Business negotiation plan
Ultimate dream team
I. Theme of the negotiations
Solve the claim problem of delayed delivery of clothing fabrics and maintain the long-term cooperative relationship between the two parties.
Second, the composition of the negotiating team.
Team leader: Zhao Guibin
Speaker: Jiang
Main talk: plenipotentiary of company negotiation;
Auxiliary dialogue:
Decision maker: responsible for making decisions on major issues;
Technical consultant: responsible for technical issues;
Legal adviser: responsible for legal issues;
Planning: Wang.
Third, analyze the interests, advantages and disadvantages of both sides.
Core interests of the other party: 1. We are required to deliver the goods as soon as possible.
2. Maintain a long-term cooperative relationship between the two parties.
Ask us to compensate each other for their losses.
Our interests: solve the compensation problem and maintain the long-term cooperative relationship between the two sides.
Advantage of the other side: 1. Red Peony Company has a share of 1/3 in the domestic NM fabric market. If we don't reach a cooperation with each other, it will cause huge losses.
2. We are the defaulting party, and we are faced with relevant negotiations with many contracting companies. If we can't reach an agreement, we may be in trouble.
Disadvantages of the other party: 1 Legally speaking, the epidemic situation is within the scope of force majeure, which is extremely beneficial to us and we can refuse compensation on this basis.
2. The NM fabric of Red Peony Company is out of stock, which has a bad influence. It is urgent to cooperate with us, otherwise it may cause greater losses.
Our disadvantage is 1. Our delay in delivery will bring loss of profit and reputation to the company.
Our advantage: 1. Legal advantage: the epidemic situation is stipulated as force majeure.
2. According to the Contract Law, the liquidated damages clause cannot be used for the delayed delivery caused by force majeure.
Fourth, the negotiation objectives
1. strategic goal: to solve this compensation problem honorably and pragmatically, with a view to reducing losses and maintaining long-term cooperative relations between the two sides.
Cause analysis: Let the other party fully understand that it is far more important to deliver the goods as soon as possible than to ask for compensation from us. The other party urgently demands to maintain a long-term cooperative relationship with us.
2. Compensation target:
Quotation: ① Compensation: 200,000 yuan.
② Delivery date: May 20th.
③ Preferential treatment: priority is given to supply under the same conditions, and the profit of this cooperation is 5% (close to the cost price).
Bottom line:
(1) agreed to compensate the other party for 3 million yuan, and we admitted our mistake and saved our company's reputation loss.
② Deliver the goods as soon as possible to reduce the loss of the other party.
③ The other party cooperates with us for a long time.
Verb (abbreviation of verb) program and specific strategy
1, open:
Scheme 1: Emotional communication opening strategy: By talking about the cooperation between the two sides, an emotional buzz is formed, and the other side is introduced into a more harmonious negotiation atmosphere.
Option 2: adopt an offensive opening strategy: create a low-key negotiation atmosphere, and strongly point out that we delayed the delivery of NM cloth because of FD pneumonia. Force majeure? And have the right not to compensate you for the fine of 6 million, so as to create a psychological advantage and let us take the initiative.
The other party questioned? Epidemics? Countermeasures for refusing compensation under the force majeure clause;
1, the strategy of using the topic: listen carefully to the other party's statement, grasp the other party's problems, and attack the breakthrough.
2. The principle of combining law with facts: put forward our legal basis and analyze the strike.
Refute it
2. Mid-term stage: 1. Red face and white face strategy: two negotiators, one as the red face and the other as the white face, assist in the negotiation, and the negotiation topic starts from? Compensation for delayed delivery of clothing fabrics? The positioning of the event shifts the delivery date and long-term interests, grasps the rhythm and process of the negotiation, and thus grasps the initiative.
2. Step-by-step strategy: cleverly put forward our expected goals, 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 are, implement the strategy of retreating for progress, take a step back or two, make circuitous compensation, make full use of your chips, and give in the amount of compensation at an appropriate time in exchange for other greater interests.
4. Outstanding advantages: rely on information to convince people, emphasize the benefits brought to the other party by the success of the agreement with us, and at the same time, apply both hard and soft measures, implying that the other party will suffer huge losses if the agreement with us fails.
5. Break the deadlock: make rational use of the pause, first calmly analyze the causes of the deadlock, then break the deadlock by affirming the form of the other party and denying the essence of the other party, and timely use the strategy of introducing 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, strictly grasp the degree of final concession, put forward the final offer in a timely manner, and prepare for the ultimatum.
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 formal signing time of the contract.
Preparation of negotiation materials for intransitive verbs
Relevant legal information:
People's Republic of China (PRC) Contract Law, International Contract Law, Convention on Contracts for the International Sale of Goods and Economic Contract Law.
General Principles of Civil Law, United Nations Convention on Contracts for the International Sale of Goods
Remarks:
What does the so-called force majeure mean in the General Principles of Civil Law of China? Unforeseen, unavoidable and insurmountable objective circumstances? .
The United Nations Convention on Contracts for the International Sale of Goods stipulates that force majeure refers to unforeseeable, unavoidable and insurmountable objective circumstances.
Seven, 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. We admit the breach of contract and are willing to pay compensation, but we object to 6 million yuan.
Solution: negotiate the price of the compensation amount and exchange the compromise strategy for a longer delivery date to achieve mutual benefit and win-win results.
2. The other party uses the power restriction strategy, claiming that the amount is limited and rejecting our proposal.
Coping: Know each other's authority. White face? It can be said that the strategy of creating a reins is used appropriately. Red face? Then reveal the authority strategy of the other side with hints, and break through the reins with circuitous compensation skills; Easy to use diversion strategy.
3. The other side used the excuse of playing strategy and caught an important problem of ours.
Response: avoid unnecessary explanations, change the subject, point out the nature of the other party's strategy when necessary, and state that the other party's strategy affects the negotiation process.
4. If the other party insists on not making any concessions on the claim, it will not respond positively on the delivery date. Then first of all, we should highlight the importance of the long-term cooperation between the other party and us, and hint at the negative impact of the same industry if we can't reach an agreement with us.
Ultimate dream team
20 14 12.9
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