Master Kong negotiates with Carrefour.

Master Kong's negotiation plan of returning to Carrefour 1. Due to cost reasons, on June 5438+065438+1 October1this year, our company "Master Kong" announced the price increase of its "classic bag noodle series", and the retail price of each package was raised from 2 yuan to 2.2 yuan, with an increase of 10%. However, between our company "Master Kong" and Carrefour, In order not to hinder the friendly cooperation between our company and Carrefour, after consultation, our company decided to return our "Master Kong" instant noodles to Carrefour to properly solve this problem. Our company will send representatives to hold formal talks in xx Hotel on XX. Second, the theme of the negotiation is to solve the problem of returning Master Kong's instant noodles to the shelves, safeguard the company's reputation and the long-term cooperative relationship between the two sides, and push the cooperation between the two sides to a new height. Iii. Composition of the negotiating team: xxx technical personnel: xxx financial personnel: xxx legal personnel: xxx translator: xxx recorder: xxx IV. Analysis of the interests and advantages and disadvantages of both parties (I) Our interests: 1, maintaining the reputation of the enterprise, 2. Maintaining the long-term cooperative relationship between the two parties, 3. Reducing the loss of this incident (II) The interests of the other party: 1. Maintain a long-term cooperative relationship between the two parties; 2. Maintain a long-term cooperative relationship between the two parties; 3. Ask us to return the original price (3) Analysis of our advantages and disadvantages: our advantages: 1. Our company has a long history of development and high brand awareness. Our company occupies a leading position in the market. At present, there are 165 assembly lines in China, and it is expected that 32 will be added before the end of this year. The data shows that it has occupied the position of the leader in the instant noodle market for many years; Our company has abundant assets with a total investment of $2 billion. We have set up production bases in more than 40 cities in China, with nearly 40,000 employees and a total turnover of US$ 2.4 billion. 4. The market share of instant noodles in our company is as high as 43.3%, which is three times that of the secondary industry, and the sales volume exceeds 8 1 100 million packets, ranking among the best in the mainland food industry. 5. Our company adheres to the spirit of "giving back to the society and sustainable management", and the charity involves all aspects of public welfare undertakings such as sports, basic education, medical care, helping the disabled, disaster relief, poverty alleviation and cross-strait cultural exchanges. In the future, we will continue to promote cross-strait economic, cultural and public welfare exchanges through the "Ding Xin (Master Kong) Cultural and Educational Foundation", and strengthen industry self-discipline by initiating the establishment of domestic instant noodle enterprise associations, boosting the industry environment and developing the industry. Our weakness: 1. The other party is a strong supplier industry, and losing this partner is not good for us. 2. Failure to deliver the goods on time as agreed in the contract. We can't bear the loss of corporate reputation. (4) Analysis of the advantages and disadvantages of the other side: the advantages of the other side: 1, with a long history of development. 2, one-stop shopping, convenient for customers. 3. A well-known chain business model. Disadvantages of the other party: 1 Our company occupies a leading position in the food industry and enjoys a high reputation. We won't let our company put instant noodles on the shelves, so the other company will lose many consumers who are loyal to Master Kong's instant noodles and lose more benefits. Our long-term supply of instant noodles to Carrefour will also bring great benefits to each other. Not accepting Master Kong's instant noodles on the shelves will only make Carrefour lose interest. 3, don't let our company's instant noodles on the shelves, will be bad for cooperation. V. Negotiation Objectives Strategic objectives: To restore our instant noodles to the shelves with minimal loss, and to maintain our reputation and long-term cooperative relationship. Cause analysis: 1. We attach importance to corporate reputation and have a long-term development in the market.

2. The other party is a strong supplier in the industry, and we attach importance to strong cooperation with the other party. We want to avoid aggravating the loss as much as possible. Maximum goal: 1. Minimize losses in a reasonable way. 2. Maintain the bottom line of other cooperation agreements: 1. Maintain corporate reputation. 2. Give certain preferential policies, such as price and supply.

3. Maintain long-term cooperation. Negotiation procedures and specific strategies (1) Introduction: According to the existing information and situation, we decided to maintain the negotiation in a harmonious and friendly atmosphere. Option 1:

Peace begins: first, analyze the background of this dispute and emphasize the losses brought to both sides. Everyone should settle disputes as soon as possible, resume cooperation quickly and gain their own interests. Option 2:

Difficult start: Emphasize that this incident is force majeure, and that we have tried our best to reduce losses. I hope that the other party will focus on the overall situation of cooperation and not struggle for short-term interests. (2) Mid-term negotiations:

The quotations of both parties are as follows:

Propose that the other party quote first, and quote against the other party. Our offer:

1, willing to provide a small amount of symbolic benefits to the other party as a sign of sincerity, and will not accept the large amount proposed by the other party.

