Business Negotiation Simulation Dialogue (2)

Business Negotiation Simulation Dialogue 3

1. Negotiating Parties

Party A: China Konka Group Chengdu Branch

Party B: Sichuan Ya'an Hotel in Yucheng District, Ya'an City

2. Background

Ya'an Hotel plans to replace the TVs in every room with LCD TVs. Five large suites need to install 55-inch LCDs. For TV, 30 medium-sized rooms need to install 42-inch LCD TVs, and 20 small business rooms need to install 32-inch LCD TVs. And its purchasing department is collecting information from everywhere and comparing it carefully to determine the TV with high cost performance.

XXX TV Group immediately dispatched its engineering department to negotiate with XXX TV Group. Konka also carefully investigated and analyzed its competitors and submitted a planning plan with strong competitive advantages. However, due to an important meeting at the branch, I must return to Chengdu within three days.

3. Negotiation strategies adopted by both parties

Party A: Know yourself and know the enemy before making an offer

Party B: Sugar-coated bullets to delay time, nitpicking, hardness and softness, and using excuses to create doubts

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3. Negotiation details

Negotiation location: xxxx conference room

Negotiation time: October 15, 20cc (Thursday)

Specific negotiations Personnel: Party A: Engineering Department Manager ------- Luo University Marketing Manager ------- Zhang Yan

Party B: Purchasing Department Manager ------- Zhou Hongrui Purchasing Department Assistant------Liu Yiwen

IV. Script

Scenario 1: Party B adopts delaying tactics. (Party B first said a lot of flattery, which made the businessman sent by Kangjia gradually get carried away)--------------Thursday, October 15, 2009, 4 pm

B (Assistant): Hello, I am the assistant of the purchasing department of Ya'an Hotel. Our manager is on a business trip today, so I will meet you.

A (worker): Hello, I am the manager of our engineering department, and this is the manager of our marketing department.

B (Assistant): Hello, welcome to Ya'an, one of the top ten charming cities. Thank you for your hard work on the road!

A (Worker): No hard work, no hard work, it’s so beautiful here!

B (Assistant): Our Manager Product information, I am very satisfied with your product, thank you for your hard work.

A (Market): Where is the word? Where is the word? It should be, it should be! Haha?.

B (Assistant): TVs of big brands like Konka can be purchased in It has improved our quality to varying degrees, and your company's products are also world-renowned. I heard that Premier Wen Jiabao made a special trip to Shenzhen OCT to inspect your company.

A (worker): Haha, this is the glory of our Konka Group. It also shows that our Konka products are technologically advanced and have guaranteed quality.

B (Assistant): Not only does your company have excellent products, but it also produces talented people. When I saw it today, it certainly lived up to its reputation. I really admire it.

A (worker): Anyway, it’s the company that gave us opportunities and trained us. May I ask when your manager XX will come back?

B (Assistant): I think he will come back tomorrow afternoon, maybe he will go sightseeing around.

B (Assistant): (Don’t give the other party a chance, say it immediately) Our Ya’an is very beautiful. It would be a pity if we don’t go sightseeing everywhere! Otherwise, let’s be your tour guide and lead the tour. How about you go around and have fun?

A (worker): Haha, okay, I should go for a walk, haha...

B (assistant) : Oh, by the way, I don’t know how many days you plan to stay in Ya’an this time, so I can arrange a specific travel itinerary for you, haha.

(B is setting the negotiation date)

A (Market): Oh, it’s just a few days. If you have something to do next Monday, you need to rush back to the company? (Finished, cover up Mouthed) (the time was leaked)

B (Assistant): That’s great, I’ll help you arrange your travel itinerary to make sure you have a good time? We are in Ya’an. Small, but with many attractions! Otherwise, how can it be called a charming city? Let us take a closer look at her charm! (distract attention, disrupt the negotiation schedule, and delay time)

A (worker): Okay, it’s troublesome.

