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Business negotiation plan

Negotiation is a very sensitive communication, so the language should be concise, avoid words that should not be said, and the negotiation should set up a negotiation restricted area. I have compiled a business negotiation plan for your reference.

Business negotiation plan 0 1

First, the company background of both parties to the negotiation

(We: Shuting Network Group; Party B: Tsinghua Tongfang Company Limited)

We (Party A):

Shuting Network Group, founded in XX, is a game network operation group. Niu Shuting, Chairman and CEO of the Board of Directors, and five other individual shareholders (mostly Shuting Network directors and equity shareholders) founded Shuting Network Group, which has cooperated with the famous Giant Network Group, and is one of the most influential network groups in China and one of the top 500 enterprises in China.

Party B:

Tongfang is a high-tech company controlled by Tsinghua University. Founded in June 1997, it is listed on the Shanghai Stock Exchange with the stock code of 600 100. Tsinghua Tongfang ranked XX? Top 500 electronic information enterprises in China? On 23rd, it was one of the top 100 electronic enterprises supported by China Municipal Government.

Tsinghua Tongfang has established four major industries, namely information technology, energy and environment, applied nuclear electronic technology and biomedicine, on the basis of independent core technology and fully combining capital operation ability.

In the information industry, Tsinghua Tongfang is committed to technological innovation and product development in the fields of information systems, computer systems and digital TV systems, and provides comprehensive solutions and complete sets of equipment for industries such as e-government, digital home, digital city, digital education and digital media. At present, Tsinghua Tongfang has domestic leading technical strength and market share in the fields of computer products, major industry informatization, digital educational resources and digital TV.

In the energy and environment industry, Tsinghua Tongfang specializes in energy utilization and environmental pollution control engineering and artificial environment engineering based on core technologies such as flue gas desulfurization, garbage incineration, water treatment and air conditioning, and has obvious advantages in large and medium-sized air conditioning equipment.

In the industrial application of nuclear electronic technology, a series of products with electron accelerator, radiation imaging, automatic control and digital image processing technology as the core have reached the international advanced level.

In the biomedical and fine chemical industries, it has become a new biomedical high-tech enterprise, producing a variety of products, such as new patented drugs, pharmaceutical intermediates, raw materials and drugs.

Second, the negotiation theme

I bought 100 computers from Party B's company.

Third, the composition of the negotiating team.

Speaker: Niu Shuting, the company's plenipotentiary for negotiation;

Decision maker: Zhang Xinxin, responsible for making decisions on major issues;

Technical consultant: Wang Wenfang, in charge of technical issues;

Legal Adviser: Fu Mei, in charge of legal affairs;

Four. Analysis of the benefits, advantages and disadvantages of both parties

Our core interests:

1. Please supply our computers at the lowest possible price.

2, on the basis of ensuring quality problems, try to reduce costs.

Interests of the other party: sell at the highest price and increase profits.

Our advantages:

1, there are many computer supply companies for us to choose from.

2. It is a network group with wide coverage, large scale and great influence in China.

Our weakness: continue this batch of computers and cooperate urgently, otherwise it may cause greater losses to the company.

Advantages of the other party: the other party's computer brand has a good reputation in the world, and there are many cooperative companies.

Disadvantages of the other party: belonging to the supplier. If the negotiation cannot be completed, the opportunity for future cooperation may be lost.

Verb (abbreviation for verb) negotiation goal

Strategic objective: 1. Negotiate peacefully and reach an acquisition agreement according to our purchasing conditions.

① Quotation: 1000 yuan

② Delivery date: within one week.

Bottom line: ① Quote our low line XX yuan.

② Complete the post-purchase operation as soon as possible.

Intransitive Verb Procedure and Specific Strategies

1, open:

Scheme 1: Emotional communication opening strategy: By talking about the cooperation between the two sides, an emotional buzz will be formed, which will lead the other side into a more harmonious negotiation atmosphere and create a mutually beneficial camp model.

Option 2: adopt an offensive opening strategy: create a low-key negotiation atmosphere, clearly point out that there are many suppliers competing, and offer 1000 yuan to create a psychological advantage and make the other party in an active position.

