In order to ensure that things or work can be carried out effectively, we need to make a plan in advance, which is a written plan arranged from the aspects of purpose, requirements, methods, methods and progress. So how to make a scientific plan? The following is my business negotiation plan for you, I hope it will help you.
Business negotiation plan 1 1. Company background of both parties to the negotiation.
(We: xxx Company.
Opposite party: xxx company)
Our side: xxx
1, has been engaged in building materials business for many years and accumulated necessary funds.
I'm going to invest with idle funds. Because the health care products market is good in recent years, the initial investment is the health care products market.
3. The investment budget is within1.5-4 million RMB.
4. Expect to see returns within one year, with an annual rate of return of more than 20%.
Opposite party:
1. Brand green tea is produced in the beautiful and mysterious Yunnan Province, located in the southwest of China, with an altitude of over 2,200m. High-quality pure green tea is planted there, and the content of tea polyphenols exceeds 35%, which is higher than other (discovered) tea products. Tea polyphenols can reduce blood lipid and blood pressure, and reduce the incidence of heart disease and cancer; At the same time, it can improve human immunity and is beneficial to digestion and defense system.
2. A brand of green tea has been registered, with good brand and creativity, and the brand effect has begun to take shape in the province.
3. Have a complete set of planning and publicity strategies.
4. A series of relatively smooth sales channels have been initially formed, and they have been opened in a well-known chain pharmacy and other large supermarkets and tea chain stores in the province, and the sales situation is good.
The brand's popularity is not enough, but I believe this brand will have a very broad market prospect in the next few years.
6, the lack of sufficient funds, the need to attract funds for:
1) Expand the production scale. 2) Expand publicity.
7. Existing brands, means of production, publicity and planning, marketing channels and a series of tangible intangible assets, with an estimated value of 3 million yuan.
Second, the negotiation theme
Solve the difficult problems before joint venture (cooperation), achieve the purpose of joint venture (cooperation), and establish long-term good and stable relations.
Third, the composition of the negotiating team.
Main talk: Wang Bijun, formulate strategies, safeguard our interests and preside over the negotiation process;
Deputy main talk: Zheng Yuanyuan, assisting the main talk, making all preparations, solving professional problems, and making decisions;
Decision-maker: Shen, assistant speaker, makes all preparations, solves professional problems and makes decision-making demonstration;
Secretary: Wu Feiping, collecting and processing negotiation information, recording the negotiation process, reviewing and amending the negotiation agreement;
Legal Counsel: Yuan Teng, resolving relevant legal disputes and data processing.
Four. Analysis of the benefits, advantages and disadvantages of both parties
Our core interests:
1, strive for maximum profit;
2. Strive for the largest share of shareholders' interests;
3. Establish long-term friendly relations.
The interests of the other party:
Get the biggest investment.
Our advantages:
1, with idle funds;
There are many kinds of investments to choose from.
Our shortcomings:
1, lack of understanding of health care products market, lack of professional knowledge as a support, and little knowledge of the status of green tea.
2. The investment prospect is unknown.
Advantages on the other hand:
1, registered to produce a brand of green tea, the brand and creativity are very good, and the brand effect has begun to take shape in the province.
2. It has a complete set of planning and publicity strategies;
3. A series of relatively smooth sales channels have been initially formed, and sales points have been set up in a well-known chain pharmacy and other large supermarkets and tea chain stores in the province, and the sales situation is good.
Disadvantages on the other side:
1, brand awareness is not enough;
2, the lack of sufficient funds, the need to attract funds for:
1) Expand the production scale. 2) Expand publicity.
Verb (abbreviation for verb) negotiation goal
1. Strategic goal: negotiate peacefully, reach a joint venture agreement according to our conditions, and obtain the corresponding profits and shares we expect;
Cause analysis: the other party is a provincial enterprise, although the brand and creativity are good, but it has not yet constituted the necessary brand benefits;
Cooperation mode: We invest in the form of capital and inject capital quarterly. The initial investment is 6.5438+0 million. It is decided through consultation on the specific circumstances that the insurance fee is included in the cost.
We demand that:
A. Reasonably explain the assets appraisal of 3 million yuan (including: brand, existing tea and finished products, means of production, publicity and planning, marketing channels, etc.). );
B, the annual income is required to reach more than 20%, and it is expected that the other party can guarantee it with specific conditions;
C, ask the other party to explain the use of funds;
D. require 60% of the shares;
E, it is required to arrange necessary supervisors to participate in the whole process of supervision, especially in financial management;
F, within three years, ask the other party to realize the withdrawal of funds and start making profits.
