商务谈判--business-negotiation

BusinessNegotiationPlan课程代码04C12课程名称商务谈判专业商务英语时间2016年6月组员崔梦瑶0134286杨霞0134290肖招兰0134288徐云娟0136228BusinessNegotiationPlanPartyA(seller):GreeElectricAppliancesInc.OfZhuhaiPartyB(buyer):HappinessHouseholdAppliancesInc.ofNewYorkDate:June6th,2016Venue:meetingroomofourcompanyNegotiationteam:CuiMengyaoXiaoZhaolanYangMingXuFengLiTianDivisionofwork:MemberPositionResponsibletaskCuiMengyaoThemainnegotiatorthemainrepresentativeofournegotiationteam,whoisdirectlyresponsetotheCEOandtitledtomakingfinaldecisionofthisnegotiation.XiaoZhaolanThevicenegotiatorShe’sresponsibleforgivingsuggestionstothemainnegotiatorandcollectingtheopinionsofspecialistwithinourcompany.YangMingTherecorderHistaskistomakewrittenrecordsduringnegotiation.XuFengThelegaladviseHeisinchargeofnegotiationdisciplinesandlegalcode.LiTianThefinancialpersonHeisinchargeofclauseonpriceandfinancialproblems,andanalyzingthetacticsandpurposesoftheotherparty.Themeofnegotiation:PartyBwouldliketobuyairconditionersfromourcompany,wewillnegotiatearoundthetwomainquestionsasfollowing:1.Thepriceandthediscountofairconditioners2.ThewayofpaymentandthetimeforgoodsdeliveryBackground:1.ItisthefirsttimeforustocooperatewithHappinessHouseholdAppliancesInc.ofNewYorkwhichisastartupandwanttobuy3000setsofairconditionerfromcompany,ourpartyshouldnotonlysellourproductsandexpandourmarketwithreasonableprice,butalsobuilduplong-timerelationshipwiththem.2.Currentmarketisbuyer’smarket,andcompetitiononairconditionersarefierce,whichmeansthatHappinessHouseholdAppliancesInc.ofNewYorkenjoymoreadvantageduringnegotiation.3.Bothoftwosideshaverelativelystrongintentiontocooperatewitheachother.pricingstrategy:Fixcost1500Changeablecost1000Totalcost2500Expectedprofit1000Expectedprice3500Bottomprice3000Unit:RMB/setGoal:Generalgoal:ourpartyshouldnotonlysellourproductsandexpandourmarketwithreasonableprice,butalsobuilduplong-timerelationshipwiththem.Specificgoal:①satisfiedgoal:partyBacceptourpriceof3500RMBCIFNewYorkpersetandagreetopayusbyletterofcredit.②acceptedgoal:wegivethemsomediscounttoencouragefuturebusinessby5%.③bottomgoal:twopartyreachtheagreementthatwesellourproductswithlowestpricewhilepartyBagreetoincreasethequantitytheyorder.AgendaThefirstday:9:00awelcomeintheairport9:30--10:00arrangementofhotel11:30--12:30servingthemlunchandintroduction1:30--3:00pmvisitingourcompanyandfactory3:30--4:30pmpreliminarynegotiationinafternoonteatimeThesecondday:8:30--11:30formalnegotiationandreachingagreementongeneralissue1:30--2:30pmreachingtheagreementondetails3:00--6:00pmdiscussionaboutcontractprovisionsThethirdday:9:00--11:00signingthecontract1:00--5:00accompanyingthemtovisitourcity6:30--8:00holdingaBanquettocelebratethecooperationAnalysisofadvantagesanddisadvantagesOuradvantages:1.ourairconditionerhasgoodqualitywithadvancedtechnologytosaveenergywhichisappreciatedbycustomers,atsametime,wehaveoutstandingsupplychainandafter-saleserves2.Ourcompanyenjoygoodreputationbothabroadanddomestic.Inaddition,recently,ourcompanydevotealottoimproveadvertisementandpromotion,allofwhicharebetterforpartyBtopromotetheirsale.3.Ourcompanyhaveabrightinternationalprospectandenjoyincreasingmarketshareabroad.Ourdisadvantages:1.Ourpriceishighercomparedwithothersuppliersbecauseofourhighercostonadvancedtechnology.2.ourtimeofmanufacturingproductionisabitlonger.PartyB’sadvantages:1.Currentmarketisbuyer’smarket,theyhavealotofchoiceswhichcanhelpthemgetlowerprice.2.Theyhavegoodonline-salemode,whichcannotonlyimprovetheirownsalebutalsospeedupsupplier’assetrecovery.PartyB’sdisadvantages:1.It’sastartupwhichlacksstrongcapitalandreputationtogetbettersupplierthanus.2.Itdesperatelyneedproductstoexpandmarket.Identificationofinterestconflictinginterest:Wewanttosellourproductswithreasonableprice,whilepartyBwouldliketodecreaseprice,sopricewillbemajorconflict.Inaddition,bothsidewanttotakethewayofpaymentwhichdoesgoodforitself.Commoninterest:Bothsidehavetheintentiontocooperatewitheachothersothatitselfcanexpandmarketandstrengthinfluencewiththehelpofanotherparty.Atsametime,asaseller,withthegradualincreaseofcompetitioninmarketandquickdevelopmentofappliance,wewanttodecreaseourstorageasfastaspossible;asforbuyer,partyBhasstrongdesireforproductiontodispatchforcustomers,sobothofuswillagreetomakequickshipment.Negotiationstrategiesandtactics1.Tousecooperativestrategytomanipulatethenegotiation,andtryourbesttomaintaingoodrelationship.2.Avoidance.Tofocusmoreondiscussingissuesthatbenefitussuchasourquality,advancedtechnologyandgreatreputationwhichappeartothem,ifwecan,wearebetterusedatatoobjectivelystatethethosefacts,andavoidsomeweekaspectsgoagainstus.3.ToCarryoutLimitedAuthoritystrategywhentheotherpartyputsforwardsomeunacceptablerequirements.4.Toasksomequestionsandlistentothemcarefullysothattoseizesomepointsthatcanhelpusbetterunderstandtheirgoalsandrequirements.5.Topausesometimes,ifthereisanydrawbacksforus,wecanpauseandfindoutthehelpfulSolution.6.Step-by-stepstrategy.Weshouldcomeupwithourexpectedbenefitsskillfullyfromeasytodifficult,andactcautiously.Negotiationprocedure:openingstage:Hones