商

务

谈

判

计

划

书

专业班级： 11市场营销专升本

学生姓名：拾以婷，李玉敏，叶蕾，汪平莉，张晨，朱真真 吴颖翔，章王亮，张玉铜，尹成存

Phone Agency Company Negotiation Plan

1.Backgrounds Our company ：

Our company was established on April 20, 2000, mainly engaged in mobile voice, data, IP telephony and multimedia services. In addition to providing basic voice services, it also offers mobile phone sales agents, IP phones and other value-added data services, with "Global", "M-Zone", "Shen Zhou Xing" and other well-known customer brands. Opponent company ：

Samsung Group is South Korea's largest conglomerate, has sales outlets in many countries and regions, businesses involved in electronics, finance, machinery, and many other fields, in the international market highlights prowess.

2. Theme

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Catalogue

Ⅰ、Negotiation Theme

Ⅱ、 Negotiation Team

Ⅲ、 Preliminary Investigation

     ⒈Industry Background

     ⒉Our Business Background

     ⒊Other Business Background

Ⅳ、Deep Analysis

⒈Benefits the two parties want to get and the analysis of advantages and disadvantages through the negotiation

⒉Negotiating issues identified

Ⅴ、Negotiation Objectives

Ⅵ、Negotiation Process

Ⅶ、Negotiation Strategy

     ⒈The start of negotiation

     ⒉The analysis of strategies used in the mid-term negotiation

     ⒊The final sprint stage

Ⅷ、 Emergency Plan

  Negotiation matters with the British Lipton on tea wholesale

Ⅰ、Negotiation Theme

The negotiating cooperation around the central theme of tea procurement will be launched by the exchange of feelings to achieve peace negotiations and show our sincerity. We hope that both sides can reach a win-win situation over the negotiations through the exchange, and achieve the long-term cooperation in the future .

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Atmosphere, the key point to make a deal 谈判氛围，达成交易的重要因素

姓名：

学号：

班级：

Atmosphere ,the key point to make a deal

谈判气氛，达成交易的重要因素

Negotiating atmosphere generally take shape during the short time of negotiation's beginning. Different negotiating atmosphere can cause different results, which decides whether each party of the negotiation can achieve their aim or not ultimately. And every negotiation has its special atmosphere which can be realized by negotiators clearly. Generally speaking, there are several types about negotiating atmosphere:

I. Positive negotiating atmosphere

Under the heated, active, and friendly atmosphere, both party of the negotiation hold a sincere attitude and treat the other side appropriately. The negotiators wear the proper business attire and presenting themselves in a professional way, looking at the opponents with gentle eyes. In addition to these, they are both passionate and confident about the success of the negotiation and regard it as a symbol of friendship. There is no doubt that this kind of atmosphere contributes to the development of the negotiation. And under this circumstance, it will be easy for both party to maximize the interest.

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Company：

The first time we contact is on that fair, through a simple communication last time , our company agree with Your company's business reputation, marketing model. We hereby come to visit your company.

Our company was funded in 1992, we are professional in anesthesia system & ventilator for nearly 2 decades, and obtained more than 25% domestic market share and won high reputation in medical industry. In consideration of long-term development, Shenzhen Chenwei Electronic Co., Ltd. wants to establish long-term stable strategic cooperative relationship with Indonesia local dealer. We hope that through this meeting, we can get valuable advice about industry channels and local market conditions from you.

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Chapter1

1、Fundanmentals of international business negotiation 国际商务谈判概述

2、Key concepts of negotiation 谈判基本概念

3、BATNA（best alternative to a negotiation agreement）达成协议的最佳抉择

4、Reservation price 底线价格

5、The principles of business negotiation 商务谈判基本原则

6、Characteristics of business negotiation 商务谈判的特点

7、The basic principles of negotiation 谈判的基本原则

8、Correct understanding of negotiation 对谈判的正确理解

9、Conflicts 冲突

10、Key aspects of negotiation 谈判的几个主要方面

11、Tips for a successful international business negotiation mission 成功国际商务谈判提示

12、Interpreters in international business negotiation 国际商务谈判中的翻译人员

13、Stages of negotiation 谈判的几个阶段

14、Pre-negotiation 前几准备阶段

15、Face-to-face negotiation 面对面谈判阶段

16、Post-negotiation 谈判后期阶段

17、Psychology in negotiation 谈判的心理

18、The need theory 需要理论

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开场白：

在商务谈判中合理的运用语言技巧，非常关键。小到影响谈判者个人之间的关系，大到影响谈判的气氛及谈判的成功与否。 商务谈判能帮助企业增加利润，创造价值。

有效的谈判是我们在赢得谈判的同时却还要让对方感觉他也是赢家。 你想做一个谈判高手吗？你想创造不凡的业绩吗？本次的课程将帮助我们掌握谈判的技巧，让我们在谈判时挥洒自如，达到双方最理想的结果。话不多说，让我们用惊天动地的掌声欢迎郭总，为我们分享他的：谈判技巧。

结束语：

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Visiting Company

A：Good morning, welcome to our company. Glad to meet you.

a:早上好，欢迎来到我公司，很高兴见到你们。

B:我们很兴奋能有机会拜访贵公司，希望能与谈成生意。

b: Good morning, gald to have the opportunity of visting your company and I hope to conclude some business with you.

A: That’s our common ground.

a:那是我们共同的心愿。

B:我和我的搭档想参观一下贵公司，可以吗？

b: My associate and I will be interested in visiting your factory. OK?

A: Sure. I’ll show you around and explain our products as we go along.

a:当然可以，我陪你到各处看看，边走边讲解我们的产品。

B：那太好了。

b: That’ll be most helpful.

A: That is our office block. We have all the administrative depart- ments there. Down there is the research and development section.

a:那是我们的办公大楼。我们所有的行政部门都在那里。那边是研发部。

B:你们每年在科研上花多少钱？

b: How much do you spend on development every year?

A: About 3-4% of the gross sales.

a:大约是总销售额的3%到4%。

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