Negotiation-Plan(1)

精品文档Negotiation PlanMarketing Department一、 Negotiating ProblemShould the R&D Department participate in activities of Marketing Department？To improve Green Banks achievements, and keep the long-term relationship between R&D Department and Marketing Department.二、 Negtiation TeamMain Negotiator:Investment and Management representative: L Y、J JMortgage representative: L L、W HInternational trade representative: Z Y、H YDecision Maker: L L三、 Interest IdentificationConflicting Interest:1. Both side believe that it is opposite side lets the achievement down.2. Both side think that it is opposite side makes the customers runing off.3. R&D Department think they can promote achievemnet if participate in activities of our Marketing Department, we dont think so.Different Interest:1. We need more customers, and they want to research and develop more good productions.2. We care for selling the productions, and they pay attention to make productions.3. We want to hold on our customers, and they would like to get some information about productions from the customers. Common Interest:To improve Green Banks achievements, and keep the long-term relationship between R&D Department and Marketing Department.四、 Negotiation TargetTo reach the win-win situation: Solving our main problem in the harmonious and cheerful atmosphere, to avoid disputing. Try our best to maintain both departments interests and create better achievement for our bank. To reach our commom interest, achieve win in both sides. 五、 Strategies and Tacticts1. Positional TacticsFigure out some effective approachs of communication. Dont attack their position, and defend ourself, we should try to invite criticism and advice, dont let the situation too nervous.As far as possible to use the power of our department. Using authoritative knowledge to convince them, make them learn that our department isnt easy to join in. 2. Offensive Tactics Pause sometimes, if there is any drawbacks for us, we can pause and find out the helpful solution. If the opposite side try to find out our mistake and to make use of it as their profit, we should transfer the topic and dont argue too much. 3. Defensive Tactics Ask some questions and listen to them carefully so that to seize on an incident to exaggerate matters. Just say that the productions they develop cant catch customers 六、 BATNATo keep the good relation between our two departments, we must hold sincere though the negotiation is failed. To show our pity to it, and explain the reason why we cant get cooperation, hope they dont care for too m