2. In the medium term:

(1) red face and white face strategy: two negotiators, one is red face and the other is white face, assist in the negotiation, grasp the rhythm and process of the negotiation, and thus take the initiative.

(2) Step-by-step strategy: cleverly put forward our expected interests, first easy and then difficult, and strive for benefits step by step.

(3) Grasp the principle of concession: make clear where our core interests lie, implement the strategy of taking the retreat as the advance, take a step back or two, make circuitous compensation, make full use of the chips in hand, and make concessions to bear the freight at an appropriate time in exchange for other greater interests.

(4) Outstanding advantages: rely on information to convince people, emphasize the benefits brought to each other by the success of the agreement with us, and at the same time apply both hard and soft measures, suggesting that if the other party fails to reach an agreement with us, we will immediately negotiate with other computer supply companies.

(5) Breaking the deadlock: make rational use of the pause, first calmly analyze the causes of the deadlock, then break the deadlock by affirming the other party's behavior and denying the other party's essence, and timely use the strategy of transferring 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, grasp the strict degree of final concession, put forward the final offer in a timely manner, and use the ultimatum strategy.

(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 time to formally sign the contract.

Seven. Prepare negotiation materials

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.

Remarks: Liability for breach of contract law

Contract specifications, background information, corresponding information, technical information and financial information (see appendix and slide materials).

Eight, 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. The other party disagrees with our offer of 1000 yuan.

Solution: negotiate the amount of the other party's quotation and exchange the compromise strategy for the benefits such as handover period, technical support and preferential treatment.

2. The other party uses the strategy of limiting rights, claiming that the amount is limited and rejecting our offer.

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; XOR uses a transfer strategy.

3. The other side used the excuse of playing strategy and caught an important problem of ours.

Response measures:

Avoid unnecessary explanations, change the subject, point out the nature of the other party's strategy when necessary, and explain that the other party's strategy affects the negotiation process.

Business negotiation plan 02

Negotiation theme

Deal with the related matters of a university wanting to buy two computer rooms.

Second, the preparation stage

First of all, get to know the negotiating opponent and collect as much information as possible, including his personality, position, term of office and so on.

Negotiate with the other party to determine the general rules, including the arrangement of time and place for negotiation.

(1) Composition of the negotiating team

Chief representative, red face, white face, hardliners, street sweepers

(ii) Place of negotiation

(1) Venue: Guangxi Times Business School/Li Jian University of Science and Technology.

(2) Negotiation time: 20 10 12 15.

(3) Negotiation mode: Face-to-face formal group negotiation.

(C) Analysis of the advantages and disadvantages of both parties

Our core interests:

(1) Try to sell the computer at a high price and profit from the price difference.

(2) Maintain corporate reputation

(3) The two sides maintain a long-term cooperative relationship.

(4) Reduce the loss of production stoppage of enterprises in this epidemic.

The interests of the other party:

(1) Buy a cheap computer.

(2) Maintain long-term cooperative relations between the two parties;

(3) require us to deliver the goods as soon as possible;

(4) claim compensation from us to make up for its losses.

Our advantages:

You can choose home or neutral position. Excellent skilled personnel, the company is one of the top 50 enterprises, with good quality, thoughtful service and brand effect.

Our shortcomings:

Losing this partner more than our competitors is not good for us.

Have the right to choose, have more choices, and they are at home in this negotiation.

Disadvantages on the other side:

Their knowledge of electronic products is not enough for our major.

(4)FABE pattern analysis

A, the company has a large scale, strong strength, brand-name products, high credibility, guaranteed quality, thoughtful service and many technical talents, and it is implemented by installment, free installation and home delivery.

B. Give appropriate discounts to bulk orders and distribute items (protective film, network cable, plug-in, earphone, mouse pad, etc. ).

C, with high stability, high reliability and high safety, and innovative technical service capabilities.

D. Cooperate with BOCOG, Digital China (China) Co., Ltd., Hunan University of Science and Technology, Wuhan Institute of Technology, nanning college for vocational technology, guangxi traffic Vocational and Technical College, Guangxi Normal University, Guilin University of Electronic Technology, etc.