(In this way, Party A and the others were taken to the hotel suite to rest. In the next two days, they visited interesting places in Ya'an City. However, Party B repeatedly said that the manager was not there and that there was still time for him. Therefore, the negotiation time was delayed. Soon, Monday was coming, but because they had been eating, drinking and having fun, they were not prepared for the negotiation)

(For the negotiation on Sunday, the manager of Party B appeared, and the negotiation was in progress. Held on Sunday afternoon)

Scene 2:

B (Assistant): This is our manager X, this is Manager X of Konka Engineering Department, this is Manager X of Konka Marketing Department .

B (Manager): Hello! Hello!

B (Manager): I'm sorry, everyone. I have been talking about approving projects recently, and I have not taken good care of it. Please forgive me.

A (worker): Fortunately, your assistant is a really good tour guide. We had a great time. I wonder how the project talks with Manager Let’s go through the process!

B (Manager): That’s right, Hisense and TCL have all given us their quotations, especially Changhong’s price is very reasonable, haha, so it’s hard to make a choice (hence the doubts) .

A (Worker): Manager

B (Manager): There is no way. They have agreed on the time for negotiation in advance. It will take at least 3 days to go back and forth to Mianyang to negotiate. (Looking at the assistant) Didn’t you explain the situation clearly to Konka Company? (Tough attitude)

B (Assistant): (Apologetic, silent, no answer)

A ( Market): It has been agreed in advance. Do you understand? Manager Okay! Let our assistant explain our purchasing requirements first.

B (Assistant): Our purchase this time is: 30 42-inch LCD TVs and 20 32-inch LCD TVs. ***50 LCD TVs. All are wall-mounted and are responsible for installation and debugging. (The 5 units deliberately under-reported were used as the final bargaining chip)

B (Manager): After reading your company’s product introduction, I feel that Konka’s LC42DS60 series and LC32ES62 series are very good. I don’t know how much the quotation is. .

(Party A considers 5 55 TVs, so the quotation list formulated is inconsistent with the situation at this time)

A (Market): (Avoid answering) According to our side According to the investigation, your company still has 5 large suites and they also need to install LCD TVs. Why not join us in this negotiation?

B (Manager): (The plan failed, find another plan) Haha, Those five are all large suites. We have already talked with Changhong and feel that their 55-inch 876 is very good and the prices are very reasonable. Get ready to sign the contract tomorrow. (Putting pressure on the other party)

A (Engineering): It seems that you have not carefully understood our products. (Details introduce the functions, technologies, etc. of 55-inch, 42-inch, and 32-inch TVs)

B (Assistant): Can the other party quote prices for the 55-inch, 42-inch, and 32-inch TVs you provide?

A (Market): Our quotation for the 55-inch 68 series is 9,990 yuan/unit, the quotation for the 42-inch 60 series is 4,780 yuan/unit, and the quotation for the 32-inch 62 series is 2,450 yuan/unit, both It is wall-mounted and is responsible for installation and debugging.

B (Manager): (quickly speaking) Haha, based on our understanding of similar products, your company's quotation can only be a reference, and it is difficult to serve as a basis for negotiation.

(Party A did not expect that the other party would be so judgmental about price, so it was caught off guard and introduced the brand without answering questions)

A (Project): (Highlight the brand value, combine the brand and (Manager) B (Manager): Does your company know how many domestic companies produce LCD TVs? Your company’s quotation for 55-inch products is too high. 42-inch products are priced too high. And the price of 32-inch is not lower than the price quoted by other brands.

(Party A discovered that the other party asked us to make concessions on 55 inches, and basically accepted the quotations of 42 and 32 inches.)

(Party A is now under all pressure and is unable to make progress. , can’t stop.)

(Party A’s engineering department manager excused himself from the negotiation table and went to the toilet.)

(Party A’s market was also pretending to be looking for something, bowing his head and saying nothing. After a while, the engineering department The manager is back. )

Party A (Project): When was the quotation determined?

Party A (Market): It was determined half a month ago.

Party A (Project): (Smile and explain quickly) I just did a cost verification with the general manager. The initial price was set half a month ago, which was based on the market price in September. You see, it's October now. If you want to purchase five 55-inch LCD TVs, we agree to give you a certain discount, but it depends on the specific quantity (to test the other party's trump card).

Party B (Manager): If we want all rooms to use Konka TVs, how big a discount can the other party give us? (To ask for advice)

Party B (Assistant): That is Purchased 5 Konka 55-inch 68 series LCD TVs, 30 42-inch 60 series LCD TVs, and 20 32-inch 62 series LCD TVs. Can you re-state the price for October after your adjustment?