Our bottom line is:
A. The initial investment is 6,543,800+0.2 million;
B, the share share is greater than 48%;
C, the other party's financial department must have our members;
2. Emotional goal: Through this cooperation, I hope not only to achieve the purpose of joint venture, but also to establish long-term friendly relations;
Intransitive Verb Procedure and Specific Strategies
1, open:
Scheme 1: Emotional communication opening strategy: by talking about the situation after the cooperation between the two sides, the other side will be introduced into a more harmonious negotiation atmosphere to create a mutually beneficial and win-win model.
Option 2: adopt an offensive opening strategy: create a low-key negotiation atmosphere, clearly point out that there are many investments to choose from, and provide a high share of shares, thus creating psychological advantages and putting us in an active position.
2. In the medium term:
A. "Red face and white face" strategy: One of the two negotiators acts as the red face and the other as the white face to assist the negotiation of the agreement, so as to grasp the rhythm and process of the negotiation and take the initiative.
B, step by step strategy: cleverly put forward our expected interests, easy first, then difficult, and strive for benefits step by step.
C. Grasp the principle of concession: make clear where your core interests are, implement the strategy of taking retreat as progress, take one step back, take two steps back, make circuitous compensation, make full use of your chips, and return the compensation amount at an appropriate time in exchange for other greater interests.
D. Highlight advantages: convince people by information, emphasize the benefits brought to each other by the success of reaching an agreement with us, and at the same time, apply both hard and soft measures, implying that if the other party fails to reach an agreement with us, we will immediately negotiate with other investors.
E. Breaking the deadlock: make rational use of the pause, first calmly analyze the causes of the deadlock, then break the deadlock by affirming the other party's behavior and denying the other party's essence, and timely use the strategy of introducing from the east to the west to break the deadlock.
3. Closing stage: if necessary, adjust the original plan according to the actual situation.
4. Final negotiation stage:
A. Grasp the bottom line: use the compromise and reconciliation strategy in a timely manner, strictly grasp the degree of final concession, put forward the final offer in a timely manner, and use the ultimatum strategy.
B. Bury an opportunity: form an integrated negotiation in the negotiation with a view to establishing a long-term cooperative relationship.
C. Reaching an agreement: define the final negotiation result, show the meeting minutes and contract template, ask the other party to confirm, and determine the time for signing the contract formally.
Seven. Prepare negotiation materials
Relevant legal information:
People's Republic of China (PRC) Contract Law, International Contract Law, Convention on Contracts for the International Sale of Goods and Economic Contract Law.
Remarks:
Liability for breach of contract in contract law
Contract specifications, background information, counterpart information, technical information and financial information.
Eight, formulate emergency plans
It is the first time for the two sides to hold business negotiations, and they don't know each other very well. In order to make the negotiation go smoothly, it is necessary to make an emergency plan.
1. The other party disagrees that we own 60% of the shares and that the insurance premium is included in the cost.
Coping plan: The "white face" argues vigorously and properly uses the strategy of creating reins, while the "red face" reveals the authority strategy of the other side in a suggestive way and uses the skill of circuitous compensation to break through the reins; Or we can use the diversion strategy to negotiate the shares quoted by the other party, and use the compromise strategy to put down the insurance at the right time and include it in the cost. At the right time, we can even promise the other party that we can take the factory (60% of the market price) and negotiate at the bottom line of 48%, or ask the other party to give more than 20% of the profits.
2. The other party refuses our personnel to participate in various processes on the grounds that we don't understand production and sales.
Solution: make appropriate concessions on the bottom line of participating in the other party's financial management, and take the opportunity to increase the share of 2% ~ 3% or the profit of 5% ~ 10%.
3. The other party requests to increase the upfront investment.
Solution: explain the reason for our initial investment and explain the investment form again, so that the other party can understand us. We can increase the investment appropriately, but we must ask the other party to increase the share 1% ~ 2% or ask the other party to increase the profit by 5% ~ 8%.
Business negotiation scheme scheme II Negotiating Party A: xxx Company Negotiating Party B: xxx Co., Ltd.
I. Background information
Party A:
① Brand green tea is produced in a beautiful and mysterious province in southwest China, with an altitude of more than 2,200m. There, high-quality pure green tea grows in favorable climatic conditions, and its tea polyphenols content exceeds 35%, which is higher than other (discovered) tea products. Tea polyphenols can reduce blood lipid and blood pressure, and reduce the incidence of heart disease and cancer. At the same time, it can improve human immunity and is beneficial to digestion and epidemic prevention system.