(v) Negotiating objectives

Strategic goal: professional computers: 5000 yuan/set, ordinary computers: 4000 yuan/set.

Win a school and a long-term cooperative relationship with minimal loss, and maintain our reputation.

Cause analysis:

1. We attach importance to corporate reputation and have a long-term development in this market.

2. The other party is a strong player in the electronic industry, and we attach importance to strong cooperation with each other.

Bottom line price: ordinary computer: 3300 yuan/set, professional computer: 4500 yuan/set.

1. Maintain corporate reputation

2. Give certain preferential policies, such as price, supply and delivery date.

3. Maintain long-term cooperation

Three. Specific negotiation procedures and strategies

(1) Opening remarks

We decided to negotiate in a harmonious and friendly atmosphere.

1. The ideal way to start is to talk about some topics that are easy for both sides to reach an agreement in a relaxed and happy tone. For example,? Let's confirm today's topic first, shall we? How about discussing the overall arrangement for today first? These words seem insignificant, but these requirements are often the most likely to arouse the other party's affirmative reply, so it is easier to produce a kind of? Is it consistent? Feeling, if we can cultivate this feeling carefully on this basis, we can create a kind of? Negotiation is about reaching an agreement? Atmosphere, with this? Is it consistent? Atmosphere, it is easier for both sides to reach a mutually beneficial agreement.

2. In language, be polite and friendly without losing your identity; In terms of content, most of them focus on lighter topics, such as what they saw and heard on the road, recent sports news, weather conditions, hobbies and so on. They can also make general inquiries and conversations about their working environment, scope of responsibilities and professional experience in the company. Attitude should be measured, calm without losing enthusiasm, proud without pride. At an appropriate time, the topic can be skillfully introduced into substantive negotiations.

3. In order not to let the other side get the upper hand in the atmosphere, thus affecting the substantive negotiations later, in the initial stage, on the one hand, we should imply friendly and active cooperation in language and posture; On the other hand, we should be full of pride, behave calmly and talk generously, so that the other party will not despise us.

Open strategy of emotional communication:

By talking about the cooperation environment between the two sides to form an emotional buzz, the other side can be introduced into a more harmonious negotiation atmosphere. (Specific methods are: praise method, emotional attack method, humor method)

Specific pace:

1. (All negotiators) Greet each other.

2. Member introduction (first, the other party introduces the position of the member, and then we introduce the member)

3. Purpose (the speaker asks about the other party's purpose and schedule)

4. Plan: actively adjust each other's actions to make them consistent with our own actions, that is, actively influence negotiators, an important factor affecting negotiations, and create a good negotiation atmosphere.

(2) Mid-term negotiations

(1) red face and white face strategy: two negotiators, one is red face and the other is white face, assist in the negotiation of the agreement, shift the negotiation topic from the location of the strike event to the delivery date and long-term interests in time, grasp the rhythm and progress of the negotiation, and thus take the initiative.

(2) Step by step, steady and steady strategy: cleverly put forward our expected interests, first easy and then difficult, and strive for benefits slowly and steadily.

(3) Grasp the principle of concession: make clear where your core interests are, implement the strategy of taking the retreat as the advance, take a step back, take two steps back, make circuitous compensation, make full use of your chips, and return the compensation amount at an appropriate time in exchange for other greater interests.

(4) Outstanding advantages: supported by data, convincing people by reasoning, emphasizing the benefits brought to each other by the success of reaching an agreement with us, and at the same time applying both hard and soft methods.

The quotations of both parties are as follows:

In order to take the initiative, we will quote first.

Our offer:

(1) Willing to offer preferential policies to show sincerity, and considering the large sum proposed by the other party.

(2) Give due consideration to other policies such as delivery deadline.

Reason for quotation:

Attach importance to the cooperative relationship between the two sides.

According to the other party's quotation,

For example: 1, question the rationality of the other party's quotation.

2. Respond to each other's accusations.

(3) Step down

If necessary, adjust the original plan according to the actual environment.

