商务谈判实训Hotel Selling(第3组A).ppt

关于HotelSelling商务谈判方案 院系 法政与经贸学院班级 国贸10 3班小组成员 第3小组partA 傅玉萍 周叶 李璐含 颜欢 我家EmutralHotel的背景 EmutralHostelwasinanindustrialcityandclosetotransportationcenter soitwasfarawayfromthepurposewhichtoprovideservicesfortheyoungstudy Therefore thehotelwasconsideringleavingthecityandmovingtoaquietcommunity nowtheproblemwasthatmovingwasbasicallyimpossiblefinancially 买家背景资料 Abuildingcontractor theircompany sfinancialandcreditconditioniswellandwithhighcredit 谈判团队人员组成 主谈 颜欢决策人 傅玉萍技术总监 周叶法律顾问 李璐颔 谈判目标 tohaveanegotiationwiththebuyerofthehotel hopingtosalethehotelatareasonableprice Goalsofnegotiation thegoal 300 000Bottomline 230 000 我方形势分析 ourcoreinterest makeefforttomovetoanewappropriateplaceOuradvantages EmutralHostelwasinanindustrialcityandclosetotransportationcenter Weareveryinterestedinbuyingthehotel Ourdisadvantages ourhotelisworthonly 125000 whichisfarfromourexpect ourmovingwasbasicallyimpossiblefinancially sowereallyneedmoney 对方形势分析 Oppositeside sinterest inordertolookforasuitablelocationforanofficebuildinginthecentralofthecity theyshouldhaveawellnegotiationwithusforthepurposetobuythehotelatareasonableprice oppositeside sadvantages theycompany sfinancialandcreditconditioniswellandwithhighcredit wearelackofmoneyforthehoteltomoveaway thehotelwasnotsomuchworth 对方形势分析 oppositeside sdisadvantages 1 EmutralHostelwasinanindustrialcityandclosetotransportationcenter 2theyareveryinterestedinbuyingthehotel 谈判策略 Weestimatedthatthepricethatwilsonmightofferwasbetween 275 000and 475 000 Asthehotelisworthonly 125 000weestimatedthattheirfirstofferwilllessthen 350 000 Ourcounterofferis 320 000 Takingthepotentialvalueofthehotelintoaccount wecanmakeaconcession Ourbottomlineis 230 000 becausewehaveotherbuyer 谈判议程 时间 7月3日地点 重庆希尔顿商务酒店议程 1 双方进场2 介绍本次谈判时会议的谈判人员3 正式进入谈判 1 介绍本次谈判的Hotel的规模和地理位置 我们的报价等 2 递交并讨论销售协议 3 讨论结束 达成协议 4 签订协议 5 双方握手祝贺谈判成功4 设宴招待对方谈判人员5 谈判费用预算车费 500食宿费 1000电话费 50 危机处理 counterpartwanttobuythehotel butdonotacceptthe