② A brand of green tea has been registered for production, with good brand and creativity, and the brand effect has taken shape in the province.
(3) Have a complete set of planning and publicity strategies.
④ A series of relatively smooth sales channels have been initially formed, with outlets in a well-known chain pharmacy and other large supermarkets and tea chain stores in the province, and the sales situation is good.
The brand's popularity is not enough, but I believe this brand will have a very broad market prospect in the next few years.
⑥ Lack of sufficient funds, need to attract funds to expand production scale and publicity.
⑦ Existing brands, means of production, publicity and planning, marketing channels and a series of tangible and intangible assets, with an estimated value of 6,543,800 yuan.
Party B:
(1) has been engaged in building materials for many years and accumulated certain funds.
(2) Prepare to invest with idle funds. Because the green tea market has been good in recent years, the initial investment is the green tea market.
③ The investment budget is within 654.38+500,000 RMB.
(4) I hope to see a return within one year, with an annual rate of return of more than 20%.
⑤ I don't know much about the market and situation of green tea, but Party A provided relevant information about its products.
⑥ According to the investigation, Party A's green tea products have initially formed a series of relatively smooth sales channels, and the sales in a well-known chain pharmacy in the province are good, but the popularity needs to be improved.
Second, the negotiation objectives
① Solve the problems before the joint venture (cooperation) between the two parties.
② Achieve the purpose of joint venture (cooperation).
Third, the content of the negotiations.
Party A:
① Require Party B to contribute not less than RMB 500,000.
2 Guaranteed holding.
(3) Reasonably explain the assets appraisal of 654.38+million yuan (including brand, existing tea and finished products, means of production, publicity and planning, marketing channels, etc.). ).
(4) Party A is responsible for production, publicity and sales.
⑤ Party B requires an annual income of more than 20%, and hopes that Party A can guarantee it according to the specific situation.
6. Party B requires Party A to explain the purpose of the funds after obtaining them.
⑦ Risk sharing (hint: for example, you can buy insurance, and the insurance cost can be included in the cost).
(8) Profit distribution.
Party B:
① It is known that Party A requires a capital contribution of not less than RMB 500,000.
Business negotiation scheme 3 1. The company background of both parties to the negotiation.
(We: xxx Group; Party b: xxx co., ltd)
We (Party A):
Xxx Group was founded in xx, and it is a game network operation group. Chairman and CEO Niu Shuting and five other individual shareholders (mainly Shuting Network directors and equity shareholders) established Shuting Network Group. Cooperate with the famous giant network group, which is one of the most influential network groups in China and one of the top 500 enterprises in China.
Party B:
Xxx Co., Ltd. is a high-tech company controlled by Tsinghua University. Founded in June 1997, it is listed on the Shanghai Stock Exchange with the stock code of 600 100. In xx, Tsinghua Tongfang ranked 23rd among the "Top 500 Electronic Information Enterprises in China" and was one of the top 100 electronic enterprises supported by China Municipal Government.
Tsinghua Tongfang has established four industries, namely information technology, energy and environment, applied nuclear electronic technology and biomedicine, based on independent core technology and fully combining the capital operation potential.
In the information industry, Tsinghua Tongfang is committed to technological innovation and product development and application in the fields of information systems, computer systems and digital TV systems, bringing comprehensive solutions and complete sets of equipment to industries such as e-government, digital home, digital city, digital education and digital media. At present, Tsinghua Tongfang has domestic leading technical strength and market share in the fields of computer products, major industry informatization, digital educational resources and digital TV.
In the energy and environment industry, Tsinghua Tongfang specializes in energy utilization and environmental pollution control engineering and artificial environment engineering based on core technologies such as flue gas desulfurization, garbage incineration, water treatment and air conditioning, and has obvious advantages in large and medium-sized air conditioning equipment.
In the industrial application of nuclear electronic technology, a series of products with electron accelerator, radiation imaging, automatic control and digital image processing technology as the core have reached the international advanced level.
In the biomedical and fine chemical industries, it has become a new biomedical high-tech enterprise, producing a variety of products, such as new patented drugs, pharmaceutical intermediates, raw materials and drugs.
Second, the negotiation theme
I bought 100 computers from Party B's company.
Third, the composition of the negotiating team.
