商务谈判策划书英文版

1、First, the negotiation of the two sides of the company background:1, our company analysisKaemi Electric Co., Ltd. was established in 1994. The company is mainly engaged in the design and implementation of system integration scheme, network cabling, engineering construction, software development, tec

2、hnical training, equipment maintenance. The company has a well-equipped office conditions and favorable working environment, office area of nearly 500 square meters. The existing staff of 60 people, Management consists of experienced IT elite and professional management talent, Technical backbone of

3、 the team graduated from the famous universities in the country, 90% of employees have college, bachelor degree or above. Company under the marketing department, the Ministry of Commerce, system integration and monitoring business department, technical service department, engineering department, fin

4、ance department, administrative office business, the Department of management, has a group of computer science, communications professional and technical personnel, has formed a quality team. The company since its inception has been the use of high technology and good local service colleagues in the

5、 computer and all sectors of the user to provide comprehensive solutions and perfect technical support. The company to the industry users provide comprehensive touch system solutions and software programming and touch touch technology support has made a good reputation, the company in Guangxi touch

6、market share reached more than 90%.System Integration Department of the company is a comprehensive, excellent service team of professionals, have a solid strength and rich experience, according to your request for information network project management, providing complete system design, application

7、development, project implementation and IT maintenance. Over the years, the company is committed to the enterprise computer information systems and with the supporting network construction, has a wealth of system design and software development experience .Microsoft, AT&T certification engineer

8、and a technology masterly professional design and construction team, computer system integration, product development, technical services as a whole, the securities companies, the construction of large and medium-sized enterprise internal network to the intelligent building from software system inte

9、grated into the client application software development, from LAN scheme to Tnternet/Tnternet programme. To provide users with a variety of network communications, large-scale database, application software development and computer engineering, such as a full range of computer system design, the ove

10、rall solution and advisory services.As the outstanding system integrators, the company through implementation of strict and scientific integrated management measures, combined with oriented object method of system engineering and advanced component technology, so as to shorten the work cycle, enhanc

11、e the reliability of the system operation, extendibility and reusability. In order to provide the best computer system as a whole solution.In the course of business we always adhere to the "to the user as the center, in order to benefit from the quality". In the company will be the spirit

12、is carried out in the round, continue to strengthen staff to the user as the center, to meet customer needs and exceed customer expectations "consciousness, in a more rigorous style, more responsible attitude, a more professional skills, to standardize the operation process and can be traced ba

13、ck to the work record, more thoughtful meticulous service to the implementation of each work.Companies focus on "people-oriented" enterprise culture construction, combined with the interests of the company and employees, community of destiny, the implementation of various insurance and lab

14、or insurance welfare measures, realize the synchronous growth of the employees and the company, give full play to the talents and potential of the staff, pay attention to employee job satisfaction and a sense of achievement, is our long-term strategic measures. The company regularly carry out variou

15、s business training and rich and colorful extracurricular activities. The system is flexible and full of vigor and vitality, attracted a large number of high level professionals.Review the past, nine years of ups and downs for achievement of our many, we feel gratified. Looking to the future, we are

16、 full of confidence. Liqiange will with more excellent products and perfect service market contribution to society, return the user from all walks of life in Guangxi, for rejuvenating the country through science and technology, industry serve the country "career goals and continue to move forwa

17、rd. Liqiange, you will get more to the trust of electronic products.2, the other side of the company analysis:Kodak technology Co., Ltd., the company was established in 2000, is a company with R & D and production of high-quality products, Kodak technology Co., Ltd. mainly to MP4,MP5series digit

18、al products mainly, under the efforts of leaders and staff of the Kodak in China enjoy a high reputation, with the development of Kodak Electronics Co., Ltd. Company is more and more by consumers welcome, MP4,MP5, not only in appearance by the consumer favorite and research in science and technology

19、 has also been recognized by consumers, Kodak technology Co., Ltd by foreign attention. In recent years, the products have been exported to the country and abroad, such as Canada, Korea, Russia and other countries.Since the company since its establishment, Kodak has been to "concentrate, dedica

20、ted, professional" as the enterprise conviction, is committed to to lead the MP4,MP5digital products, "a new generation" technology. The company has a strong R & D team and advanced technology and equipment, with a high starting point of technology and product positioning, accurat

21、e market positioning, strong innovation, continued to maintain a rapid growth and development trend. We always at a faster speed do better products, and strive for greater resources into the research of technology products, with better products and services the user returns.In today's increasing

22、ly competitive technology, Kodak will continue to increase investment in technology research and development and development of the system establishment. In order to product quality, improve one percent we are willing to pay a 100 percent effort. Especially in the use of raw materials, we always adh

