商务谈判计划书英文2篇.docx
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商务谈判计划书英文2篇.docx
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商务谈判计划书英文2篇
商务谈判计划书英文2篇
Businessnegotiationplan
商务谈判计划书英文2篇
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本文简要目录如下:
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1、篇章1:
商务谈判计划书英文
2、篇章2:
商务谈判计划书英文
篇章1:
商务谈判计划书英文
PhoneAgencyCompanyNegotiationPlan
1.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.Theme
Cooperatewitheachothertoobtain,atareasonablepricetobuy5000mobilephone,customizedtechnicalguidanceandafter-salesserviceandreasonabletime.
3.Teammembers
Leader:
GaoTiaoqin
Mainnegotiator:
YanBin
Assistnegotiator:
HuangMengmeng
Legaladvisor:
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,itisdifficulttoprofitinashorttime.
Theopponent’sadvantages:
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:
00visittheSamsungmobilephonecompany
10:
00-11:
00visitthemajorsalesoutlets
15:
00-16:
00salesstaffofopponentcompanyintroducemobilephonesales,preliminarynegotiationsrelatedmatters
Thenextday
9:
00-10:
00subjectofnegotiationsweproposed.
10:
00-11:
30accepteachotherhospitality.
14:
00-16:
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:
篇章2:
商务谈判计划书英文【按住Ctrl键点此返回目录】
A是中国的卖方,B美国买方;咱们组是A公司成员
Leader(L):
shi主谈Marketing(M):
zhaoLawyer(LA):
ruanFinancial(F):
时Technicist(T):
金
显而易见,我们就是B公司成员:
GM:
卢(andy)MarketingExecutive:
小花Legaladviser:
孙Financialadvisor:
王大花Professional:
康师傅
L:
WelcometoChina,Mr.SmithWearepleasedthatyoucancometoChinaandmakebusinessnegotiationswithus.AndIhopethatwecanachieveawin-winresult.
卢:
Thankyouforyourwarmreception.Itwillbeexcitedifwecangetasatisfactoryresult.OK,wewouldliketogettheballrolling(开始)bytalkingaboutprices.
M:
Shoot.(洗耳恭听)I'dbehappytoansweranyquestionsyoumayhave.曌:
Yourproductsareverygood.ButI'malittleworriedaboutthepricesyou'reoffering.
M:
Youthinkweaboutbeaskingformore?
曌:
That'snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI'dlikeisa25%discount.
M:
Thatseemstobealittlehigh,Miss.sweet.Idon'tknowhowwecanmakeaprofitwiththosenumbers.
曌:
Well,ifwepromisefuturebusiness-volumesales(大笔交易)-thatwillslashyourcosts(大量减低成本)formakingtheproducts,right?
M:
Yes,butit'shardtoseehowyoucanplacesuchlargeorders.We'dneedaguaranteeoffuturebusiness,notjustapromise.
曌:
Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonthswithaguarantee?
M:
Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.卢:
what’sabouthavingarestnow?
goodrest,goodspirit!
TENMINUTESLATER
F:
Miss.sweet,wehaveconsideredyouadvicecarefully.Butevenwithvolumesales,ourcoatsfortheproductswon'tgodownmuch.
曌:
Justwhatareyouproposing?
F:
Wecouldtakeacut(降低)ontheprice.But25%wouldslashourprofitmargin(毛利率).Wesuggestacompromise――10%.
王:
That'sabigchangefrom25!
10isbeyondmynegotiatinglimit.Anyotherideas?
F:
Idon'tthinkIcanchangeitrightnow.Whydon'twetalkagaintomorrow?
王:
Sure.Idon’tthinkourcapitalcanallowwetomakeadealinthispriceandthisnumbers.
NEXTDAY
曌:
Mr.Zhao!
sorry,wecan’tacceptthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.
M:
Yeah,Ihopeso!
andIhopewecanmakeaconcessiontoreachsome
middleground.
曌:
Iunderstand.Weproposeastructureddeal(阶段式和约).Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.
L:
Oh,no.wecan'tbringthosenumbersbacktomycompany-they'llturnitdownflat(打回票).
曌:
Thenyou'llhavetothinkofsomethingbetter
M:
Howabout15%thefirstsixmonths,andthesecondsixmonthsat12%,withaguaranteeof3000units?
曌:
That'salottosell,withverylowprofitmargins.
L:
It'saboutthebestwecando,Miss.sweet(pause)eneedtohammersomethingout(敲定)today.IfIgobackempty-handed,Imaybecomingbacktoyousoontoaskforajob.(Smiles)
卢:
(smiles)O.K.,17%thefirstsixmonths,14%forthesecond?
!
L:
Good.Getit.
康:
Howlongisthequalityguaranteeperiod?
T:
2yearsgeneral.Andwecanguaranteethatthequalityisbetter.
康:
Youknowthecompetitionisveryseriousnow,andwehavetoofferbetterservicetocustoms.Couldyouextendedtheperiod?
T:
Wecanguaranteethatourqualityisoneofthebestintheworld.Wehavetheadvancedresearchanddevelopmentability.Whereasthisisourfirstcooperation,wecanextenditto3years.
康:
that’sgood!
thankyou!
LA:
Foritisthefirsttimeforustodobusiness.Itwillbebetterhavingagoodwaytodiscoverthedisputesmayappearbetweenus.
孙:
Soundsgood!
Asthepractices,weusuallyresolvethedisputeswithourpartnersvisaarbitration.
LA:
En,arbitrationisalsoagoodchoiceforus.Butwejustbelievethearbitrationofinternationalchamberofcommerce.
孙:
Ok,internationalchamberofcommerceisgood.
曌:
We'dlikeyoutoexecutethefirstorderbythe31st.
M:
OK,Letmerunthroughthisagain:
thefirstshipmentfor
1000units,tobedeliveredin
27days,by
31stJune.Thesecondshipmentfor
2000units,tobedeliveredby20August
卢:
Fine,thisdealpromisesbigreturns(赚大钱)forbothsides.Let'shopeit'sthebeginningofalongandprosperousrelationship.
L:
Yes,throughtwodaysnegotiationIarguethatwehavereachedawin-winresultandweareverypleasedtocooperatewithyouforalongtime.
卢:
that’strue!
what’sthegoodtimeforustosignthecontract.
M:
Asourarrangement.YouwouldhaveavisittotheShaolinTemple,overthereyouwilllearnthenatureofChinese-kungfu.Thenwecansignthecontracttomorrowmorning!
卢:
wonderful!
It’scannotbebettermore
--------DesignedByJinTaiCollege---------
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