Business negotiation plan
I. Negotiating the background of both companies
Our side:
Founded in XX, Shuting Network Group is a game network operation group, chairman of the board and ceo Niu Shuting, and five other individual shareholders. It has established the current Shuting Network Group, which has been with the famous Giant Network Group. Cooperation, in China, is one of the most extensive and influential network groups and one of the top 500 companies in the country.
Party B:
Tongfang Co., Ltd. is a high-tech company controlled by Tsinghua University. It was established in June 1997 and listed on the Shanghai Stock Exchange with stock code 600100. In XX, Tsinghua ranked 23rd in the “Top 500 Chinese Electronic Information Enterprises” and was the top 100 electronic enterprises supported by the Chinese government.
Based on its own core technology, Tsinghua Tongfang has fully integrated the capital operation capabilities and created four major industries: information technology, energy and environment, nuclear technology, and biomedicine.
In the information industry, Tsinghua Tongfang is committed to applying technological innovation and product development in the fields of information systems, computer systems and digital television systems, providing comprehensive solutions and complete sets for e-government, digital homes, digital cities, digital education, digital media and other industries. device. At present, Tsinghua Tongfang has domestic leading technical strength and market share in computer products, major industry information, digital education resources, digital TV and other fields.
In the energy and environmental industries, Tsinghua Tongfang is specialized in energy utilization based on core technologies such as flue gas desulfurization, waste incineration, water treatment and air conditioning in the fields of artificial environment, energy environment, building environment and water environment. Environmental pollution control engineering, artificial environmental engineering, and has significant advantages in large and medium-sized air conditioning equipment.
In the nuclear technology industry, the series of products with electronic accelerator, radiation imaging, automatic control and digital image processing technology have reached the international advanced level.
In the bio-pharmaceutical and fine chemical industries, the production of new medicines, pharmaceutical intermediates, raw materials and other products has become an emerging bio-pharmaceutical high-tech enterprise.
II. Negotiation theme I will purchase 100 computers from Party B. 3. The negotiating team will form a main discussion: Niu Shuting, the company's negotiating plenipotentiary;
Decision maker: Zhang Xinxin, responsible for the decision-making of major issues;
Technical Consultant: Wang Wenfang, responsible for technical issues;
Legal Adviser: Fu Mei, responsible for legal issues;
Fourth, the interests and advantages and disadvantages of both parties analyze our core interests:
1. Ask the other party to supply our Tongfang computer with the lowest possible price.
2, on the basis of ensuring quality and quality problems, try to reduce the cost of each other's interests: use the highest price to sell, increase profits, our advantage:
1. There are many computer supply companies available for us to choose.
2. In China, it is a network group with a wide coverage and a large impact. Our disadvantage is that we continue to work with this group of computers and urgently cooperate with each other. Otherwise, it will cause greater losses to the company. Brands have a good reputation in the international arena, and there are many companies that cooperate with them.
The disadvantage of the other party: It belongs to the supplier. If it is not negotiated, it may lose the opportunity for cooperation in the future.
V. Negotiation Goals Strategic Objectives: 1. Peace Negotiation, the acquisition agreement is reached according to our purchase conditions. 1 Quotation: 1000 yuan 2 Supply date: Within one week, the bottom line: 1 quoted by our low line XX yuan 2 as soon as possible after the completion of procurement operations Sixth, the program and specific strategies
1. Opening:
Option 1: Emotional exchange-based opening strategy: By forming an emotional resonance with the cooperation between the two parties, the other party will be introduced into a more harmonious negotiation atmosphere to create a mutually beneficial and common mode.
Option 2: Adopt an offensive start strategy: create a low-key negotiation atmosphere, clearly point out that there are multiple suppliers competing, and offer a quote of 1,000 yuan to create a psychological advantage, so that the other party is in an active position.
2. Mid-term stage:
Red-faced white-face strategy: One of the two negotiating members acts as a red face, and a negotiator who acts as a white-face-assisted agreement grasps the rhythm and process of the negotiations and takes the initiative.