23、ere to the best raw materials used, can reflect our world-class products vying for the confidence and determination.Facing the new century, Kodak will own mission summarized four heavy, heavy quality, product quality is enterprise's life; service: people-oriented service concept is foundation of

24、 the enterprise; talent, talent development strategy as the center to the sustainable development of enterprises; Technology: only technical innovation for the development of enterprises to provide infinite power.In the past 20 years, the company does not because of what she has achieved success and

25、 proud, because of our success is the result of the full support of the vast number of customers and friends from all walks of life and trust. Therefore, we express our heartfelt thanks! At the beginning of the new year, looking to the future, in the upcoming year 2017, Kodak will with more quality

26、products and services, more focus on the attitude of consumers return, the good intentions of products, and strive to improve the service, and strive to national industry to flourish further!Two, the theme of the negotiations:1, distribution mp4,mp5 two digital electronic products, in accordance wit

27、h the different models of different prices and the number of the number of prices to develop, in addition to the discount issue.2, mp4,mp5 two kinds of digital electronic products of the settlement time and settlement methods.3, the payment of the deposit and the compensation for breach of contract.

28、Three, negotiation goal:(1) to our company's most favorable conditions for the distribution of 4,5 two digital electronic products: the price is reasonable, the distribution of the mp4,mp5 two models of digital electronic products in line with the needs of consumers.Four, the composition of the

29、negotiating team:The main talk about people: Jin Beibei companies negotiate plenipotentiary; decision: Li Qian decision makers for company issues;technical adviser:Bo Wen company responsible personnel;Legal Advisor: Shen zhe company's legal counsel;Five, the analysis of the advantages and disadv

30、antages of the negotiations:(a) the advantages of our analysis:national well-known distributor ranked No. 30, 2004 in Guangxi Nanning reputation UNPROFOR gold units 11, Guangxi Shou contract re credit enterprises, good reputation, strength and products to consumers is very attractive, large consumer

31、 market demand.2. acting as the distributor, freedom of choice in large. Our company as a number of digital electronic products distributor, agent distribution whose products, the choice is in our hands.(b), its disadvantages:Our as digital electronic products distributor, in Nanning market, more th

32、an the strength of the company and my company competition, relatively well-known strength of digital electronic products distributor is Nanning Jing Jia Technology Co., Ltd., Nanning Jing Jia Technology Co., Ltd. and so on.(c), its staff analysis;is strong, look at problems in a relatively calm, goo

33、d at the art of communication and negotiation, the negotiation's main rival, and a key figure.attention to the details, cheerful, my company, one of the central figure, have strong sales experience.3. The work of a conscientious and responsible, strong logical analysis ability, have higher quali

34、ty of financial management.4. Delicate thoughts, familiar with the domestic and foreign relevant legal procedures, is conducive to the specification of the two parties of the contract signed.5. Comprehensive ability, outgoing personality, doing things calm. Strong ability in public relations.(d) ana

35、lysis of the advantages of the other party:1, Kodak Technology Co. Ltd., founded in January 2000, is a mp4 series Walkman R & D and production of high-quality oriented high-tech enterprises, is currently one of the few independent R & D capability has mp4 companies. After the rapid developme

36、nt of more than a year, a family of mp4 are more and more consumers to understand, accept, acceptance and love, products have been exported to Japan, Sweden, Hongkong and other countries and regions. In the year 2004 "micro computer >mp4 products in the selection, a E2 gain mp4 player three

37、recommended award is one of the only domestic professional also awarded 4 products won several highly professional media and related awards, the" family "a brand is also named" people's Daily "> ten Chinese consumers satisfied with the brand"!2, took the lead in the d

38、omestic use of SIGMATEL3520Philips PNX0102top decoding chip, and KDS crystal,TDK high precision resistance capacitance, AVX tantalum capacitors, GE Plastic international first-class elements as the raw material of the products.3, the company has a strong R & D team and advanced technology and eq

39、uipment, to a high starting point of technology and product positioning, accurate market positioning, strong innovation, continued to maintain a rapid growth and development trend . flchlcurments. i n sdntl fit 七白 re h qudntltv of sale economy(e), the other side of the disadvantage analysis1, fierce

40、 competition from domestic and foreign mp4,mp5 brand. Newman, apple, blue devils, Haier, Philips, and other well-known domestic brands are in competition with. China is a large country with a population of billion, the final consumers and potential consumers with strong attraction, domestic and fore

41、ign well-known brand names numerous relying on the advantages of their products grab live in China market, is expected to in the Chinese market share their seats.2, as a domestic famous enterprises, the products of after-sales service system and other well-known foreign enterprises gap big, needs to

