客方Negotiation-plan(谈判方案).doc

精品文档Negotiation plan of AIG Construction Company 1. Background informationWe are the general contractor of Haorun Group. According to Haorun Groups requirements, we have designed an optimal plan for them. Because some specific details have not reached an agreement, five representatives of our company are invited to * for negotiation2Content （1）Theme: To persuade Haorun Group accept our optimal plan as much as possible.（2）GoalsRequirement of space utilization:a. Green areas: 30% b. Parking lots: one storey underground parking lot, about 200 parking spaces and a surface car parking, about 35 parking spaces.c. Building lot area of office building: about 11000 , 70% for working areas, 30% for stairs and liftsCost a. Ideal target: RMB 3500.00/（20000*3500=70，000，000）b. Realistic target: RMB 3000.00/（20000*3000=60，000，000）c. Minimum target: RMB 2500.00/（20000*2500=50，000，000）Supervision a. Selection of supervisorsb. Content of site supervisionc. Project scheduleAcceptance perioda. The acceptance procedureb. The information submitted when hand over the building:c. The requirement of the acceptance d. The inspection of quality and responsibility for the quality problem : (the detailed information is enclose in document (16)3. AgendaThe first day 07:30 go to the airport09:00 arrive at the airport 09:3011:00 visit our company 11:0012:30 have lunch with Haorun Groups representative 15:0016:00 have a preliminary negotiation in afternoon tea timeThe second day 09:0011:00 official negotiations 15:0018:00 discussions about contract provisionsThe third day 9:0011:00 sign the contract and take a photo 11:0012:30 go to the banquet to celebrate the cooperation4. Negotiation venueWe negotiate at the meeting room of Haorun Group. 5. Negotiation methods and tactics(1) Negotiation method:We will determine our different levels of goals and prioritize them. Then figure out possible conflicts and think of the solutions. Discuss the subjects which are beneficial to us, and avoid those bad for us.(2) Negotiation strategies: Highlight our strengths. After knowing position and views of the other party, we should list both our and the other partys strengths and weaknesses. Develop our strengths and avoid our weaknesses.Get to know our opponents, before the negotiation, we should know about the personality of our opponents and suspect the possible tactics they may adopt. Then we can use different kinds of methods to negotiate. Pause sometimes, if there is any drawbacks for us, we can pause and find out the helpful solution. Contending. Persuade our negotiating party to concede to our outcome if we are bargaining in one-off negotiations or over major wins.Yielding. Concede a point that is not vital to us but is important to the other party; valuable in on-going negotiations.Collaboration- Learning and understanding the needs of all parties involved to craft a solution. Information is shared is shared between parties with an emphasis on disclosing and meeting needs with solutions that are jointly developed.6. Predictions about risk and effect of the negotiation(1) Risk of the negotiationThe other party may refuse to make any concession on prices; they may try their best to cut down the price. So we have to do our best to insist on it and show our reasonable reasons.During the negotiation, the opponents may use many tactics to force us to make concessions. So we have to calm down and adapt ourselves to the changing circumstances.(2) Predicted effect of the negotiation: to create a win-win situation and establish a repeat cooperation.7. Budget of the negotiation A. Transportation fare: ￥1000 B. Communication expense: ￥200Total: ￥12008. Division of workMain negotiator: Stephanie，the general manager of our negotiation team, who is responsible for the project budget.Assistant : Candy, who is responsible for payment terms and t