Our side:
Founded in XX, Shuting Network Group is a game network operation group, chairman of the board and ceo Niu Shuting, and five other individual shareholders. It has established the current Shuting Network Group, which has been with the famous Giant Network Group. Cooperation, in China, is one of the most extensive and influential network groups and one of the top 500 companies in the country.
Party B:
Tongfang Co., Ltd. is a high-tech company controlled by Tsinghua University. It was established in June 1997 and listed on the Shanghai Stock Exchange with stock code 600100. In XX, Tsinghua ranked 23rd in the “Top 500 Chinese Electronic Information Enterprises” and was the top 100 electronic enterprises supported by the Chinese government.
Based on its own core technology, Tsinghua Tongfang has fully integrated the capital operation capabilities and created four major industries: information technology, energy and environment, nuclear technology, and biomedicine.
In the information industry, Tsinghua Tongfang is committed to applying technological innovation and product development in the fields of information systems, computer systems and digital television systems, providing comprehensive solutions and complete sets for e-government, digital homes, digital cities, digital education, digital media and other industries. device. At present, Tsinghua Tongfang has domestic leading technical strength and market share in computer products, major industry information, digital education resources, digital TV and other fields.
In the energy and environmental industries, Tsinghua Tongfang is specialized in energy utilization based on core technologies such as flue gas desulfurization, waste incineration, water treatment and air conditioning in the fields of artificial environment, energy environment, building environment and water environment. Environmental pollution control engineering, artificial environmental engineering, and has significant advantages in large and medium-sized air conditioning equipment.
In the nuclear technology industry, the series of products with electronic accelerator, radiation imaging, automatic control and digital image processing technology have reached the international advanced level.
In the bio-pharmaceutical and fine chemical industries, the production of new medicines, pharmaceutical intermediates, raw materials and other products has become an emerging bio-pharmaceutical high-tech enterprise.
II. Negotiation theme I will purchase 100 computers from Party B. 3. The negotiating team will form a main discussion: Niu Shuting, the company's negotiating plenipotentiary;
Decision maker: Zhang Xinxin, responsible for the decision-making of major issues;
Technical Consultant: Wang Wenfang, responsible for technical issues;
Legal Adviser: Fu Mei, responsible for legal issues;
Fourth, the interests and advantages and disadvantages of both parties analyze our core interests:
1. Ask the other party to supply our Tongfang computer with the lowest possible price.
2, on the basis of ensuring quality and quality problems, try to reduce the cost of each other's interests: use the highest price to sell, increase profits, our advantage:
1. There are many computer supply companies available for us to choose.
2. In China, it is a network group with a wide coverage and a large impact. Our disadvantage is that we continue to work with this group of computers and urgently cooperate with each other. Otherwise, it will cause greater losses to the company. Brands have a good reputation in the international arena, and there are many companies that cooperate with them.
The disadvantage of the other party: It belongs to the supplier. If it is not negotiated, it may lose the opportunity for cooperation in the future.
V. Negotiation Goals Strategic Objectives: 1. Peace Negotiation, the acquisition agreement is reached according to our purchase conditions. 1 Quotation: 1000 yuan 2 Supply date: Within one week, the bottom line: 1 quoted by our low line XX yuan 2 as soon as possible after the completion of procurement operations Sixth, the program and specific strategies
1. Opening:
Option 1: Emotional exchange-based opening strategy: By forming an emotional resonance with the cooperation between the two parties, the other party will be introduced into a more harmonious negotiation atmosphere to create a mutually beneficial and common mode.
Option 2: Adopt an offensive start strategy: create a low-key negotiation atmosphere, clearly point out that there are multiple suppliers competing, and offer a quote of 1,000 yuan to create a psychological advantage, so that the other party is in an active position.
2. Mid-term stage:
Red-faced white-face strategy: One of the two negotiating members acts as a red face, and a negotiator who acts as a white-face-assisted agreement grasps the rhythm and process of the negotiations and takes the initiative.
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