Company business negotiation plan template

Company business negotiation plan template

Purchase negotiation between Wal-Mart Huzhou Store and Zhoushengji, a century-old store in Huzhou.

I. Theme of the negotiations

1. Subject: Negotiations between Wal-Mart Huzhou Store and Huzhou Centennial Store.

2. Background: Huzhou is a land of plenty of snacks, such as Ding Lianfang's Melaleuca Cake, Chow Sang Kee Wonton, Chow Sang Kee Chicken Feet and Zongzi. Among them, Chow Sang Kee Chicken Claw, the first claw in the south of the Yangtze River, is the most famous, which is deeply loved by local people and given as a special product to relatives and friends. According to the demand of Huzhou consumers, Wal-Mart Huzhou Branch set up counters and Huzhou specialty gift counters, and purchased chicken feet from Chow Sang Kee.

Second, the composition of negotiators.

1. Chief negotiator: control the overall situation of the negotiation, supervise the negotiation procedures and grasp the negotiation process; Organize and coordinate the opinions of professionals and negotiation teams, decide important issues in the negotiation process, and have the power of leadership and decision-making; Report the negotiation work and sign the contract on behalf of the unit.

2. Business representatives: professional negotiators, who explain the purpose and conditions of their own negotiations, understand the purpose and conditions of the other side, and find out the differences and gaps between the two sides; Negotiate the details of business negotiation with the other party; Put forward the basic ideas of negotiation and financial analysis opinions to the chief representative; Amend the relevant provisions of the drafting negotiation instrument.

3. Legal representative: confirm the legal person status of the economic organization of the other party, supervise the negotiation within the scope permitted by law, check the legality, authenticity and integrity of the negotiation documents, and draft relevant legal documents.

4. Financial representative: check the price accounting, payment terms, payment methods, settlement currency and other financial related issues during the negotiation.

5. Technical representative: responsible for negotiations on production technology, food safety inspection, quality standards, product acceptance, technical services, etc., and may also be a technical consultant for price decision in negotiations.

6. Recorder: accurately, completely and timely record and sort out the negotiation contents.

Third, the negotiation objectives

1, price target: the market price of Chow Sang Kee's chicken feet is 24 yuan/kg, we expect the price to be 17 yuan/kg, and the reserve price is 22 yuan/kg; If the market price is one set in 2 yuan, we expect the price to be 1.5 yuan, and the bottom line price is 1.8 yuan; If the box is 12 PCs/box, the estimated price is the same as above.

2. Delivery target: We have high requirements for orders. After the order is issued, the supplier must deliver the goods according to the quantity on the order within 24 hours. If not, we must give a reply within 24 hours and we will place an order again.

3. Payment target: delivery in batches and payment in batches, and the amount paid in each batch is only a part of the total contract amount.

4. Quantity target: We buy in large quantities, and we can stipulate certain overflow and shortage clauses; Link quantity to price. It is divided into boxed and bulk quantity requirements to ensure the consistency of quantity per box, unit price and bulk.

5. Quality objective: All foods must be produced within 24 hours of the same day to ensure their freshness. Each chicken claw is in the form of vacuum packaging. The packaging should be marked with the anti-counterfeiting identification mark, production date, shelf life, manufacturer and other basic information, and chicken feet with similar size and weight should be selected for packaging, which is convenient for promotion by individual or box.

Four. Negotiation procedures and strategies

1, the order of negotiation topics

Pay close attention to the price and quantity of H commodities.

Social reaction of commodity quality

The quantity and price of commodities are moderately concerned about the quality of M-packaged commodities.

The society reflects that commodity packaging pays little attention to each other's ability.

Our price problem affects the quality of each other's goods, our product packaging affects the quantity of each other's goods, our product quality reacts on each other's society, and our product quantity affects the price of each other's goods.