42、 be strengthened, maintenance products are generally required to charter or designated point of repair.(f), the other person analysis:1. The overall ability, logical thinking, strong affinity, flexible mind is a qualified generalship.2. Familiar with MP4 industry, rich experience in market, look at

43、the issue seize nature. A friendly disposition, alleviate the tense situation in the tense atmosphere, failing to calm.3. Do something decisive capable, sharp tongued, vigorous and resolute, typical superwoman style, failing to calm.4. Understand the similar products of status of competitors can pro

44、vide appropriate recommendations to the general manager, deputy qualified, a key figure in the successful negotiation of one ofSix, negotiation methods and strategies:(1) negotiations: the horizontal negotiations and principles of negotiation combined. In the negotiation process, in negotiations, th

45、e design of the main problems identified, the proposed negotiations on all transverse expansion, a number of issues are also discussed. In position can be a carrot and stick approach.(2) negotiation strategy:A) outstanding advantages. On the other side of the position, views are preliminary cognitio

46、n, then their share in the negotiations matters the advantages and disadvantages of each other's advantages and disadvantages, and cited the letter, especially to one's own advantage, regardless of the size of the old and new, should be the overall list, as negotiators negotiating chips. And

47、 self disadvantages, of course also should pay attention to, in order to avoid hasty attack against them, being injured all over the body.B) simulation exercise. Is a variety of situations that may arise in advance simulation, so as not to panic when the actual encounter difficult to master. The war

48、 horses lash, in understanding, inferior, to imaginary possibilities in pre planning action. As negotiations have placed seats in detail simulation.C) the bottom line clear. Usually, negotiations, mutual attack, sharpening, eager. Both sides can think of "how much", but often neglect to &q

49、uot;pay", ignoring the negotiation process in allied to many concessions, we can be happy. So, in the negotiations before, be sure to the circle to the bottom of the Allied Qing: what .D) to understand the opponent. Sun Tzu's "know ourselves baizhanbudai" well-known. Before the ne

50、gotiations to understand the personality traits of the other possible strategies and negotiation opponent, to negotiate successfully completed there will be great helpful. If negotiation rivals like play, might as well before the talks greetings, deliberately mentioned, the hostile alert each other

51、to advance to ease, if you have time, invitation to go campaign to foster relaxed atmosphere of the talks. Notice in this stadium is another piece of the negotiating table, to help negotiate.E) to the occasion. The battlefield situation, fast changing, to rise to the occasion in the table. Although

52、SJMS Zhuge Liang, but count as the day count, thoughtless, failings. Negotiations, the opponent process God a pen, beyond one's own assumptions, allied personnel must will play it by ear, adopted piecemeal. Really can't resist, rush, sincere a delaying tactic, and then plot countermeasures,

53、in order to avoid crashes vertical "off" - broken his posterior.F) buried under it. If both parties fail to reach an a considerable degree of satisfactory results, facing the burst of negotiations, there is no need to seektemporary tongue quickly and hurt and gas between the two sides. Bot

54、h sides if decorum, later to reach the realm of renegotiation, though not impossible, but also to quite mounded, good things correctly. The sale is not righteousness in, the two sides good gather good spread, for the next negotiation successful, buried under it.Negotiation agenda:1, before preparing

55、 the scene: I know each other already arrived at the venue, as the home, one of the first to welcome their arrival; greetings handshake, ask the other side approach; seat arrangement, the staff side tea handing a cup of water; I toward each other to introduce the meeting arrangements and participati

56、on of staff; mutual handed a business card, greeting each other is located.2, start opening gambit to communicate feelings: by talking about cooperation between the two sides of the formation of emotional resonance, the each other into a more harmonious atmosphere of the talks, create a win-win mode

57、.3, stage: two faced by two members of the negotiation strategy, one as a red, white as auxiliary agreement negotiated, grasp the rhythm of the negotiation and process, so as to have the initiative; progressive, step-by-step strategy, put forward our skills to benefit, easy to difficult, step by ste

58、p the fight for the interests of; grasp the compromise principle, clear our core interests, adopt the retreat strategy, step back into the two step, to make full use of the hands of the circuitous compensation chips, appropriate concessions can bear the freight for other more benefits; to highlight

59、the advantages of data support, reasoning, and emphasize our agreement the success of the benefits to each other, at the same time if failure and suggest that the person act tough and talk soft, our agreement, we will negotiate with other companies; to break the deadlock, the rational use of pause, first calm analysis causes deadlock And can use be sure that form each other, the lifting of thedeadlock, timely use diversionary tactics to break the deadlock; Hugh Bureau stage, if necessary, adjust the original plan.Seven, the risk of negotiations and the effect of prediction:Negotia