Party A (Market): After cost verification and application to the boss for a special project price, we agree to give you a higher price based on the previous quotation. Company 5 discount, if the other party feels the price is too high, they can choose another brand. (Test the other party’s details and return the pressure to the other party)

Party B (Manager): (Be firm and soft at the same time, reverse the situation) Your company’s price is also beyond our budget, so if you can give us 10 discount, we can sign the contract immediately.

Party B (Assistant): Hand the drafted document to the other party’s marketing manager.

Party A (Project): (Took the document and put it in his hand, looked at it twice, the price was within expectations, confident, and continued bargaining) The other party’s conditions for dismissal were too harsh. Could it be that Changhong 32-inch You can buy an LCD TV for 2,210 yuan, but you are asking for a sky-high price. (Tough)

(Negotiations have reached a deadlock)

Party A (Market): We also believe that the Konka brand is world-renowned and can not only improve the quality of your hotel, but also It brings higher service quality to the other party. Finally, the market price of 32-inch models is around 2,600 yuan. (Tough)

Party B (Manager): Haha, it’s really a lack of consideration, don’t be angry. In this way, there is a discount for the 32-inch 5, a discount for the 42-inch 7, and a discount for the 55-inch 8. Please sign the final quotation, otherwise we will withdraw from the negotiation immediately. (Ultimatum)

Party A is discussing and calculating with each other.

Party A (Engineering Manager): We agree. But the transportation costs need to be paid by your company, and the goods must be in cash.

After mutual discussion between Party B

Party B (manager): We have no objection.

Party A (Engineering Manager): Happy cooperation

Party B (Assistant): Please take a break and wait for the signing.

Business Negotiation Simulation Dialogue 4

In this negotiation, Huajue is the main party and Kailian is the guest. This time, Kailian’s general manager led important personnel to Huajue’s Headquarters in Xiamen for negotiation

Both parties sat down, General Manager Hua Jue introduced himself and relevant personnel

General Manager Kailian introduced himself and relevant personnel

Kailian: General Manager: Hello, Mr. Liu, we have had a preliminary look at the product plan your company gave us before. I think this plan is very good, especially in terms of details. We are quite satisfied.

Hua Jue: Mr. Manager: Thank you Mr. Chen for your recognition of our company. In this negotiation, we will make an agreement on the price, quality, transportation and payment of the products.

Kailian: (1) Kailian Co., Ltd.’s expected villa renderings for this project

(2) General Manager: Words: Well, Kailian Co., Ltd. has now It is determined to develop an ecological community in Nanjing with a total investment of 4.5 billion yuan. This is

This ecological community project located in the Nanjing Olympic Sports Center Eco-City occupies three adjacent plots in the eco-city. It is expected that The total construction area will reach 360,000 square meters. The first phase of approximately 450 high-rise apartments is expected to be launched in the second half of this year, and the entire project will be completed in 2014.

Our company will be solely responsible for the construction and decoration of 200 villas. Its design and decoration concepts reflect the all-American combination of "man, nature and society". The villas in this project will be located near the water, allowing residents to integrate into the "Small bridges, flowing water, people's atmosphere". So what you have in hand is our company's expected renderings of this project

Accordingly, our company expects to initially purchase 2.5 million square meters of various types of solid wood flooring from your company. I hope your company can provide high-quality solid wood flooring materials at reasonable prices.

Huajue:

Words: General Manager: I believe that your company has a certain understanding of our company before. Huajue Weida Timber Co., Ltd., formerly the largest solid wood company in China Flooring manufacturer Shanghai Huajue Flooring Co., Ltd. is widely recognized in the social and professional circles for both product quality and after-sales service.

Now our sales manager will give you a brief introduction to our products for your company

The sales manager of Huajue Weida will send some information about solid wood flooring

Sales Manager: Our solid wood flooring is made of natural wood and is processed from the same tree species from top to bottom. Because it uses natural materials, it always maintains its natural qualities, does not produce pollution, and is not easy to absorb dust. It is a truly green building materials product.

