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Negotiating scheme

Meeting time: 2010 65438+February 1 1 Saturday.

Venue: the second meeting of Optics Valley International Convention and Exhibition Center

We (Party A): a brand of green tea company (seller)

Client (Party B): a building materials company (buyer)

General Manager: * * (Team Leader) General Manager: * * * (Team Leader)

Sales Director: * * Financial Director: * * *

Financial Manager: * * * Marketing Director: * * *

Public Relations Manager: * * * Legal Director: * * *

Legal Counsel: * * * Technical Director: * * *

On the determination of specific prescription

I. Company background of both parties to the negotiation:

Our (Party A) background information:

1, Brand Green: Tea is produced in a beautiful and mysterious province, which is located in the southwest of China, with an altitude of over 2,200m. High-quality and pure green tea grows there under superior climatic conditions, and the content of tea polyphenols exceeds 35%, which is higher than other (discovered) tea products. Tea polyphenols can reduce blood lipid and blood pressure, and reduce the incidence of heart disease and cancer. At the same time, it can improve human immunity and is beneficial to digestion and defense system.

2. A brand of green tea has been registered, with good brand and creativity, and the brand effect has begun to take shape in the province.

3. Have a complete set of planning and publicity strategies.

4. A series of relatively smooth sales channels have been initially formed, which have been set up in a well-known chain pharmacy and other large supermarkets and tea chain stores in the province, and the sales situation is good.

The brand's popularity is not enough, but I believe this brand will have a very broad market prospect in the next few years.

6, the lack of sufficient funds, the need to attract funds for:

1) Expand the production scale.

2) Expand publicity.

7. Existing brands, means of production, publicity and planning, marketing channels and a series of tangible intangible assets, with an estimated value of 3 million yuan.

(In addition to the above, negotiators also need to find some corresponding information about tea products and tea market to negotiate. )

Customer background information:

1, has been engaged in building materials business for many years and accumulated certain funds.

I'm going to invest with idle funds. Because the health care products market is good in recent years, the initial investment is the health care products market.

3. The investment budget is within RMB 6,543,800+500,000.

4. I hope to see returns within one year, and the annual rate of return is above 20%.

5. I don't know much about the health care products market, and I only have a little knowledge about green tea, but Party A is right.

Tea is produced in a beautiful and mysterious province, which is located in the southwest of China, with an altitude of more than 2,200 meters. High-quality and pure green tea grows there, and the climatic conditions are superior. The content of tea polyphenols exceeds 35%, which is higher than other (discovered) tea products. Tea polyphenols can reduce blood lipid and blood pressure, and reduce the incidence of heart disease and cancer. At the same time, it can improve human immunity and is beneficial to digestion and defense system.

6. According to the investigation, Party A's green tea products have initially formed a series of relatively smooth sales channels, and the sales in a well-known chain pharmacy in the province are good, but the popularity needs to be improved.

Second, the theme and content of the negotiations

Our (Party A) negotiation contents:

1. Require Party B to contribute at least 500,000 yuan;

2. Guaranteed holding;

3. Reasonably explain the assets appraisal of 3 million yuan (including: brand, existing tea and finished products, means of production, publicity and planning, marketing channels, etc.). );

4. Party A is responsible for production, publicity and sales;

5. Party B requires the annual income to reach more than 20%, and hopes that Party A can guarantee the realization according to specific conditions;

6. Party B requires Party A to explain the purpose of the funds obtained;

7. Risk sharing (hint: for example, you can buy insurance, and the insurance cost can be included in the cost);

8. Profit distribution.

Customer negotiation content

1. It is understood that Party A requires a capital contribution of not less than RMB 500,000.

2. Party A is required to be responsible for production, publicity and sales;

3. Ask Party A to make a reasonable explanation for the assets appraisal of 3 million yuan;

4. How to ensure the safety of funds, and explain whether the capital investment will be rewarded;

5. Party B requires the annual income to reach more than 20%, and hopes that Party A can guarantee the realization according to specific conditions;

6. Party B requires Party A to explain the purpose of the funds obtained;

7。 Risk sharing (for example, insurance can be purchased, and insurance costs can be included in the cost).

8. Profit distribution.

Third, the negotiation objectives

Strategic goal: to maintain our reputation and long-term cooperative relationship with minimum loss.

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 clothing industry, and we attach importance to strong cooperation with each other.

When we try to avoid aggravating the loss,

Highest goal:

1. Avoid compensation in a reasonable way.

2. Maintain other cooperation agreements.

Bottom line:

1, maintaining corporate reputation

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

3. Maintain long-term cooperation

Four. Specific negotiation procedures and strategies:

(1) Opening remarks:

According to the available information and situation, we decided to negotiate in a harmonious and friendly atmosphere.

Option 1:

Peace begins: First of all, analyze the background of this dispute, and emphasize that SARS has brought losses to both sides. Everyone should solve the dispute as soon as possible, resume cooperation quickly, and separate production.

Option 2:

Difficult start: Emphasize that this incident is force majeure, and that we have tried our best to reduce losses. I hope that the other party will focus on the overall situation of cooperation and not struggle for short-term interests.

(2) Mid-term negotiations:

The quotations of both parties are as follows:

Suggest that the other party quote first and quote for the other party.

