商务谈判 business negotiation

Business Negotiation Plan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 0136228Business Negotiation PlanParty A (seller): Gree Electric Appliances Inc. Of Zhuhai Party B (buyer): Happiness Household Appliances Inc. of New York Date: June 6th,2016Venue : meeting room of our companyNegotiation team: Cui Mengyao Xiao Zhaolan Yang Ming Xu Feng Li TianDivision of work: Member PositionCui Mengyao The main negotiator the main representative of our negotiation team, who isthis negotiation.Xiao Zhaolan The vice negotiatorShe’s responsible for giving suggestions to the main negYangMingThe recorder His task is to make written records during negotiation. Xu Feng The legal advise He is in charge of negotiation disciplines and legal codeLi Tian Thefinancial person He is in charge of clause on price and financial problem and purposes of the other party.Theme of negotiation :Party B would like to buy air conditioners from our company ,we will negotiate around the two main questions as following :1. The price and the discount of air conditioners2. The way of payment and the time for goods deliveryBackground:1. It is the first time for us to cooperate with Happiness Household Appliances Inc. of New York which is a startup and want to buy 3000 sets of air conditioner from company , our party should not only sell our products and expand our market with reasonable price, but also build up long-time relationship with them.2.Current market is buyer’s market, and competition on air conditioners are fierce ,which means that Happiness Household Appliances Inc. of New York enjoy more advantage during negotiation.3. Both of two sides have relatively strong intention to cooperate with each other.pricing strategy:Fix cost15001000ChangeablecostTotal cost25001000Expectedprofit3500ExpectedpriceBottom price3000Unit: RMB/setGoal:General goal:o ur party should not only sell our products and expand our market with reasonable price, but also build up long-time relationship with them.Specific goal:① satisfied goal: party B accept our price of 3500RMB CIF New York perset and agree to pay us by letter of credit .② accepted goal: we give them some discount to encourage future business by 5%.③ bottom goal: two party reach the agreement that we sell our products with lowest price while party B agree to increase the quantity they order.AgendaThe first day:9:00 a welcome in the airport9:30--10:00 arrangement of hotel11:30--12:30 serving them lunch and introduction 1:30--3:00pm visiting our company and factory3:30--4:30pm preliminary negotiation in afternoon tea timeThe second day:8:30--11:30 formal negotiation and reaching agreement ongeneral issue1:30--2:30pm reaching the agreement on details3:00--6:00pm discussion about contract provisionsThe third day:9:00--11:00 signing the contract1:00--5:00 accompanying them to visit our city6:30--8:00 holding a Banquet to celebrate the cooperation Analysis of advantages and disadvantagesOur advantages:1. our air conditioner has good quality with advanced technology to save energy which is appreciated by customers , at same time, we have outstanding supply chain and after-sale serves2. Our company enjoy good reputation both abroad and domestic. In addition , recently, our company devote a lot to improve advertisement and promotion, all of which are better for party B to promote their sale.3. Our company have a bright international prospect and enjoy increasing market share abroad.Our disadvantages:1. Our price is higher compared with other suppliers because of our higher cost on advanced technology.2. our time of manufacturing production is a bit longer.Party B’s advantages:1.Current market is buyer’s market, they have a lot of choices which can help them get lower price.2. They have good online -sale mode, which can not only improve their own sale but also speed up supplier’ asset recovery.Party B’s disadvantages:1. It’s a startup which lacks strong capital and reputation to get better supplier than us.2. It desperately need products to expand market.Identification of interestconflicting interest:We want to sell our products with reasonable price, while party B would like to decrease price, so price will be major conflict. In addition , both side want to take the way of payment which does good for itself.Common interest:Both side have the intention to cooperate with each other so that itself canexpand market and strength influence with the help of another party. At same time, as a seller ,with the gradual increase of competition in market and quick development of appliance, we want to decrease our storage as fast aspossible; as for buyer, party B has strong desire for production to dispatch for customers, so both of us will agree to make quick shipment.Negotiation strategies and tactics1.To use cooperative strategy to manipulate the negotiation,and try our bestto maintain good relationship.2. Avoidance. To focus more on discussing issues that benefit us such as our quality , advanced technology and great reputation which appear to them, ifwe can ,we are better use data to objectively state the those facts,and avoid some week aspects go against us.3.ToCarry out Limited Authority strategy when the other party puts forward some unacceptable requirements.4. To ask some questions and listen to them carefully so that to seize some points that can help us better understand their goals and requirements.5.Topause sometimes, if there is any drawbacks for us, we can pause and find out the helpful Solution.6. Step-by-step strategy. We should come up with our expected benefits skillfullyfrom easy to difficult, and act cautiously.Negotiation procedure:opening stage:Honest start and cooperate to exploit strategy: firstly, my company sincerelyand frankly shows that our purpose and overall goal, emphasis on our cooperationsincerity,but do not reveal any of our requirements and conditions; Secondly, withadopting the suitable tactics of point, listen to the party B statement, grab point and vulnerabilities, and along the holes for the attack, breakthrough, to occupy the critical initiative.Negotiation stage:Step-by-step strategy: 1.we will offer our price of 3500 RMB CIF NewYork per set2.If they insist in concession,we can reduce our price by 5% to maintaingood relationship and get promise of next cooperation3.we can give a little more discount if they agree to use L/C to payHolding the bottom line:4.We can use the principle of concession suitably. We should but never give in when we reduce our price to bottom line of 3000 RMB CIFNew York per setStage of suspension:If there exist some problems between two party that can’t be settleapproximately right now ,reasonable using a pausewith a certain sense of humor can not only suspend the problemso that we can spend more time to develop some new constructive solutionsbut also calm down to maintain good relationship.The last stage :reach agreements, clear the final negotiations as a result, the present meeting recordand the contract template ,please confirm each other, and formally sign the contracttime as both determined.More importantly, we should buried an suitable opportunity to enhancerelationship after negotiation in order to establish long-term cooperationwith B party.Budgetproject entertainment Accommodation banquet gift transportationexpense100015004000500040011900 RMBTotalcostPossible problems and relative solutions:①possible problems:The other party may require the price reduction without our reach, andstress that other suppliers can offer lower price than me.corresponding solutions:At that time, we should take data to explain for party B that our higher priceis because of good quality advanced technology and so on, which are benefitfor their promotion. In addition, our worldwild-brand is intangible assert that others can not compare with.②possible problems:The other party may not agree to the requirement of paying by L/C. Because it is increase their cost.corresponding solutions:We will sincerely declare the fact that it is the first time for our two party to cooperate, L/C will offer more guarantee for both of us,and we can approximately promise that more discount and more flexible way of payment in next business. If desperately needed, we can give some discount to reach agreement on this term.Anticipated outcome:Both of two party close the deal satisfactorily and build up long-term relationship.。