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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
PhoneAgencyCompanyNegotiationPlan
1.Backgrounds
Ourcompany:
OurcompanywasestablishedonApril20,XX,mainlyengagedinmobilevoice,data,
IPtelephonyandmultimediaservices.Inadditiontoprovidingbasicvoiceservices,italsooffersmobilephonesalesagents,IPphonesandothervalue-addeddataservices,with"
Global"
"
M-Zone"
ShenZhouXing"
andotherwell-knowncustomerbrands.
Opponentcompany:
SamsungGroupisSouthKorea'
slargestconglomerate,hassalesoutletsinmanycountriesandregions,businessesinvolvedinelectronics,finance,machinery,andmanyotherfields,intheinternationalmarkethighlightsprowess.
2.Theme
Cooperatewitheachothertoobtain,atareasonablepricetobuy5000mobilephone,customizedtechnicalguidanceandafter-salesserviceandreasonabletime.
3.Teammembers
Leader:
GaoTiaoqinMainnegotiator:
YanBin
Assistnegotiator:
HuangMengmengLegaladvisor:
JiaMiao
Financialadvisor:
GaoTiaoqin
Analysisofopponentnegotiatingteammembers
GuoXvru:
goodreactionforce(Leader,Assistnegotiator)ChenJiali:
calm(Legaladvisor)
ZhaoYajing:
strongobservationability(Financialadvisor)ZhangNajuan:
goodatdebating(Mainnegotiator)
4.Negotiationsituationanalysis
Ouradvantages:
1)Goodoperatingperformanceandgreatdevelopmentpotential
2)Asabuyer,wehavetheinitiativeinthechoiceofcooperationcompanies.
Theopponent’sadvantages:
Toughbrandstrength,multi-servicenetwork。
Ourdisadvantages:
Sincethemachineiscustomizedcontracts,time-consuming,itisdifficulttoprofitinashort
time.
Initialnegotiationswithus,notfamiliarwiththemarket.
5.Negotiationgoals
1).Thehighestgoal:
Opponentcompanycanallowustotakeinstallments,withthelowestpricetobuy..
2).Acceptablegoal:
Establishlong-termpartnership,cooperationandwin-win。
3).Thelowestgoal:
Pricecannotbehigherthanthemarketprice
6.Negotiationagenda:
ToreachtheopponentcompanyonJune25,foraperiodoftwodays。
Thefirstday(visit,preliminarynegotiations)9:
00-10:
00visittheSamsungmobilephonecompany10:
00-11:
00visitthemajorsalesoutlets
15:
00-16:
00salesstaffofopponentcompanyintroducemobilephonesales,preliminarynegotiationsrelatedmattersThenextday
9:
00subjectofnegotiationsweproposed.10:
30accepteachotherhospitality.14:
00reachfinalnegotiations.21:
00left
7.Negotiationstrategies
1.Startnegotiatingstrategies
2.Byusingnegotiation,positivelanguagetomakeastatement,makeeachotherfeelgood
forone'
sown,sothatnegotiationscommencenegotiationsinafriendlyandpleasantatmosphere.
3.InterimStrategyandAnalysisnegotiations
(1)Highlighttheadvantagesofabuyer'
smarket:
(2)Whenwemaketheappropriateconcessions,remembertorequestreturn..
(3)Usingdiversionarytacticstodealwithopponent’sstrategies,ourmaingoalistoachievelow-costpurchase.
(4)Emphasizethesuccessofouragreementtotheotherbenefitsofbothhardandsoftatthesametime,iftheotherpartyfailsimpliedagreementwithuswillbeahugeloss.
8.Emergencyplan
1.Howtohandleadeadlockduringnegotiations?
Strategies:
Firstimpassemaintopicsetaside,firstdiscusssomeminorissues.Whennecessarypermissionstousethelimitednumberofstrategiesandtacticstowaitandsee.
2.Ifnegotiationstofindeachotherreallywell,butthereisstillroomforbargainingonprice.Howwillwehold?
Response:
Forthepricewemustadheretothebottomlinenottogiveway,firstwithlargequantitiesofordersmadechipsholdeachother,iftheotherpartyisnotwillingtomakeconcessionsonprice,wecanaskeachothertoprovidebetterontheothersideoftheoriginalprice,excellentafter-salesservicetoensurethattheinterestsofthecompany
:
篇二:
商务英语谈判策划书新
商
务
谈
判
策
划
书
小组成员:
指导老师:
课程:
商务英语谈判实训
日期:
时间:
地点:
美
主方:
客方:
一、谈判双方公司背景:
1、主方公司分析:
本公司长期与美国各大林场和森工企业保持着密切的合作关系。
现以与多家北美森林资源开发公司达成战略交流合作,组建一个稳定的货源保障系统,从而保证了我们优质的产品质量和充足的产品资源。
供应各类进口美国白橡木、红橡木、赤杨木、水曲柳、樱桃木等各类北美进口板材。
并在国外长期派驻专业采购人员,从原木的采购,锯材的加工,烘干,装箱,船运物流到仓储配送,做到专业化、一体化;
在每一个环节上精益求精、力求完美。
展望未来,我们将努力创造行业标准,坚持引进优质产品,不断创新服务水平,倾力打造北美板材行业的航空母舰。
北美森工集团以诚信为纽带,以共赢为目标,以博大的胸襟愿与各界有识之士共同打造绿色、环保的财富人生。
2、客方公司分析:
洛阳瑞森电子有限公司位于十三朝古都—洛阳,其探索于流行的前沿,紧握时尚的脉搏,立足于大众的需求,凭借洛阳得天独厚的综合优势,以多年流行产品的行业经验,致力于各类新、奇、特、流行产品的开发、合作生产与推广!
我公司销售的光电混装连接器,光纤光缆连接器等系列产品,款式新、品种多、质量好、价格低,一经推出便在全国市场引起了强烈反响,并受到各地经销商的一致好评!
我们以产品环保化,‘产品健康化’为已任,本着低价高质,薄利多销,让利于经销商的原则,光灿全线产品,告别暴利、承受压力,公司全面通过ISO9001质量体系认证,建立了与国际接轨的质量管理体系,在设计、生产、安装和服务过程中严格实施标准化管理和控制。
公司还通过了军工产品质量体系认证。
二、谈判团队人员组成
主方:
销售经理Carol销售助理(甲)