Business Negotiation Planner Program
In order to ensure the effective implementation of things or work, we need to formulate a program in advance, the program is a written plan from the purpose, requirements, ways, means, progress and other aspects of the arrangement. Then how to develop a scientific program? The following is my business negotiation plan for you to organize the program, I hope to help you.
Business negotiation plan program 1
First, the negotiation of the two sides of the company's background
(We: xxx company
The other side: xxx company)
We: xxx
1, operating building materials business for many years, and has accumulated the necessary funds.
2, ready to use idle funds for investment, due to the health care market in recent years, the market is good, the initial intention to invest in the health care market.
3, the investment budget of 1.5-4 million yuan.
4. Expect to see a return within one year, and the annual rate of return is more than 20%.
Counterparty:
1. The branded green tea is produced in the beautiful and mysterious Yunnan Province, which is located in the southwestern part of China, with an altitude of more than 2,200 meters above sea level. There grows high quality and pure green tea, the content of tea polyphenol is more than 35%, which is higher than other (has been found) tea products. Tea polyphenols can lower lipids, lower blood pressure, reduce the incidence of heart disease and cancer; at the same time, it can improve the body's immunity, and is beneficial to the digestive and defense systems.
2, has been registered to produce a certain brand of green tea, brand and creativity are very good, the brand effect in the province is initially constituted.
3, has a complete set of planning, publicity strategy.
4, has initially constituted a series of relatively smooth sales channels, a well-known chain of pharmacies in the province and other large supermarkets, tea chains have set up, sales are good.
5, brand awareness is not enough, but believe that this brand will have a very broad market prospects in the next few years.
6, the lack of sufficient funds, the need to attract funds for:
1) Expand the scale of production. 2) Expand publicity.
7, the existing brand, production materials, publicity planning, marketing channels and a series of tangible and intangible assets, the estimated value of 3 million yuan.
Second, the theme of the negotiations
To solve the difficult problems of the two sides before the joint venture (cooperation), to reach the purpose of the joint venture (cooperation), and to establish a good and stable long-term relationship.
The negotiation team
The main negotiator: Wang Bijun, to develop strategies, to protect our interests, to preside over the negotiation process;
The deputy main negotiator: Zheng Yuanyuan, to assist the main negotiator, to make preparations, to solve the professional problems, to make the decision to argue;
Decision-maker: Shen Haixia, to assist the main negotiator, to make preparations, to solve the professional problems, to make the decision to argue;
The decision-maker: Shen Haixia, to assist the main negotiator, to make the preparation, to solve the professional problems, to solve the decision to argue
Fourth, the interests of the two sides and the advantages and disadvantages of the analysis
Our core interests:
1, to maximize the amount of profit;
2, to maximize the shareholders' interests;
3, the establishment of long-term friendly relations.
The interests of the other party:
To get the maximum limit of investment.
Our advantage:
1, have idle funds;
2, there are multiple investments to choose from.
Our disadvantages:
1, lack of understanding of the health care market market, no professional knowledge as a support, and little knowledge of the state of green tea
2, the investment prospect is not clear
The other party's advantages:
1, has been registered to produce a certain brand of green tea, the brand and creativity is very good, the brand effect is initially constituted in the province.
2, has a complete set of planning, publicity strategy;
3, initially constitute a series of relatively smooth sales channels, a well-known chain of pharmacies in the province and other large supermarkets, tea chain stores have set up a point of sale, sales are good.
The other side of the disadvantage:
1, brand awareness is not enough;
2, the lack of sufficient funds, the need to attract funds for:
1) Expand the scale of production. 2) Expand publicity.
V. Negotiation objectives
1, strategic objectives: peaceful negotiations, according to our conditions to reach a joint venture agreement, to obtain our expectations of the corresponding profits as well as shares;
Analysis of the reasons: the other party is a provincial enterprise, although the brand and creativity is good, but has not yet constituted a necessary brand benefits;
Cooperation: we invest in the form of funds, quarterly injection of funds, the initial investment of 1 million, the specific conditions of the negotiation decision, the cost of insurance is included in the cost.
Our requirements:
a, a reasonable explanation of the asset evaluation of 3 million yuan (including: brand, existing tea and manufactured products, production materials, publicity and planning, marketing channels, etc.);
b, the requirements of the annual income of 20% or more, and expect the other party to be able to ensure that it can be realized with the specific situation;
c, the requirement of
d, the requirement of 60% of the shares;
e, the requirement of arranging the necessary supervisory personnel to participate in the supervision of the whole process, especially in the financial aspects of the management;
f, within three years, the requirement of the other side of the realization of the return of funds, the beginning of the profitability.
1, opening:
Program 1: emotional exchange opening strategy: through the two sides of the cooperation after the status of the formation of emotional **** Ming, the other party into a more cordial atmosphere of negotiation, to create a mutually beneficial **** win mode.
