Business negotiation planning book essay
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 created 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 is 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, our low-line offer xx yuan 2, complete the procurement operation as soon as possible 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.
Layer-by-step promotion, step-by-step strategy: skillfully propose our expected interests, first easy and then difficult, step by step for the camp to fight for benefits.
Grasp the principle of concession: clarify the core interests of ours, implement the strategy of retreating into the market, step back and take two steps, make compensation for roundabouts, make full use of the chips in hand, and return the freight in exchange for other greater benefits when appropriate.
Outstanding advantages: Supporting the data, convincing people, emphasizing the benefits that we have successfully agreed to give each other, and both hard and soft, suggesting that if the other party fails to negotiate with us, we will immediately negotiate with other computer supply companies.
Breaking the deadlock: Reasonable use of the suspension, first of all, calmly analyze the cause of the deadlock, and then use the method of grasping the affirmation of the other party's line, negating the essence of the party to lift the deadlock, and timely use the voice to strike the West strategy to break the deadlock.
3. The stage of the break: If necessary, adjust the original plan according to the actual situation.
4. The final negotiation stage:
Grasp the bottom line: Use the compromise strategy in a timely manner, grasp the scope of strict final concessions, propose the final offer at the right time, and use the ultimatum strategy.
Embed the opportunity: Form an integrated negotiation in the negotiations, in order to establish a long-term cooperation relationship to reach an agreement: clarify the final negotiation results, present the minutes of the meeting and the contract model, ask the other party to confirm, and determine the official contract time.
7. Prepare relevant legal materials for negotiation materials:
The Contract Law of the People's Republic of China, the International Contract Law, the International Convention on Contracts for the Sale of Goods, and the Economic Contract Law
Remarks: The contract law breach of contract liability contract, background information, the other party's information, technical information, financial information 8. The contingency plan is the first time for business negotiations, and they do not understand each other. In order for the negotiations to proceed smoothly, it is necessary to formulate an emergency plan.
1. The other party disagrees with our opposition to the quotation of 1000 yuan. We will negotiate on the amount of the other party's quotation and use the compromise strategy in exchange for benefits such as handover date, technical support, and preferential treatment.
2. The other party uses a limited power strategy, claiming a limit on the amount, and rejecting our offer.
Coping: Understand the licensing rights of the other party, "White Face" is arguing for the appropriate use of the manufacturing strategy, "Red Face" to expose the other party's permission strategy in a suggestive way, and use the techniques of compensation to break through the situation; XOR uses the sound to strike the West strategy.
3. The other party uses the strategy of borrowing questions to hold on to one of our problems.
Responses:
Avoid unnecessary explanations, transfer topics, indicate the nature of the other party's strategy if necessary, and state that the other party's strategy affects the negotiation process.
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 created 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 is 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, our low-line offer xx yuan 2, complete the procurement operation as soon as possible 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.
Layer-by-step promotion, step-by-step strategy: skillfully propose our expected interests, first easy and then difficult, step by step for the camp to fight for benefits.
Grasp the principle of concession: clarify the core interests of ours, implement the strategy of retreating into the market, step back and take two steps, make compensation for roundabouts, make full use of the chips in hand, and return the freight in exchange for other greater benefits when appropriate.
Outstanding advantages: Supporting the data, convincing people, emphasizing the benefits that we have successfully agreed to give each other, and both hard and soft, suggesting that if the other party fails to negotiate with us, we will immediately negotiate with other computer supply companies.
Breaking the deadlock: Reasonable use of the suspension, first of all, calmly analyze the cause of the deadlock, and then use the method of grasping the affirmation of the other party's line, negating the essence of the party to lift the deadlock, and timely use the voice to strike the West strategy to break the deadlock.
3. The stage of the break: If necessary, adjust the original plan according to the actual situation.
4. The final negotiation stage:
Grasp the bottom line: Use the compromise strategy in a timely manner, grasp the scope of strict final concessions, propose the final offer at the right time, and use the ultimatum strategy.
Embed the opportunity: Form an integrated negotiation in the negotiations, in order to establish a long-term cooperation relationship to reach an agreement: clarify the final negotiation results, present the minutes of the meeting and the contract model, ask the other party to confirm, and determine the official contract time.
7. Prepare relevant legal materials for negotiation materials:
The Contract Law of the People's Republic of China, the International Contract Law, the International Convention on Contracts for the Sale of Goods, and the Economic Contract Law
Remarks: The contract law breach of contract liability contract, background information, the other party's information, technical information, financial information 8. The contingency plan is the first time for business negotiations, and they do not understand each other. In order for the negotiations to proceed smoothly, it is necessary to formulate an emergency plan.
1. The other party disagrees with our opposition to the quotation of 1000 yuan. We will negotiate on the amount of the other party's quotation and use the compromise strategy in exchange for benefits such as handover date, technical support, and preferential treatment.
2. The other party uses a limited power strategy, claiming a limit on the amount, and rejecting our offer.
Coping: Understand the licensing rights of the other party, "White Face" is arguing for the appropriate use of the manufacturing strategy, "Red Face" to expose the other party's permission strategy in a suggestive way, and use the techniques of compensation to break through the situation; XOR uses the sound to strike the West strategy.
3. The other party uses the strategy of borrowing questions to hold on to one of our problems.
Responses:
Avoid unnecessary explanations, transfer topics, indicate the nature of the other party's strategy if necessary, and state that the other party's strategy affects the negotiation process.
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