Advantages: Made of natural wood as raw material, it will not produce pollution, is not easy to absorb dust, has natural wood grain and texture, giving people a warm feeling and a walking feeling

Good and easy Matches various furniture decorations.

Disadvantages: Poor durability against moisture and sunlight. Moisture causes natural wood to expand, but drying out causes it to shrink, resulting in gaps or even warping.

Regular waxing is required.

Then let our finance manager introduce to you the specific prices of various solid wood floors

Finance manager: The first quotation of nature solid wood flooring: (Quotation content)?

Kailian: General Manager: Ci: Your company’s quotation is really hard for us to accept. I believe that since everyone is sitting here, they are sincere in cooperating. Therefore, I hope your company will show some sincerity. , exempt from these falsehoods on the books.

Huajue: General Manager: So what are your opinions on the price? If it is reasonable, we will humbly accept it.

Kailian: (The general manager and the financial department manager whispered privately)

General manager: Ci: Just after a simple exchange, the prices we offer to your company are for all types. 30% off solid wood flooring. Among them, natural solid wood flooring requires 150 yuan per square meter.

Hua Jue: General Manager: This price is unprecedented and we cannot accept it.

I believe your company also knows the current market situation of solid wood flooring. This is the latest future price trend of solid wood flooring

Sales Manager

At present, the domestic market has gradually stabilized, and the property market Beginning to be active, with the promotion of economic stimulus policies, I believe that the market demand for solid wood flooring will show steady growth this year and next, prices may fluctuate slightly, and the overall trend will be stable and rising.

Read (points 1, 2, 3, 4, and the summary mentioned above)

(And once again emphasize the advantages of your company’s flooring, and if possible, bring up some of what your company has done before Past performance {is the material})

This is a case of some solid wood floor decoration that our company has done before. I just want to emphasize to your company again that our products have absolute quality assurance and advantages. Our Solid wood flooring is unmatched by other companies!!

Kailian: Sales Manager: Our choice of your company certainly affirms your company's capabilities and the quality of your products to a certain extent. To be honest, Before this, we had a detailed understanding of all the famous flooring brands. We are very happy that your company's natural solid wood flooring has a place in the flooring industry in my country and even internationally. (Hua Jue: Nod appropriately and thank you)

But everyone knows that solid wood flooring is made from natural wood. It does not require any processing in the process and is directly processed with equipment. Its biggest feature is natural and comfortable. Its shortcomings are also obvious (1) The drying requirements are high and it should not be used in places with large humidity changes, otherwise expansion and shrinkage deformation will easily occur; (2) It is afraid of corrosion by chemicals such as acids and alkalis, and afraid of burning. To use a popular saying, he is like a delicate girl who needs us to take care of him all the time. To be honest, we chose your company this time because your solid wood flooring is made from natural materials and is superior to nature. It is in line with our design and decoration concept this time. As far as we know, your company's current flagship product is solid wood flooring, but I believe that a lot of manpower and money must be spent on the maintenance of solid wood floors. I believe that our company's huge purchase can greatly reduce your company's worries.

I believe that small profits but quick turnover is beneficial no matter where you are, so why not consider it?

Hua Jue: Manager of the Finance Department: What your company says is quite reasonable, but it is Your company is a big customer for us, so what is the highest price your company can accept?

Kailian: Finance Department Manager: I believe we have already determined the highest price from the beginning. Of course, we can also make appropriate concessions to your company. In this way, all our products will be discounted by 35%, but for longan, our highest price can only be 180 yuan per square meter.

Hua Jue: General Manager: It is impossible for us to accept this price, but you will never close the transaction at this price anywhere!

Kailian: Legal Advisor: According to We understand that one of your company’s long-term customers in Shanghai, Meijialin Decoration Company, just declared bankruptcy this year. Can we say this? It is estimated that this will have a certain impact on your company’s profits and even operations. So in At this time, why not lower the price and seek a big customer like us as a long-term partner?

Huajue: Legal Counsel: Meijialin Company is a previous customer of ours, but our company’s business It is so vast and has abundant funds. Dangdang’s current stock price per share remains above 10 yuan. I believe that its bankruptcy has not had any impact on us!

