Business negotiation plan

First, the company background of both parties to the negotiation

(We: Hongyu Company; Party B: Qiongtian Hotel)

We (Party A):

Hongyu company is a real estate company with a good economic foundation, and now it needs to buy land in the city center for land development. Hongyu Company has prepared two purchase plans: First, Hongyu Company buys land in the suburb, the target market area of Qiongtian Hotel, and is responsible for building the hotel with the same original specifications as Qiongtian Hotel and relocating all the equipment, with a total cost of 7.8 million yuan. 2. Pay 7.8 million yuan directly to Qiongtian Hotel, and the others are not responsible. However, Qiongtian Hotel has had contact with many other land developers, and Hongyu Company is under great pressure.

Party B:

Qiongtian Hotel is a small hotel, located in the city center. Its operating level is low, and its target market is in the suburbs, so it is in trouble and has financial pressure. Qiongtian Hotel has low original value and small scale, but it is located in the city center with high land value. Moreover, Qiongtian Hotel has had contact with other land developers and has certain advantages in understanding the market conditions.

Second, the negotiation theme

Hongyu Company and Qiongtian Hotel about the land purchase of Qiongtian Hotel.

Third, the composition of the negotiating team.

Main talk: * * *

Decision maker: * * *

Technical consultant: * * *

Four. Analysis of the benefits, advantages and disadvantages of both parties

Our core interests:

1. Strive to acquire the land where Qiongtian Hotel is located at a price of about 7.8 million yuan.

2. Beat the competitors with the most reasonable conditions and reach a unified negotiation.

The interests of the other party:

1. Move to the target market area and continue the operation of the hotel.

2. Sell the hotel without lowering its original value.

Our advantages:

1, supported by economic conditions and stable economic foundation.

2. Positive coping strategies and negotiation with different schemes.

Our shortcomings:

1, there are many competitors.

2. The other party has a basic understanding of the market situation.

Advantages on the other hand:

1, have some knowledge of the market.

2. There are multiple partners to choose from.

Disadvantages on the other side:

1, financial pressure.

2. The original value of the hotel is low.

Verb (abbreviation for verb) negotiation goal

1, to achieve the purpose of cooperation. Strive to buy the land where Qiongtian Hotel is located.

2. The final negotiation price is less than 9.8 million yuan.

3. The other party puts forward a purchase plan, and we will carry it out.

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, which will lead the other side into a more harmonious negotiation atmosphere and create a mutually beneficial camp model.

Option 2: adopt an offensive opening strategy: create a low-key negotiation atmosphere and clearly point out the most favorable conditions for the other party when we quote.

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 one's core interests lie, implement the strategy of retreating for progress, take a step back or two, make circuitous compensation, make full use of one's chips, and make concessions at an appropriate time in exchange for other greater interests.

(4) Outstanding advantages: convince people by information, emphasize that we are responsible for the convenience brought to each other by building hotels with the same specifications, and at the same time, apply both soft and hard measures, implying that if the other party cannot reach an agreement with us, other real estate companies will not pay a higher price than ours.

(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 compromise and reconciliation strategy 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 cooperative relations in other aspects.

(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. Preparation of negotiation materials related legal materials:

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.

Basic information:

1, the basic information of the other hotel, such as area, land value per square meter, hotel development prospect, etc.

2. Basic information about our competitors.

3. The expected transaction price range of the other party.

4. Our specific purchase plan.

5. Our price range.

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 7.8 million.

Solution: negotiate the amount of the other party's offer and exchange the compromise strategy for other benefits.

2. The other party uses the strategy of limiting rights, claiming that the amount is limited and rejecting our offer.

Coping: Understand the authority of the other side, the "white face" argues vigorously, appropriately uses the strategy of creating the reins, and 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; XOR uses a transfer strategy.

3. The other side used the excuse of playing strategy and caught an important problem of ours.

Countermeasures: avoid unnecessary explanations, change the subject, point out the essence of the other party's strategy when necessary, and state that the other party's strategy affects the negotiation process.

-Liu Yang, Man Zi