英文版商务谈判计划书 4页

商务谈判计划书专业班级：11市场营销专升本学生姓名：拾以婷，李玉敏，叶蕾，汪平莉，张晨，朱真真吴颖翔，章王亮，张玉铜，尹成存 PhoneAgencyCompanyNegotiationPlan1.BackgroundsOurcompany：OurcompanywasestablishedonApril20,2000,mainlyengagedinmobilevoice,data,IPtelephonyandmultimediaservices.Inadditiontoprovidingbasicvoiceservices,italsooffersmobilephonesalesagents,IPphonesandothervalue-addeddataservices,with"Global","M-Zone","ShenZhouXing"andotherwell-knowncustomerbrands.Opponentcompany：SamsungGroupisSouthKorea"slargestconglomerate,hassalesoutletsinmanycountriesandregions,businessesinvolvedinelectronics,finance,machinery,andmanyotherfields,intheinternationalmarkethighlightsprowess.2.ThemeCooperatewitheachothertoobtain,atareasonablepricetobuy5000mobilephone,customizedtechnicalguidanceandafter-salesserviceandreasonabletime.3.TeammembersLeader：GaoTiaoqinMainnegotiator：YanBinAssistnegotiator：HuangMengmengLegaladvisor：JiaMiaoFinancialadvisor：GaoTiaoqinAnalysisofopponentnegotiatingteammembersGuoXvru：goodreactionforce（Leader,Assistnegotiator）ChenJiali：calm（Legaladvisor）ZhaoYajing：strongobservationability（Financialadvisor）ZhangNajuan：goodatdebating（Mainnegotiator）4.NegotiationsituationanalysisOuradvantages：1)Goodoperatingperformanceandgreatdevelopmentpotential2）Asabuyer,wehavetheinitiativeinthechoiceofcooperationcompanies.Theopponent’sadvantages：Toughbrandstrength,multi-servicenetwork。Ourdisadvantages：Sincethemachineiscustomizedcontracts,time-consuming,itisdifficulttoprofitinashort time.Theopponent’sadvantages：Initialnegotiationswithus,notfamiliarwiththemarket.5.Negotiationgoals1).Thehighestgoal:Opponentcompanycanallowustotakeinstallments,withthelowestpricetobuy..2).Acceptablegoal：Establishlong-termpartnership,cooperationandwin-win。3).Thelowestgoal：Pricecannotbehigherthanthemarketprice6.Negotiationagenda：ToreachtheopponentcompanyonJune25,foraperiodoftwodays。Thefirstday(visit,preliminarynegotiations)9:00-10:00visittheSamsungmobilephonecompany10:00-11:00visitthemajorsalesoutlets15:00-16:00salesstaffofopponentcompanyintroducemobilephonesales,preliminarynegotiationsrelatedmattersThenextday9:00-10:00subjectofnegotiationsweproposed.10:00-11:30accepteachotherhospitality.14:00-16:00reachfinalnegotiations.21:00left7.Negotiationstrategies1.Startnegotiatingstrategies2.Byusingnegotiation,positivelanguagetomakeastatement,makeeachotherfeelgoodforone"sown,sothatnegotiationscommencenegotiationsinafriendlyandpleasantatmosphere.3.InterimStrategyandAnalysisnegotiations(1)Highlighttheadvantagesofabuyer"smarket:(2)Whenwemaketheappropriateconcessions,remembertorequestreturn..(3)Usingdiversionarytacticstodealwithopponent’sstrategies,ourmaingoalistoachievelow-costpurchase. (4)Emphasizethesuccessofouragreementtotheotherbenefitsofbothhardandsoftatthesametime,iftheotherpartyfailsimpliedagreementwithuswillbeahugeloss.8.Emergencyplan1.Howtohandleadeadlockduringnegotiations?Strategies:Firstimpassemaintopicsetaside,firstdiscusssomeminorissues.Whennecessarypermissionstousethelimitednumberofstrategiesandtacticstowaitandsee.2.Ifnegotiationstofindeachotherreallywell,butthereisstillroomforbargainingonprice.Howwillwehold?Response:Forthepricewemustadheretothebottomlinenottogiveway,firstwithlargequantitiesofordersmadechipsholdeachother,iftheotherpartyisnotwillingtomakeconcessionsonprice,wecanaskeachothertoprovidebetterontheothersideoftheoriginalprice,excellentafter-salesservicetoensurethattheinterestsofthecompany:营销3112班第六组