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The negotiation scheme between Shandong * * * Automobile Co., Ltd. and General Motors Company of the United States Last name: Student ID: Class Level: 08 International Trade Class II Directory | Directory I. The company background negotiation team of the two negotiating parties realized sales revenue of 25.64 billion yuan in 2009, up by 3.7 1% year-on-year, and profits and taxes were 2.35 billion yuan, up by 33.6% year-on-year. The two major economic indicators have increased by more than 30% for seven consecutive years. Shandong * * * Automobile Co., Ltd. is a large-scale professional automobile service enterprise approved by the National Development and Reform Commission and the State Administration for Industry and Commerce and invested by Shandong Commercial Group Corporation (hereinafter referred to as Shang Lu Group). "* * * *" brand is the first brand of circulation service industry in Shandong Province, and it has a high popularity and reputation in Shandong Province. * * Since its establishment, Auto has adhered to the business philosophy of "service creates value" and adopted the international advanced automobile business model integrating vehicle sales, spare parts supply, maintenance service and information consultation, and quickly seized the commanding heights of Shandong automobile circulation market. In 2005, the company invested in the construction of "* * * * International Automobile Plaza" covering an area of 9.93 hectares in the east of Jinan. The investment in the first phase of the square is nearly 200 million. Five 4S stores of FAW-Volkswagen, FAW-Audi, SAIC-Volkswagen, Changan Ford and Shanghai GM have been put into operation. At present, the second-phase construction planning of Shanghai Skoda, Chang 'an Mazda, Guangqi Honda and other squares is progressing in an intense and orderly manner. According to the plan, the completed AutoMall covers an area of 83 173㎡, covering all kinds of services, and the functional area is clearly planned, including 1.4 brand 4S shop, 20,000 ㎡ auto sales shop and used car trading hall, super-large auto parts and auto supplies store, auto theme park and other auto-related supporting services and auto cultural facilities. So as to realize the most influential AutoMall automobile theme community in Shandong Province and even East China, which integrates automobile sales, maintenance services, spare parts supply, information consultation, automobile rescue, automobile insurance, claims settlement, automobile finance, automobile beauty, automobile modification, automobile supplies, vehicle inspection, used car replacement, imported car trading, automobile listing, tax payment, vehicle annual inspection, driver training, automobile education and other functions. Facing the future, according to the macro-economic trend and the actual situation of enterprises, Shang Lu Group has set the strategic goal of "double billion" from 20 10 to 2020: by 20 15, the sales revenue of the Group will exceed10 billion yuan; By 2020, the group's sales will exceed 200 billion yuan. * * * * Auto will also strive to build a new development plan and make new and greater contributions to achieving the strategic goal of "double billion". Shandong * * * Automobile Co., Ltd., with its strong strength, excellent reputation, modern office facilities, scientific management methods and brand-new business philosophy, will surely stand out among diverse peers. With the continuous improvement and upgrading of the "* * * * International Automobile Plaza" project and the strong alliance with world brands, it will certainly provide more thoughtful, perfect and high-quality services to users and establish a leading position in the field of automobile circulation in Shandong, and the strong position of Shandong * * * Automobile Co., Ltd. will surely emerge. General Motors Company (GM) of Party B was established in September 1908, since William? Since Durant founded the American General Motors Company, he has successively combined or merged Buick, Cadillac, Chevrolet, Oldsmobile, Pontiac, Corvette and other companies, and has shares in Suzuki, Isuzu and Subaru. Make the original small company a branch of it. 1927 has been the largest automobile company in the world. Its logo GM is taken from the first letter of the first two words of its English name (GeneralMotorsCorporation). GM's after-sales service and parts business department sells GM's original parts and accessories. Its brands include General Motors, General Motors Performance Parts, General Motors Goodwrench and AC Deco, serving the dealers and agents of General Motors all over the world. General Motors Power System Department is responsible for the marketing of automobile engines and transmissions. The trademarks of various models of General Motors adopt the trademarks of the company's subordinate departments. The company has more than 20 branches and 266,000 employees. Headquartered in Detroit, Michigan, USA, General Motors has established automobile manufacturing business in 35 countries