1, final negotiation stage:

(1) Grasp the bottom line: use the strategy of compromise and reconciliation in time, strictly grasp the degree of final concession, put forward the final offer in time, and use the tragic strategy of Milton's book.

(2) Bury an opportunity: form an integrated negotiation in the negotiation with a view to establishing a lasting cooperative relationship.

(3) Reach an agreement: make clear the final negotiation result, show the minutes of the meeting and the model contract, ask the other party to recognize it clearly, and determine the time for formally signing the contract.

(4) Consultation stage

Throwing stones to ask for directions, raising prices and lowering prices, target decomposition, nitpicking, false bidding, etc. In the concession stage, we can break the deadlock in business negotiations and promote the success of negotiations through flexible and diverse price concessions. Specific strategies include: using competition, red and white faces, hypothetical assumptions, distracting western attention, kicking the ball, fighting in turn, pushing the boat in the direction of the current, etc.

The basic principles of our product price:

1. Don't make unnecessary concessions, but reflect the absolute value of concessions to yourself, and also look at the concession strategy to the other side, that is, how to make concessions and how the other side can win concessions.

2. Put the concession on the cutting edge and make it just right, so that your smaller concession can give the other party greater satisfaction.

Try to make concessions on important issues and consider making concessions on less important issues according to the needs of the situation.

It is not easy to negotiate repeatedly every concession, let the other side decide our concession, and cherish the concession already made.

The negotiation method we follow.

Reciprocal concessions:

At the beginning, we insisted on the bottom line interests, did not stubbornly make concessions on a certain issue, focused on the overall situation, distinguished the interests, avoided the heavy and made light of it, and flexibly let the other party get compensation in other aspects.

1. When our negotiators made concessions, we made it clear to the other party that such concessions violated the company's policies or the instructions of the company's directors. Therefore, we only agree to individual concessions, that is, the other party must repay something on a certain issue before going back to have an explanation.

2. directly link our concessions with those of the other side. It shows that we can make this concession. As long as we can reach an agreement on asking the other side to make concessions, everything will be settled.

Negotiate the product price proposed by the other party.

Option 1: When the other party makes a gradual offer.

Basic attitude: friendly and patient.

Specific response: When the initial amount was hovering at a high level, we repeatedly stressed that the product quality and service of our company were first-class.

Option 2: the price range of the other party is very small at first, and then it becomes larger.

Basic attitude: calm, calm

Specific response: argue with it, but don't be impetuous and angry. If necessary, use techniques such as intermission to alleviate it to some extent in order to change the situation.

Basic attitude: resolute

Specific response: if the other party greatly reduces the product amount, it will be difficult, so we should be appropriate and resolute, take advantage of my position as a supplier and ask the other party to lower the requirements.

Second, in view of the other party's request for early delivery for negotiation.

We believe that:

1. We also cooperate with other companies in the market, so this dispute is not just two companies. Orders from other companies are also being arranged, and we have no obligation to give priority to cooperation for each other.

According to our negotiation principle, we can take appropriate emergency measures, that is, supply goods in batches in advance in the production process to reduce the losses of the other party.

Third, the discussion stage of auxiliary clauses.

After the fierce negotiations on the main terms, we tried our best to ease the atmosphere and had a rest and entertainment all night. The next day, the two sides will enter the negotiation of supplementary terms.

If the discussion of the subject clause is "practical", then the discussion of the complement clause is "a long stream of water". The purpose of signing supplementary clauses is to improve and establish long-term cooperative relations in the future.

The main body of discussing supplementary clauses is a series of supplementary clauses obtained in the process of reducing the compensation amount of the other party, and its purpose is to win long-term cooperation between the two parties. Because this aspect is not as rigid as discussing the main terms, the negotiations should be conducted in a more relaxed atmosphere.

(5), the transaction stage

In accordance with the Contract Law of People's Republic of China (PRC), the Law of People's Republic of China (PRC) on the Protection of Consumers' Rights and Interests, and the Provisions on the Responsibility for Replacing Commodities by Microcomputer, the Contract is signed by both parties through consultation.

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