商务英语谈判策划书.doc

business negotiation planningnegotiation goals: 1. desired goals: form of transferring: we can pay a one-time. once the contracted is signed, the royal philips electronics havent any rights of the patent. it means our company becomes the new patentee, and we are entitled to exercise all the rights of this patent. price:terms: 5 yearstransferring to the third party: the royal philips electronics cant transfer the patent to the third party.2. bottom goals：form of transferring: pay by installment, we will pay off in 5 years. and in the 5 years, the philips can share out 2 percent of the bonus. (patent license)price:terms:transferring to the third party: the royal philips electronics cant transfer the patent to the third party.negotiation situation analysis:our advantage: our company is a new and high technology enterprise focusing on the researching and developing, producing and selling consumer electronic products. wanlida has three major production bases located in nanjing, guangzhou and shenzhen respectively. our industries cover digital audio & video products, gps navigation devices, car multimedia systems, small home appliance, telecommunication electronics, new energy resources products and electronic medical instruments.according to our popularity, we can guarantee to make good use of the patent. the opponents advantage: the royal philips electronics is a multinational company, and it has a very popularity, too. and it is famous for its electronic products. so far, they still possess the patent of the dvd chip.negotiation agenda:negotiation place: negotiation time: 16:00 on june 4th ,2013the total time of this negotiation is 20 minutes. the first step: the form of transferring, 8 minutes.the second step: price, 5 minutesthen: terms, 4 minuteslast: transferring to the third party, 4 minutesnegotiation strategies: it is the first time that we negotiation with each other, and we dont know each other too much. in order to make negotiation smoothly, it is necessary to formulate emergency plans.(1) fo