and regions around the world. In 2007, GM sold nearly 9.37 million cars and trucks worldwide. As of 2007, GM ranked fifth in the turnover ranking of Fortune Global 500 companies. General Motors is one of the first super-large enterprises in the United States to implement joint-stock system and expert group management. The cars produced by General Motors are the classic representatives of American cars with luxury, spaciousness, comfortable interior, high speed and great reserve power. In addition, GM attaches great importance to quality and the adoption of new technologies. Therefore, universal products have always enjoyed a high reputation in the hearts of users. Two. Party A imported 65,438+000 general motors from Party B.. Chief representative of the negotiating team: Zhang, the company's plenipotentiary for negotiation; Financial adviser: a, responsible for making decisions on major issues; Technical consultant: B, responsible for technical issues; Legal adviser: c, responsible for legal issues; Sales consultant: Ding, in charge of market analysis. Four. Analysis of advantages and disadvantages of both parties Party A's interests: demand low-priced imported cars. Installment payment can be realized. Benefits of Party B: Selling at the highest price will increase profits. Guarantee to get the payment in the shortest time. Advantages of Party A: 1, which can pay 30% of the total turnover in one lump sum; 2. It is an important opportunity to open the Shandong market in China. Disadvantages of Party A: After the down payment, the remaining amount shall be paid in installments in the next two years; Advantages of Party B: Party B enjoys a good international reputation and considerable strength. Party B's disadvantage: it belongs to the supplier and suffers the most serious financial crisis. V. Negotiation objective Strategic objective (Party A): Win the transaction at the price of 100× 15000 yuan, and the acceptable price is between 15- 16000 yuan per vehicle. The intransitive verb program and specific strategies 1. Opening: Scheme 1: Warm Opening Strategy Before meeting, let's exchange a few pleasantries and talk about topics unrelated to the transaction. By talking about the cooperation between the two sides, an emotional buzz is formed, and the other side is introduced into a more harmonious negotiation atmosphere. Methods: Praise the achievements of Party B's enterprise and affirm it under the financial crisis. 2. Mid-term stage: Strategy 1: Choose the quotation opportunity. According to business practice, Party B will quote first, ask him the reason for this price, and explain the reason for our quotation. Strategy 2: slowly give in and quote a very low price, choose a suitable price according to the timing of negotiation, rise to the market price of market research materials, and decisively reject the unreasonable demands of the other party. Strategy 3: Manufacturing Competition List other equipment suppliers in the United States that we want to cooperate with. Strategy 4: Break the deadlock Method 1: Humor method, be good at using it, talk with it humorously, let both sides calm down and ease the situation Method 2: redefine the key issues in the negotiation and deal with them calmly. Method 3: Use the killer to give the other party an ultimatum. Method 4: Delay 3. Final negotiation stage: Strategy 1: Grasp the bottom line, use compromise and reconciliation strategy in time, strictly grasp the degree of final concession, make final offer in time, and use ultimatum strategy; Strategy 2: fatigue tactics and its soft grinding and hard foam strategy 3: ultimatum to clarify the final negotiation result and give a tough attitude. Strategy 4: Offensive strategy is good at grasping the emotional changes of the other party, that is, language, and taking emotional offensive appropriately. Seven. Preparation of negotiation materials 1. Relevant legal materials: People's Republic of China (PRC) Contract Law, etc. 2. Technical information about automobiles; 3. Information about the automobile industry in the international market and China market. 8. Make an emergency plan 1, and the other party uses an excuse to play strategy and the negotiations are deadlocked. Measures: Humor should be eased, or negotiations should be interrupted to keep both sides calm. 2. Party B refuses to give in. Measures 1: fair competition. Show the fairness of our proposal. Competition with negotiating opponents should be a kind of "fair competition", and negotiations with potential foreign partners should be based on equality and mutual benefit, and the fairness of the process is more important than the fairness of the result. Equal opportunity is the greatest fairness that can be achieved today. Therefore, negotiations under a fair mechanism can convince both parties and abide by them. Measure 2: Create false information According to your own materials, create a reasonable false information for the other party to explain some dangerous situations of the other party under the current financial crisis, so as to achieve the purpose of trading. ]