Hua Jue: General Manager: I want to hear How much does your company purchase for each type of solid wood flooring?

Kailian: Sales Manager: Ci: At present, we do not have accurate purchase figures for various types of solid wood flooring, but the preliminary plan is: a lot of longan Out of 1 million square meters, -noble premium series 96S16-oak is about 800,000 square meters, and other natural solid wood flooring, such as Dougou and Xinsen, are 500,000 square meters each month. Furthermore, we will purchase more music later based on quality, price and consumer satisfaction.

Huajue: Action (private discussion): General Manager

Words: Based on your company’s specific purchasing situation, the discount price we offer is 40% off for all types of solid wood floors, among which Longan costs 300 yuan per square meter, and noble series 96S16-oak wood costs 260 yuan per square meter.

Finance Department Manager: The computer calculates the discounted prices of various types of solid wood floors. And make a second quotation

Finance Department Manager: Ci: According to the discounted prices:

Kailian: General Manager: We are not satisfied with this price. If possible, we The highest price can only be 40% off.

Action: 3 seconds of silence,

Huajue General Manager: Words: Well, since we can't reach an agreement on the price for the time being, let's put this issue aside for a while. Let’s first take a look at what everyone thinks about product quality.

Well, speaking of service quality, I would like to first take a look at a customer satisfaction survey conducted online by Nature Solid Wood Flooring.

Sales Manager: Send 2 consumer survey satisfaction forms for nature solid wood flooring.

Sales Manager: Ci: I believe you can see that our company has a very good reputation among customers?

Kailian: General Manager: This questionnaire can say that we have a very good reputation. Satisfied, I believe we still recognize your company's product quality. But you also know that the scale of our project this time is unprecedented, and in order to cater to the 2014 Nanjing Youth Olympic Games in 2014, our requirements will be very strict in terms of details. This detailed requirement list for solid wood flooring will be explained to you by our technical manager. (Published)

Technical Department Manager: Explain the above content, elaborate on some of the points, and pass by the others. Do not read them as written, and use a little colloquialism.

Huajue: Action: The technical manager, general manager and others look at their watches for about a minute and discuss it.

General Manager of the Technical Department: Words:

I believe that our company is fully capable of completing these technical requirements. I believe that we will give you a satisfactory floor decoration. Finished product. However, it will definitely take a certain amount of manpower and material resources to inspect the goods. We hope that your company can relax a little time on the delivery deadline. What do you think?

Kailian: Technical Department Manager and The general manager whispered a few words,

Technical Department Manager: Of course, we can do it!!

Kailian: General Manager: Everyone has reached a consensus on this issue , then we can further discuss the transportation and payment issues. What do you think?

Huajue: Sales Manager: Regarding transportation, I think this is a single-line transportation. The route is from Xiamen to Nanjing. I If possible, we can use container water transportation, combined with train transportation. From Xiamen to Shanghai, water containers are used, and if there is a train to Nanjing, do you think it is possible?

Kailian: General Manager: In this regard, we We absolutely believe that your company will make the best choice, and we have our absolute support. But I also just spoke to our technical manager. I think it is necessary to make some confirmation on the quality problems caused by her shipping at sea.

Huajue: Sales Manager: Of course, please tell me!

Kailian: Technical Manager: During transportation, especially sea transportation, if rainwater is encountered, the floor will be damaged. We hope that your company will be responsible for problems such as color difference, expansion and contraction, etc. In other words, we hope that the quality of these solid wood floors will be fully qualified when they arrive at our company, provided there is no natural disaster.

Huajue: Sales Manager: Of course, we are absolutely responsible for ensuring its quality during transportation, but compared to solid wood floors, the transportation cost for this batch will be a large amount. I wonder if your company has any opinions?

Kailian: Action: Chen Lingling had a private conversation with the general manager and financial manager

Words: General manager: Our general manager and financial manager just now It was agreed that we would be solely responsible for paying for the reasonable costs of this shipment. I don’t know if this will satisfy your company.

Hua Jue: General Manager: Of course we are very happy with this, so I would like us to talk about the payment issue.

If your company can pay for all projects at once, we will provide considerable preferential measures.

