of the amount of compensation in the other party to get a series of ancillary provisions, the purpose of which is to strive for long-term cooperation between the two sides. And because this aspect is not as hard as the main terms of the negotiation, the negotiation should be carried out in a more moderate and relaxed atmosphere.
(V), the closing stage
In accordance with the "Chinese people *** and the State Contract Law", "Chinese people *** and the State Protection of Consumer Rights and Interests Law", "microcomputer commodity patch change the responsibility for the return of the provisions of the" and other relevant provisions of the two sides agreed to enter into this contract.
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