2. Give due consideration to other policies.

Reason for quotation: 1. Opposing the price increase is force majeure. We have tried our best to reduce the losses of both sides. 3. Pay attention to the cooperative relationship between the two sides. (3) Consultation stage:

Our basic principles for the amount of interest are:

1, don't make unnecessary concessions, but reflect the absolute value of concessions to yourself, and also look at the concession strategy to the other side, that is, how to make concessions and how the other side can win concessions. 2. Give concessions to the blade, make them just right, and make smaller concessions to give each other greater satisfaction. 3. Try to make concessions on important issues, and on less important issues, you can consider making concessions first according to the needs of the situation. It is not easy to negotiate repeatedly every concession, let the other side decide our concession, and cherish the concession already made. The negotiation method we follow is mutual concession:

At the beginning, we insisted on the bottom line interests, did not make stubborn concessions on a certain issue, focused on the overall situation, distinguished the relationship between strength and weakness, and compensated each other flexibly in other aspects. 1. When our negotiators made concessions, we made it clear to each other that the concessions we made violated the company's policies or the instructions of the company's directors. Therefore, we only agree to individual concessions, that is, the other party must repay something on a certain issue before going back to have an explanation. 2. directly link our concessions with those of the other side. It shows that we can make this concession. As long as we can reach an agreement on asking the other side to make concessions, everything will be solved. 1. Negotiate the interest amount proposed by the other party. Option 1: When the concession of the other party is gradual, the basic attitude is friendly and patient. When the initial amount hovered at a high level, we repeatedly stressed that there was no major fault and no reasonable loss in this dispute. Option 2: the price range of the other party is very small at first, and then it becomes larger.

Basic attitude: calm, calm

Specific response: argue with it, but don't be impetuous and angry. If necessary, use techniques such as intermission to alleviate it to some extent in order to change the situation.

Basic attitude: resolute

Specific response: If the other party greatly reduces the compensation amount, it will be difficult, so it is necessary to be appropriate and resolute, take advantage of its own advantages as a supplier, and ask the other party to reduce its interest requirements. 2. Negotiate with the other party for the requirement of early delivery.

We believe that:

1. Since the prices of flour, palm oil, starch and seasoning materials, the main raw materials of instant noodles, have risen 15%- 100%, and the operating costs have risen, our company Master Kong instant noodles have to raise prices. Please forgive us. The other party may investigate the relevant means of production and ask a notary or technical personnel to notarize. We cooperate with other manufacturers in the market at the same time, so this dispute is not only between two companies. Orders from other manufacturers are also being arranged, and we are not hostile, just raising prices for each other. According to our negotiation principle, we can take appropriate emergency measures, that is, reduce the surface weight in the production process and reduce the loss of the other party. (4) In the closing stage, the main items have been basically determined, and the negotiations are drawing to a close. Therefore, we can make the final symbolic concession in time to show the sincerity of cooperation, but we must grasp the scale of concession, take into account the position of the other party as the main negotiator, and not make too many concessions to give the other party the feeling of "still profitable" and return to the second stage of negotiations. Don't forget the final profit and ask the other party to give us the corresponding discount in time. Pay attention to the integrity and rationality of the agreement to avoid complication. (V) Place of negotiation: The negotiation will be arranged in Room xx of xx Hotel. Prepare negotiation conditions 1. Ask each other what they want in a friendly way. If the other party's requirements don't meet the requirements, we will also tell them firmly that we can't agree to the conditions put forward by the other party. 2. If the other party's conditions are reasonable and within our consideration, then our company can consider agreeing to the other party's requirements and making concessions. As the leader of instant noodle industry, our sales volume ranks first in the market. Presumably, the other company also knows that if the other company loses our instant noodles, it will also lose many customers and reduce the interests of the other party. Please seriously consider the other company and hope to continue friendly cooperation in the future to achieve a win-win goal. 4. Collect and sort out the relevant laws and regulations that are beneficial to our company, without giving the other party a chance to seize the handle. 8. Make an emergency plan. If the other party decides to negotiate in an extremely tough and harsh atmosphere at the beginning of the negotiation because of huge losses, it should relax the atmosphere by reviewing the friendly cooperation between the two sides, and at the same time imply the importance of this cooperation between the two sides.

If during the negotiation, the other party insists that instant noodles are not force majeure and gives examples that have been judged as force majeure, we also need to give legal examples that have been judged as force majeure, and emphasize that we are the only three fabric manufacturers, which is basically incomparable with ordinary cases.

If, during the negotiation, the other party repeatedly points out the huge losses he has suffered and tries to transfer this pressure to us, we need to make appropriate concessions with an understanding attitude first, and then point out that there is no necessary connection between different commercial contracts, and we should not transfer the pressure by solving the problem on the basis of facts.

If the other party thinks that we have violated the requirements of the contract now, so we ask for further compensation, we can say that it is because the other party first asked our company to take the instant noodles off the shelf, so we entered another set of cooperation procedures, and the original agreement naturally became invalid.

If during the negotiation, the other party insists that it has suffered heavy losses and demands huge compensation from us, because we are far away from the negotiation, we can ask the company's senior management for instructions in time after making appropriate concessions, and take the opportunity to suspend the negotiation and stabilize the mood of both parties. Representative of Carrefour Company of Master Kong Company: (signature) Representative: (signature) XX year, X month, X day