Action: Signal to the Finance Manager

Finance Manager: We will start to make corresponding profit concessions on the prices of various floors, and relax the quality assurance period. For 1 million square meters of solid wood flooring, we will also give away cash coupons worth 100,000 yuan for corresponding products.

Kailian: Manager of the Finance Department: To be honest, our project will invest a considerable amount of money this time. Therefore, we cannot meet your company's requirements in terms of capital conversion, but we are necessary. To make you believe that our company is able to pay all your company's expenses, this is our company's annual external profit statement (send the report and explain it)

Therefore, our company decided to pay all the expenses including transportation costs in advance. 20/20. On the premise that all products are shipped in place and there are no quality problems, our company will repay all costs in three monthly installments and calculate the costs according to the highest interest rate in the market at that time. I wonder if your company can accept this request?

Hua Jue: Let’s discuss it together, and the technical manager and legal advisor will discuss it together! It will take about 1 minute

Technical Manager : We can meet this requirement, but according to the requirements of our legal advisor, this must be written clearly in the contract. All payments will be calculated at the highest interest rate, and if your company cannot repay all the payments after 3 months, it will be treated as a breach of contract. I don’t know. Is this acceptable to your company?

Kailian: The legal advisor will discuss this with the general manager and others.

Legal Counsel: After our discussion, we accept this request

Technical Department Manager: But we also have a request. I believe your company also knows that the maintenance and upkeep of solid wood floors is a very important issue. Strict problem, so we require unconditional return and exchange if color difference, deformation and other quality problems occur within six months after installation. Relevant personnel from your company will come to perform regular maintenance within two years of use by the owner. If possible, tell the owner the correct maintenance and usage knowledge and precautions, etc.

Huajue: Manager of the Technical Department: We accept unconditional returns and exchanges if there are quality problems such as color difference and deformation in the half-year series. However, the manpower consumed by regular maintenance is huge, and problems that arise in later maintenance will also For thousands of years, dealing with these problems will cause us considerable trouble, so we unanimously decided to change the free maintenance period to one year. After that, if we continue to maintain it, we will charge a certain fee accordingly.

Kailian: Technical Manager: We can accept this.

General Manager: So what other questions do you have?

Huajue: Let’s communicate privately for 5 seconds.

General Manager: We will remove all the problems at the moment. Apart from the price, I am very satisfied and there are no other problems.

Kailian: General Manager: Then let’s discuss the price issue again.

Huajue: Sales Manager: We know that your company is a very big customer for us. This is also our first cooperation. I believe that as long as you use our products, you will definitely We have a good understanding of our products and we are looking forward to the next cooperation, so the biggest discount we give is 42% off for all types of solid wood floors, including longan 250 yuan per square meter, noble series 96S16-oak 220 Yuan per square meter.

Kailian: General Manager: I believe that our company has quite a wide network of contacts in the real estate and even decoration fields. If this cooperation is successful, I will have a good understanding of your company's products without any accidents after use. , we can have long-term cooperation, and we will also cooperate with your company in the second phase of our upcoming project, and introduce some potential customers to your company, so our final highest price is 42% off for all types of solid wood floors, of which Longan is 230 yuan per square meter, and noble series 96S16-oak is 200 yuan per square meter.

I wonder what your company thinks?

Huajue: Manager of the Finance Department: I will privately find out the discounted prices of various floors and tell the general manager and others.

The general manager nodded slightly. .

General Manager: Ci: Although this price is the lowest price in our company’s history, we are willing to cooperate with your company! So this negotiation should be very smooth, although this is our first time This cooperation will not diminish the tacit understanding between us. I believe that your company will have more confidence in us after using our products!!

Kailian: General Manager: This is inevitable and I look forward to it. Our next cooperation!!!

Huajue: General Manager: Action: The legal advisor whispered in the general manager’s ear about the preparation of the contract,

General Manager: Just now Our legal advisor has prepared the contract. I wonder if your company would like to comment on the signing ceremony now?

Hua Jue: That’s good. We have no objection.

Hua Jue and the general manager of Kailian sat together, and the others stood behind. Both parties read the contents, signed and shook hands!

If you have more time, arrange for Kailian’s legal advisor to be there. Read the relevant contents of the contract before signing!

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