Negotiation.ppt

1、Simulation,Team member:,Background,MOC. International Production Company is an organization that was established in 1994 by a team of professionals with a version to engage in production activities through forming partnerships with key players in production delivery in China. With our ever vision an

2、d unique competence to fruition the production in various sectors, the MOC. team is committed to its mission of contributing significantly to the emerging process of production delivery and satisfaction in China.,Negotiation Topic: Because of the technique operation problem,a domestic company have t

3、o negotiate with the foreign company,and the issue of whether to cooperate for the future put on the agenda. Preparation:To avoid unnecessary conflict, we choose the third party-Dubai, as our negotiation place. Before negotiation, we have collected considerable information from Universal Companys we

4、b, intelligence agency and local government, which can support our negotiation.,Negotiation members: Manager(Team leader):Who is the chief negotiation leader with a lot of experience of dealing with conflicts. Technical Officer: Who has abundant knowledge of technology International Relationship: wh

5、o experts in coping with international issues and can speak eight kinds of languages.,Agenda,1 We solve the problems from easy to difficulty. At the beginning, we discuss the issue about who is liable for the loss, and whether it is proper for foreign technical expert left without notifying us. 2 In

6、 contract it states every 24 hours each machine will go off for 30 minutes,but we did not observe this rule , because the foreign technical expert failed to communicate with our technical officer. 3 Decide how much proportion each company pay for the loss. 4 Come up with an opinion that we want to m

7、aintain a long time partnership with them.,Compare the interest advantage and disadvantage between the two parties,Negotiation goals,Desirable target: Get 100% of compensation and maintain the long cooperation relationship with them. Acceptance target: Our interest to fulfill, and Universial Company

8、 pays 60% of the loss, we pay 40% of the loss,and maintain long time partnership. Bottom target:Our two company pay for the loss fifty-fifty, and maintain long time partnership.,Procedure and negotiation stategy,Scheme One: Frankness strategy.Come straight to the point. Scheme Two: Seize on opponent

9、s statement and make an issue of it. Scheme Three: Emotional strategy. Through talking about the benefit of co-operation, inspire them with negotiation and get well with the fit atmosphere.,1.Opening,2.Middle stage,1.Come up with our expected interest skillfully, and spare no effort to further our i

10、nterest. 2. We decide to make a concession in some sideshow, but not in the important factors. 3. Outline the point that the benefits of co-operation with us can gain huge profits than with others. 4.Have a break when two parties are at a stalemate.,3.Pause,According to the situation, we will have a break if it is neccessary.,4.Last stage,1. Hold on our bottom line. 2. Try our best to maitain coorporation. 3.Reach an agreenment, and clarify the ul