法律谈判技巧模拟案例.doc

a:() b:() a:1,:,2200.,35%,().,.,.2,. 3,.4,.5,. 6,:1). 2). 7,300.(,)a:1,b50; 2,;3,300(:,);4,;5,ba20%,a;6,ba;7,(:,);8,.b:1,.2,.3,150. 4,20%.5,b:1,a50;2, a,;3,a300;4,;5,b20%,a; 6,ba;7,(,);8,.:1,(). 2,().akllbflpflpkllkllflpflp80%kllflpkll95%95%95%flpkllkll5%flpflpkllflpflpkllkllkllflpkllflpkll95%kllflp19991640008203000100161300 123 gdgdgdgdgdgdgd2007gdgd30gd43083110312007fd2fd204552520510600fd a b ? 20003000200030002000800800800800 ? 2000? 2200800 ? 200100? 200100100? 3000200020002000200100100in this case, there are some strategies:1china takes frank opening as strategy at the beginning of the negotiation: china is the seller in this case, and according to international practice china introduces the situation of ormosia firstly. china states that new ormosia is not enough while old ormosia reserves much. however, after knowing the situation japan lies that they need for 3000 tons and 2000 tons new ormosia is concluded. we can see that japan uses the reserved opening strategy. japan knows that china has a good harvest of ormosia this year but doesnt know how much exactly. through this strategy japan wants to know chinese real strength and whether china can meet their needs.have known that the chinese would not consent to the requirement of 2000 tons of new goods , the japanese implement the hitting three birds with one stone strategy. first, get to the bottom of chinese. besides, the japanese think that if the chinese can meet their requirements, their own benefits can get great satisfaction. finally, the japanese settle for second best. with the situation that the chinese do not agree with them, the japanese kick theball to the chinese and they were able to climb down for granted.considering that there may be opportunities to cooperate with the japanese in the future and it is a lie that they have sold 200 tons of new goods, the chinese think that why not take the remaining 100 tons to do they a good turn. so the chinese is very tolerant to say,it is not a easy thing to do business, so i could try to help you to get 100 tons of new goods. take the circuitous tactics and unexpected strategy, the chinese make the janpanese feel that they have tried their best to make such a concession. it is wise for the chinese to apply the act tough and talk soft strstegy here.1a220035()10002b150201. b2. 3. 12 11) abc2) abc2 1) ab2) ab 1 2 1) a150b13%cde2) a120b15%cd3) a100b15%cd