2. Opening strategy

Scheme 1: Negotiating open strategy. Making a statement in a negotiated and affirmative language will make the other side feel good about us, facilitate the understanding of the negotiations between the two sides, and create a sense of "agreement", so that the two sides can start negotiations in a friendly and pleasant atmosphere. Because the two sides have no business contacts in the past, it is the first time to contact each other, hoping to have a good start. It is necessary to use more diplomatic etiquette language and neutral topics, so that the two sides can carry out in an atmosphere of equal cooperation. Attitude should be neither supercilious nor supercilious, calm without losing enthusiasm, confident but not arrogant, grasp the discretion and open the situation smoothly.

Option 2: the opening strategy when attacking. Create a low-key negotiation atmosphere, point out our advantages, let the other side feel trust, and let us take the initiative.

Quoting stage strategy

3. 1 Determination of quotation sequence

In the bidding timing strategy, the first bidding strategy is adopted. In the negotiation with equal or stronger bargaining power, the first quotation helps us to draw a baseline, and the final agreement is reached within this range, which also helps us to grasp the trading conditions.

3.2 Selection of quotation strategy

Using the price starting point strategy, we first put forward a price that is lower than our actual requirements as the starting point of the negotiation. In the negotiation process, we try to attract the seller by making profits, try to beat the similar competitors in price first, and then negotiate with the seller to force them to make concessions and achieve their own goals.

At the same time, according to the nature of customers, purchase quantity, transaction time, payment method and so on, different quotation strategies are adopted, especially for new customers, in order to open up new markets, appropriate concessions can be given.

3.3 Bargaining stage strategy

Using the skill of asking for directions by throwing stones, we deliberately put forward some hypothetical conditions, try to figure out each other's intentions through each other's reactions and answers, and seize the favorable opportunity to reach a deal.

Find out the real situation of the other party and get as much information as possible that is usually difficult to obtain, such as "What's your price if we double the quantity we buy?" "If we provide packing materials, what is your price?" "If we bear the transportation cost, what's your price?"

4. Design of concession scope

Make clear where your core interests lie, implement the strategy of taking retreat as progress, take a step back, take two steps back, make compensation in a roundabout way and make full use of your chips. As the buyer, we can make small incremental concessions to the seller. Although we are making concessions, we should let the other side know that the scope of our concessions is getting smaller and smaller. In terms of content, we can expand our purchasing power by ordering in bulk. Make it clear that they can reach a long-term partnership. In terms of payment method, installment payment can be changed to one-time settlement.

5. Overall negotiation strategy

I want Zhou Shengji to give me a discount on the price by adopting the strategy of bitter before sweet, but I guess if I don't make corresponding concessions on the quantity, it may be difficult for the other party to accept this request. In addition to the price, some harsh terms are also put forward as the blueprint for negotiations, such as the unit weight of chicken feet, transportation conditions, delivery date, payment terms and so on. In the process of bargaining these terms, it is intended to make the seller feel that we are willing to make concessions on many other trading terms and force the seller to make concessions on the price.

Advantages and disadvantages of verb (verb's abbreviation) negotiation

1, our strengths and weaknesses

Advantages and disadvantages of 1. 1:

Brand awareness is high, and entering Wal-Mart supermarket means the further promotion of brand credibility and reputation and the increase of sales. We don't charge kickbacks and entrance fees to suppliers. We work with suppliers to analyze the cost structure, help suppliers improve processes, improve quality, reduce labor costs, control inventory, and find effective ways to reduce costs.

Wal-Mart has abundant assets, and it is a large storage supermarket with assets exceeding $200 billion. It has a strong scale operation advantage, and pays attention to saving expenses, and is committed to reducing operating costs and making it more competitive. Provide reasonable space for important suppliers to place their goods, and also allow suppliers to design and arrange their own product display areas to create a more attractive and professional shopping environment.

1.2 Disadvantages:

Wal-Mart uses daily parity, profit-making sales and preferential commodities, and offers lower quotations to suppliers.

Advantages and disadvantages of the other side

2. 1 advantages

As a special snack in Huzhou, Chow Sang Kee's chicken feet are in short supply every day, and consumers speak highly of them.