Program 2: take the offensive opening strategy: create a low-key negotiation atmosphere, clearly point out that there are a number of investment options, open a high share of shares to create psychological advantages, so that we are in an active position.
2, the mid-term stage:
a, red face 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.
b, 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.
c. Grasp the principle of concession: clear where 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, to be able to give back the amount of compensation in exchange for other greater benefits.
d, highlighting the advantages: information as support, to convince people, emphasize the success of the agreement with us to the other side of the benefits, while both hard and soft, suggesting that the other side of the agreement with us if we fail, we will immediately negotiate with other investors.
e, 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 party's line of affirmation, the negative side of the substance of the method of lifting the impasse, 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:
a, grasp the bottom line,: the timely use of compromise and reconciliation strategy, to grasp the magnitude of the final concessions to strictly grasp the appropriate time to put forward the final offer, the use of ultimatums.
b, buried opportunity: in the negotiations constitute an integrated negotiation, with a view to establishing a long-term cooperative relationship
c, agreement: clear final negotiation results, show the minutes of the meeting and the model contract, please confirm the other side, and determine the time to formally sign the contract.
Seven, prepare the 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 of Goods, the Economic Contract Law
Remarks:
The Contract Law, breach of contract duty
Model contract, background information, information on the other side of the information, technical information, financial information
Eight, the development of emergency plans
The two sides are the first time to conduct business negotiations, do not quite understand each other. In order to make the negotiations go smoothly, it is necessary to develop an emergency plan.
1, the other party does not agree that we have 60% of the shares, and does not agree that the insurance premium is included in the cost.
Response plan: "white face" to argue, the appropriate use of the creation of the reins strategy, "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; or the use of the East meets West strategy, on the other side of the reported shares of the negotiations, the use of compromise. The reported shares for negotiation, the use of compromise strategy, able to put down the insurance in due course counted as costs, and in due course even be able to promise each other we can bring the plant (at a price of 60% of the market price), negotiating at 48% of the bottom line, or require the other side to give more than 20% of the profit amount.
2, the other side of the reason we do not understand the production and sales refused to our personnel involved in the various processes.
Response: In the request to participate in the other side of the financial management of the bottom line requirements, appropriate concessions, and take the opportunity to request an increase of 2% to 3% of the shareholding or 5% to 10% of the amount of profit.
3, the other side asked to increase the amount of upfront investment.
Response: Explain the reasons for our prior investment, and the form of investment to explain again, so that the other side to understand our side, we can properly increase investment, but be sure to ask the other side to increase the shareholding of 1% to 2% or ask the other side to increase the amount of 5% to 8% of the profit.
Business Negotiation Planner Program 2Negotiation Party A: xxx company negotiation Party B: xxx Limited Company
I. Background Information
Party A:
① Brand green tea is produced in the beautiful and mysterious province, which is located in the southwest of China, at an altitude of more than 2200 meters. There, the superior climatic conditions grow high quality and pure green tea, which contains more than 35% of tea polyphenols, higher than other (discovered) tea products. Tea polyphenols have the ability to lower fat, lower blood pressure, and reduce the chances of heart disease and cancer. At the same time, it improves immunity and is beneficial to the digestive and defense systems.
② has been registered to produce a brand of green tea, brand and creative are very good, the brand effect in the province's initial formation.
③ has a complete set of planning, publicity strategy.
④ has initially formed a series of smooth sales channels, a well-known chain of pharmacies in the province and other large supermarkets, tea chain stores have set up, sales are good.
⑤ brand awareness is not enough, but I believe that this brand will have a very broad market prospects in the next few years.
⑥ lack of sufficient funds, the need to attract funds for expanding the scale of production, expanding publicity.
⑦ A series of tangible and intangible assets such as existing brands, production materials, publicity planning, marketing channels, etc., with an estimated value of 10 million RMB.
B:
① business building materials business for many years, has accumulated a certain amount of money.
② ready to use idle funds for investment, because in recent years the green tea market is good, so the initial intention to invest in the green tea market.
③ Investment budget of 1.5 million yuan.
④ I hope to see a return within one year, and the annual return rate is more than 20%.
⑤ Do not know much about the market of green tea, and know little about green tea, but Party A has provided corresponding information about its products.
⑥ According to the investigation, party A's green tea products have initially formed a series of relatively smooth sales channels, in the province of a well-known chain of pharmacies in good condition, but the visibility is still to be improved.
Second, the negotiation objectives
① to solve the two sides of the joint venture (cooperation) before the difficult issues.
② to achieve the purpose of the joint venture (cooperation).
Third, the content of the negotiations
A party:
① Requirement for the B party's contribution of not less than 500,000 yuan.
② Guaranteed holding.
③ Reasonable explanation for the asset evaluation of 10 million RMB (including brand, existing tea and manufactured products, production materials, publicity and planning, marketing channels, etc.).
④ Party A will be responsible for the production, publicity as well as sales.