Speaker: Niu Shuting, the company's plenipotentiary for negotiation;
Decision maker: Zhang Xinxin, responsible for making decisions on major issues;
Technical consultant: Wang Wenfang, in charge of technical issues;
Legal Adviser: Fu Mei, in charge of legal affairs;
Four. Analysis of the benefits, advantages and disadvantages of both parties
Our core interests:
1. Please supply our computers at the lowest possible price.
2, on the basis of ensuring quality problems, try to reduce costs.
Interests of the other party: sell at the highest price and increase profits.
Our advantages:
1, there are many computer supply companies for us to choose from.
2. It is a network group with wide coverage, large scale and great influence in China.
Our weakness: continue this batch of computers and cooperate urgently, otherwise it may cause greater losses to the company.
Advantages of the other party: the other party's computer brand has a good reputation in the world, and there are many cooperative companies.
Disadvantages of the other party: belonging to the supplier. If the negotiation cannot be completed, the opportunity for future cooperation may be lost.
Verb (abbreviation for verb) negotiation goal
Strategic objective: 1. Negotiate peacefully and reach an acquisition agreement according to our purchasing conditions.
① Quotation: 1000 yuan
② Delivery date: within one week.
Bottom line: ① Quote our low line xx yuan.
② Complete the post-purchase operation as soon as possible.
Intransitive Verb Procedure and Specific Strategies
1, open:
Scheme 1: Emotional communication opening strategy: By talking about the cooperation between the two sides, an emotional buzz will be formed, and the other side will be introduced into a more harmonious negotiation atmosphere to create a mutually beneficial and win-win camp model.
Option 2: adopt an offensive opening strategy: create a low-key negotiation atmosphere, clearly point out that there are many suppliers competing, and offer 1000 yuan to create a psychological advantage and make the other party in an active position.
2. In the medium term:
(1) red face and white face strategy: two negotiators, one is red face and the other is white face, assist in the negotiation, grasp the rhythm and process of the negotiation, and thus take the initiative.
(2) Step-by-step strategy: cleverly put forward our expected interests, first easy and then difficult, and strive for benefits step by step.
(3) Grasp the principle of concession: make clear where our core interests lie, implement the strategy of taking the retreat as the advance, take a step back or two, make circuitous compensation, make full use of the chips in hand, and make concessions to bear the freight at an appropriate time in exchange for other greater interests.
(4) Outstanding advantages: rely on information to convince people, emphasize the benefits brought to each other by the success of the agreement with us, and at the same time apply both hard and soft measures, suggesting that if the other party fails to reach an agreement with us, we will immediately negotiate with other computer supply companies.
(5) Breaking the deadlock: Make rational use of the pause, first calmly analyze the causes of the deadlock, then break the deadlock by affirming the other party's behavior and denying the other party's essence, and use the persuasion strategy in time to break the deadlock.
3. Closing stage: if necessary, adjust the original plan according to the actual situation.
4. Final negotiation stage:
(1) Grasp the bottom line: use the strategy of compromise and reconciliation in a timely manner, grasp the strict degree of final concession, put forward the final offer in a timely manner, and use the ultimatum strategy.
(2) Bury an opportunity: form an integrated negotiation in the negotiation with a view to establishing a long-term cooperative relationship.
(3) Reach an agreement: make clear the final negotiation result, show the meeting minutes and contract template, ask the other party to confirm, and determine the time to formally sign the contract.
Seven. Prepare negotiation materials
Relevant legal information:
People's Republic of China (PRC) Contract Law, International Contract Law, Convention on Contracts for the International Sale of Goods and Economic Contract Law.
Remarks: Liability for breach of contract law
Contract specifications, background information, corresponding information, technical information and financial information (see appendix and slide materials).
Eight, formulate emergency plans
It is the first time for the two sides to hold business negotiations, and they don't know each other very well. In order to make the negotiation go smoothly, it is necessary to make an emergency plan.
1. The other party disagrees with our offer of 1000 yuan.
Solution: negotiate the amount of the other party's quotation and exchange the compromise strategy for the benefits such as handover period, technical support and preferential treatment.
2. The other party uses the strategy of limiting rights, claiming that the amount is limited and rejecting our offer.
Coping: Understand the authority position of the other party, the "white face" argues vigorously, appropriately uses the strategy of creating the reins, the "red face" reveals the authority strategy of the other party in a suggestive way, and uses the skill of circuitous compensation to break through the reins; XOR uses a transfer strategy.
3. The other side used the excuse of playing strategy and caught an important problem of ours.
Response measures:
Avoid unnecessary explanations, change the subject, point out the nature of the other party's strategy when necessary, and explain that the other party's strategy affects the negotiation process.
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