2.2 shortcomings

There are only three Chow Sang Kee retail stores in Huzhou City, which only sell cooked food of the day, including chicken feet. As a special product, it is inconvenient and time-consuming to give gifts.

The traffic is inconvenient, and there is no parking lot in front of the store, which is not convenient for consumers to check in.

Specialty products are well-known only in Huzhou, but not well-known.

Business is not enough.

Macro-market environment analysis

Retail is a cruel industry. In the past 30 years, almost no industry has undergone such great changes as the retail industry, and every sales planning, pricing and promotion decision has been imitated by competitors. Nowadays, major vegetable markets are standardized and farmers are charged booth fees, which makes the vegetables of farmers in vegetable markets no longer cheap, and the business hours of vegetable markets are not as long as those of supermarkets, which can't meet the needs of urban white-collar workers who get off work late. The popularity of supermarkets has promoted the consumption level of citizens. With the establishment of major supermarkets, the market is gradually diversified, and the competitive pressure can be imagined.

Sixth, the negotiation time.

1, understand, choose the morning of the working day, during this time, you can clearly understand each other's production and work.

2. Negotiation: choose the end of the month or the beginning of next month. During this period, the company has generated the company's financial statements, which can control the company's financial indicators, facilitate the understanding of the company's financial situation, and help the other party understand our sales indicators and operating income indicators.

3. sign a contract to choose Friday's meal time, which happens to be the last time for a week's work. Considering that the other party is eager to finish the work and enjoy the weekend, it is beneficial to us.

Seven. Place of negotiation

1. Know and choose the place of origin of Zhou Shengji. Our staff consists of business representatives, technical representatives and recorders, mainly to understand each other's production capacity, safety and environmental monitoring, food freshness and so on.

2. Negotiation: choose our Wal-Mart special gift display counter and sales department, invite the other party to observe the sales gift display counter we set for the other party, and go to the sales department to learn about our sales situation, and send special business representatives, financial representatives, sales managers and recorders to receive it.

3. Signing a contract, choosing an antique hotel with beautiful environment and superior conditions, and cleverly arranging the meeting place to feel safe, comfortable and warm can not only show our warm and friendly sincere attitude, but also make the other party deeply thank us for our sincerity. Our staff consists of chief negotiator, business representative, legal representative and recorder.

VIII. Negotiate emergency plan

1. Tactics (if we have made concessions to the bottom line, but the other side is not satisfied, we insist on making more concessions): adopt the strategy of forcing the other side to make concessions or preventing the other side from attacking.

1. 1 Force the other side to make concessions:

Take advantage of competition. Making and using competition is always the most effective weapon and strategy to force the other side to make concessions in negotiations. We can invite all possible sellers, such as Zhou Shengji's biggest competitor and Zhu Boss, to discuss the terms of the transaction with them, and use the competition between sellers to create favorable conditions for ourselves and use the competition between sellers to benefit buyers. The specific methods include: inviting several manufacturers to participate in collective bargaining, negotiating favorable terms with one of them in front of all manufacturers, and forcing that manufacturer to accept new terms. Because in this case, the seller is under competitive pressure. If he doesn't agree to the new conditions and is afraid that the business will be taken away by others, he will have to bow to our wishes.

1.2 stop the opponent's attack strategy:

If, during the negotiation, the other side keeps attacking, edgy and aggressive, we can adopt fatigue tactics, aiming at making such negotiators tired and bored through several rounds of tug-of-war, thus gradually killing their spirit; At the same time, it also reversed our unfavorable position in the negotiations. When the opponent is exhausted and dizzy, we can turn from defensive to offensive and urge the other side to accept our terms. If we determine that the other party is more eager to reach an agreement than ourselves, then using fatigue tactics will be very effective.

2. Members (if the negotiating members determined by us cannot arrive on time for some reason, who will replace them; During the negotiation process, if someone is unwell or has an accident and cannot continue the negotiation, how can the people in the negotiation team work part-time with each other? )

Successful negotiation requires the collective wisdom of the team and the tacit cooperation of the members, and the cooperation and division of labor of each team is particularly important.