⑤ Party B requires an annual return of more than 20% and expects Party A to guarantee its realization with specifics.
⑥ Party B requires Party A to explain the use of the funds.
⑦ Risk sharing (hint: for example, insurance can be purchased, the cost of insurance can be included in the cost).
⑧ profit sharing.
Party B:
① Learned that Party A requires a capital contribution of not less than 500,000 RMB.
Business Negotiation Planner Program 3I. Background of the negotiating parties
(Our side: xxx Group; Party B: xxx Co., Ltd.)
Our side (Party A):
xxx Group was founded in xx, is a game network operation group, the board of directors of the Chairman and CEO Niu Shuting, As well as other 5 individual shareholders (most of them are directors and equity shareholders of Shuting Network), established the Shuting Network Group at this moment, which has cooperated with the famous Giant Network Group, and is one of the network groups with a wide coverage and great influence in the Chinese region, and one of the top 500 enterprises in the country.
Party B:
xxx 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. xxx Tsinghua Tongfang was ranked 23rd in "China's Top 500 Electronic Information Enterprises", and is one of China's top 100 government-supported electronic companies. In 2010, Tsinghua Tongfang was ranked 23rd among China's top 500 electronic information enterprises, and was one of the top 100 electronic enterprises supported by the Chinese government.
Tsinghua Tongfang has established four major industries, namely information technology, energy and environment, applied nuclear electronics, and biomedicine, based on its proprietary core technologies and fully utilizing its capital operation potential.
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, bringing 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 large and medium-sized air-conditioning equipments based on its core technologies of flue gas desulphurization, 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 electronics 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 biopharmaceutical and fine chemical industry, the production of new drugs, pharmaceutical intermediates, raw materials and other products, has become a new biopharmaceutical high-tech enterprises.
Second, the subject of negotiation
Our direction to your company to purchase 100 computers
Third, the negotiation team composition
The main negotiation: Niu Shuting, the company negotiated the plenipotentiary;
Decision maker: Zhang Xinxin, is responsible for the major issues of decision-making;
The main negotiation is the negotiation of the company to purchase 100 computers.
Technical Advisor: Wang Wenfang, responsible for technical issues;
Legal Advisor: Fu Mei, responsible for legal issues;
Fourth, the interests of the two sides and the analysis of the advantages and disadvantages
The core interests of our side:
1, the other party is required to use as low as possible .
2, on the basis of quality assurance, minimize the cost
The other party's interests: with the highest price sales, increase profits
Our advantages:
1, there are a number of computer supply companies for us to choose
2, in the Chinese region is a wide coverage, there are large and influential network group
The other party's interests: with the highest price sales, increase profits
Our advantages:
1, there are many computer supply companies available to us
2, in the Chinese region is a wide coverage, there are large and influential
Our disadvantage: we continue this batch of computers, it is urgent to cooperate with the other side, otherwise it will be possible to cause greater losses to the company
The other side's advantage: the other side of the computer brand has a better reputation in the international community, and there are more companies to cooperate with them.
Weaknesses of the other side: they are on the supply side, and if they fail to complete the negotiation, they may lose the opportunity to cooperate with them in the future.
V. Negotiation objectives
Strategic objectives: 1. Peaceful negotiation, according to our terms of purchase to reach an agreement on the purchase
① Quotation: 1,000 yuan
② Supply date: within one week
Bottom line: ① Our low-line offer of xx yuan
② As soon as possible to complete the purchase
Program 2: take the offensive opening strategy: create a low-profile negotiation atmosphere, clearly indicate 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: 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, retreat one step into two steps, to do a roundabout way to compensate for the full use of chips in hand, when appropriate, can be backed up to bear the freight 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 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) to 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 in due course, with the sound of the East meets the West strategy, to break the stalemate.
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, grasp the magnitude of the last concessions strictly at the appropriate time to put forward the final offer, the use of ultimatums strategy.
(2) burying the opportunity: in the negotiations constitute an integrated negotiation, with a view to establishing a long-term cooperative relationship
(3) reach an agreement: to clarify the final outcome 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:
The Chinese People's **** and the State Contract Law, the International Contract Law, the Convention on Contracts for the International Sale of Goods, the Law of Economic Contracts
Remarks: "Contract Law" breach of contract duties
The model contract, background Information, the other side of the information information, technical information, financial information (see appendix and slide information)
Eight, the development of contingency plans
The two sides are the first time to conduct business negotiations, do not quite understand each other. 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 1000 yuan to express dissent
Response program: the amount of the other party's offer to negotiate, 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 each other's authority status, "white face" reasoning, the appropriate use of manufacturing reins strategy, "red face" and then reveal the other side's authority strategy in a suggestive manner, and the use of circuitous compensation techniques to break through the reins; different or use the The first step is to use the "East meets West" strategy.
3. The other side uses the strategy of using the subject matter to seize on a particular secondary issue.
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.
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