Our offer:

1 willing to provide a small amount of symbolic compensation as a sign of sincerity, and will not accept the large amount proposed by the other party.

Give due consideration to other policies such as delivery deadline.

Reason for quotation:

1. The shutdown is force majeure.

In order to reduce the losses on both sides, we have tried our best to resume production.

3. Pay attention to the cooperative relationship between the two sides

Ask questions according to the quotation of the other party:

For example, 1 questioned the rationality of the compensation amount reported by the other party.

Respond to the other party's allegations against us.

Two major problems: force majeure and trial production.

Let's talk about force majeure first-rational analysis is reasonable and restrained, which shows that it has nothing to lose rationally; After that, try to make it-explain it objectively, focus on sincerity, and play emotional cards.

(3) Consultation stage:

Our basic principles for the amount of compensation are:

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 (Party A) follow.

Reciprocal concessions: We initially adhere to the bottom line interests, do not stubbornly make concessions on a certain issue, focus on the overall situation, distinguish the interests, and avoid the heavy ones, so that the other party can flexibly get compensation in other aspects.

1. When our negotiators made concessions, we made it clear to each other that the concessions we made 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.

Verb (abbreviation of verb) negotiation methods and strategies;

(1) negotiation mode: horizontal negotiation combined with principled negotiation. In the negotiation process, after determining the main topics designed in the negotiation, all the topics to be negotiated will be spread out horizontally and several topics will be discussed at the same time. You can do both hard and soft in your position.

(2) negotiation strategy:

A) highlight advantages. After you have a preliminary understanding of the other party's position and viewpoint, you should list your strengths and weaknesses in this negotiation in detail, as well as the other party's strengths and weaknesses. In particular, you should list your advantages, big or small, old or new, as a bargaining chip for negotiators. Of course, we should also pay attention to our own disadvantages and avoid rushing to meet the enemy and being attacked by the other side.

B) simulation exercises. It is to simulate all kinds of possible situations in advance, so as to avoid being in a panic when actually encountering, and it is difficult to control the war situation. After understanding the advantages and disadvantages, we should imagine all possible situations and plan the action plan in advance. The placement of negotiating seats should be simulated in detail.

C) the bottom line is clear. Usually when negotiating, both sides are aggressive and eager to try. Both sides only think about how much they can get, but often ignore how much they have to pay in the negotiation process, so that everyone can be happy. So before the negotiation, we must be clear about our bottom line: what can we do? How much should I earn? How to make it? When do you rent it? Why let? Make it clear first, it works in your heart. Otherwise, if the other side is aggressive, we will be helpless and let the other side kill us, and we will lose the original intention of the negotiation.

D) know your opponent. Sun Tzu's art of war is well known. Before negotiation, it will be very helpful to know the strategies that the other party may adopt and the personality characteristics of the negotiating opponent. If the negotiating opponents like to play ball, they might as well say hello to each other before the talks, deliberately mention it, first ease their defensive hostility, and then invite them to exercise together when they are free to cultivate a relaxed negotiating atmosphere. It should be noted that at this time, the stadium is another negotiating table, which is conducive to negotiations.

E) improvise. The battlefield situation is changing rapidly, and the negotiating table needs to be improvised. Although Zhuge Liang has a clever plan, people are not as good as heaven, and there are always times of consideration and miscalculation. During the negotiation process, when the opponent suddenly makes a move beyond his own assumptions, his own personnel must improvise and follow the trend. I really can't handle it. When I'm in a hurry, I'll give you a plan to slow down and then make countermeasures, so as not to "break off diplomatic relations" at once-I'll cut my own back.

F) bury the opportunity. If the two sides can't reach a satisfactory result to a certain extent and the negotiations are on the verge of breakdown, there is no need to be quick-talking, which hurts the harmony between the two sides. If the two sides are torn, it is not impossible to reach the realm of renegotiation in the future, but it will be very troublesome and troublesome. Business can't be done without hesitation, and the two sides can get together and leave well, so that the next negotiation can be completed and opportunities can be laid.

Risk and effect prediction of intransitive verb negotiation;

1. The other party may refuse to make concessions on the price by virtue of its dominant position in the negotiation, and we must give full play to our own advantages and dealer position to force it to make concessions.

2. In the process of negotiation, our opponents may use various means and strategies to get us into trouble, so we must keep a clear head, give full play to the advantages of patience and adjust the negotiation strategy calmly and flexibly.

Prediction of negotiation effect: Both parties can achieve the success of negotiation under reasonable conditions and achieve a win-win situation. The two sides can conclude the negotiations amicably, achieve success and realize long-term friendly cooperation.

Seven: Negotiate the budget expenses.

A, fare: 200 B, accommodation: 1000 C, food: 1000 D, telephone: 200 E, travel gift: 1000, total: 3,400.

Eight. Negotiation agenda:

(1) Both sides enter the site.

(2) Introduce the arrangement and participants of this meeting.

(3) formally enter the negotiations.

A: Tell us about the model and quantity of the goods in this negotiation.

Submit and discuss the agency sales agreement.

C: Negotiate the settlement time and method of the goods.

D: Agree on the payment of deposit, the way of compensation for breach of contract and legal liability.

(4) reach an agreement

(5) signing an agreement