2. 1 The cooperation and division of labor between the main talk and the auxiliary talk, communicate with each other, keep the progress, control the overall situation, arrange personnel deployment, and solve emergencies in time.

2.2 "Front Desk" and "Backstage" cooperation and division of labor. The "front desk" refers to the person who directly participates in the negotiation, and the "background" refers to the person who puts forward suggestions and prepares materials and evidence for the front desk. There is something wrong with the "front desk", and the "background" will make it up.

2.3 Other cooperative division of labor, commercial personnel are selected for commercial terms, technical personnel are selected for technical terms, legal personnel are selected for legal terms, and financial personnel are selected for financial terms, so as not to cross as much as possible to achieve optimization.

Nine. Prepared information and documents

1, negotiating the enterprise's own situation

As the largest private employer in the United States and the largest chain retailer in the world, Wal-Mart has opened 7,899 stores in 65,438+06 countries, and more than 2 million employees and 200 million customers visit Wal-Mart every week, making it the most powerful retailer. From a small town to a regional hegemon, the United States has finally experienced a long road of internationalization. Supermarkets are characterized by parity every day, profit-making sales and special prices.

2. Negotiating opponent's situation

Chow Sang Ji is a well-known traditional snack bar in the south of the Yangtze River. Chicken feet with marinated sauce is known as "the first claw in the south of the Yangtze River" and has made a brand. It has successively won the honors of "Quality and Safe Food in Zhejiang Province", "National Green Catering Enterprise" and "National 100 Consumer Trust Units". The other party wants to use the Wal-Mart platform to open more markets.

3. Relevant information of negotiators

The negotiating team consists of six people. See the second point above for details. They have good qualities and abilities. Negotiators have high team consciousness, strong observation and judgment ability, flexible on-site control ability, ingenious language expression ability, high self-confidence, strong psychological endurance and pay attention to etiquette.

Negotiators in different departments can achieve the effect of complementary knowledge, harmonious personality and clear division of labor. The chief negotiator is cautious and requires comprehensive knowledge, decisive decision-making, strong management ability and a certain authoritative position.

4. Relevant information of competitors

Huzhou * * * has supermarkets such as Wu Mei, Tesco, Agriculture, Industry and Commerce, RT Mart, Spark and North Zhejiang next door. Among them, supermarkets in northern Zhejiang are the best, monopolizing Huzhou area. Zhejiang North Supermarket is a subsidiary of Zhejiang North Group, a well-known local enterprise in Huzhou, which has been rooted in Huzhou for the longest time. Each supermarket is the most prosperous area in the city and enjoys a good reputation in Huzhou people's hearts. Most Huzhou citizens have the consumption card of Zhebei Building. However, the consumption price of Zhebei Building is slightly higher than that of the same supermarket.

5. Relevant government policies and regulations.

The local government encourages the development of local specialty snacks to promote the development of local tourism. According to the provisions of the Procurement Law, the purchaser may agree on the specific conditions of the supplier according to the special requirements of the procurement project, but shall not treat or discriminate against the supplier with unreasonable conditions.

X. mock negotiation

(Simulate dialogue, such as how to use language to express statements and strategies)

We: "This counter is specially designed for your company. If you are not satisfied, we can negotiate to modify the layout. "

(Empathy, emphasizing the other person's "you" when talking about favorable conditions)

The other party: "Thank you for being so considerate."

Our side: "This counter is the most eye-catching and best-selling position after market research. We don't charge any admission fees at Wal-Mart. Do you think the admission fee can be lower? "

(with the help of a third party to ask questions, affect each other's judgment. Take a step back and take two steps forward. )

The other party: "If you can purchase more than 20%, we can consider reducing the unit price."

(using if condition+fuzzy statement)

Knowing that the reduced unit price of the other party is within our price target, the two sides signed a contract.