Draft of simulated dialogue in business negotiation (2)

Draft of simulated dialogue in business negotiation 3

First of all, the negotiating parties

Party A: China Konka Group Chengdu Branch.

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

Second, the background

Ya 'an Hotel is going to replace the TV in every room with LCD TV. Five large suites need 55-inch LCD TVs, 30 medium-sized rooms need 42-inch LCD TVs, and 20 small business rooms need 32-inch LCD TVs. And its purchasing department is collecting information everywhere, carefully comparing and determining the more cost-effective TV.

XXX TV Group immediately sent the engineering department to negotiate with it, and Konka also made a detailed investigation and careful analysis of its competitors, and submitted a planning scheme with strong competitive advantages. However, due to an important meeting in our branch, we have to return to Chengdu within three days.

Third, the negotiation strategy adopted by both sides.

Party A: The strategy of quoting first by knowing yourself.

Party B: Sugar-coated shells delay time, find fault, and combine rigidity with softness, so they spread doubts.

Three. Details of the negotiations

Venue: xxxx conference room

Negotiation time: 20cc 10 10/month 15 (Thursday)

Specific negotiators: Party A: Engineering Manager-Marketing Manager of Romanian University-zhangyan.

Party B: Purchasing Manager Zhou Purchasing Assistant.

Fourth, the script

Scenario 1: Party B adopts the strategy of delaying time. (Party B said a lot of flattery first, which made the merchants sent by Konka get carried away gradually) —— June 65438+ 10/5, 2009, Thursday, 4 pm.

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

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

B (Assistant): Hello, welcome? Top ten charming cities? Ya 'an, one of them. Hard work on the road!

A (worker): No, no, it's so beautiful here!

B (Assistant): Our manager X has carefully read the product information you submitted, and he is very satisfied with your product. Thank you very much.

A (Market): Nothing to say, nothing to say, yes, yes! Haha? .

B (Assistant): Being able to purchase TVs of such a big brand as Konka has also improved our level to a certain extent. your products are also world-famous. I heard that Wen Jiabao made a special trip to Shenzhen Overseas Chinese Town to inspect your company.

A (worker): Hehe, this is the glory of our Konka Group, which also shows that our Konka products are leading in technology and guaranteed in quality.

B (Assistant): Your company not only produces excellent products, but also trains talents. I really admired it when I saw it today.

A (worker): Anyway, the company gave us opportunities and trained us. When will your manager XX come back?

B (Assistant): It is estimated that he will come back tomorrow afternoon. Do you want to go sightseeing?

B (Assistant): (Don't give each other a chance, say it at once) Isn't Ya 'an beautiful? It would be a pity if we didn't visit everywhere! How about being your guide and showing you around?

A (worker): Haha, yes, we 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 that I can arrange a specific travel itinerary for you, hehe.

(b) Set the negotiation date)

A (market): Oh, only a few days. Are you in a hurry to go back to the company next Monday? (Cover your mouth) (Time leaks)

(Assistant): That would be great. I'll help you arrange your travel itinerary and make sure you have a good time. Although our Ya 'an land is small, there are many scenic spots! How else can it be called a charming city? Let's take a closer look at her charm! Distract, disrupt the negotiation schedule and delay the time.

A (worker): Never mind, please.

(In this way, Party A took them to the hotel suite to have a rest, and in the next two days, they visited all the interesting places in Ya 'an. Party B has repeatedly said that there is still time to delay the negotiation when the manager is away. Soon, Monday will come, but because they have been eating, drinking and having fun, they are not ready for the negotiation.

(Sunday negotiation, Party B's manager appears, Sunday afternoon negotiation)

Scene 2:

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

B (manager): Hello! Hello!

B (Manager): Sorry, everyone is talking about approving projects recently. Please forgive me for not taking good care of you.

A (staff): Fortunately, your assistant is really a good tour guide. We had a good time. I wonder how manager x's project is going?

B (manager): It's still under investigation and comparison!

A (market): It won't be about the process of buying TV!

B (Manager): Exactly, Hisense and TCL both gave us their quotations, especially Changhong's price is very reasonable, hehe, so it is difficult to choose.

A (worker): Manager X, is your approach inappropriate? Leave us to talk about the project. We doubt your sincerity in cooperation.

B (manager): I can't help it They have agreed on the time for the negotiation in advance. It will take three days to negotiate back to Mianyang at the earliest. (Looking at the assistant) Didn't you make it clear to Konka? (tough attitude)

B (assistant): (sorry, silence, no answer)

A (Market): It is understandable to agree in advance! Manager x, let's get started.

B (manager): Really, I can't do anything well. I'm sorry. Okay! Let our assistant explain our purchase requirements first.

B (Assistant): We bought 30 42-inch LCD TVs and 20 32-inch LCD TVs this time. ***50 LCD TVs. They are all hung on the wall and are responsible for installation and debugging. (5) Deliberately underreporting, as the last chip)

B (Manager): After reading your product introduction, I think Konka's LC42DS60 series and LC32ES62 series are very good. I wonder how much you can quote.

(Party A's quotation sheet is inconsistent with the situation at this time because it considers five 55 TVs. )

A (Market): (Avoid answering) According to our investigation, your company also has five large suites, which also need to be equipped with LCD TVs. Why don't you join our negotiation?

B (Manager): (The plan failed, so I found another plan) Hehe, those five rooms are all large suites. We have already talked with Changhong, and feel that their 55-inch 876 is very good and the quotation is very reasonable. I intend to sign the contract tomorrow. (Put pressure on the other side)

A (Engineering): It seems that you haven't understood our products carefully. (Introduce the functions and technologies of 55-inch, 42-inch and 32-inch TVs in detail)

B (Assistant): Can the other party make an offer for the 55, 42 and 32 TVs you provided?

A (Quotes): We quote 9990 yuan/set for 55-inch 68 series, 4780 yuan/set for 42-inch 60 series and 2450 yuan/set for 32-inch 62 series, all of which are wall-mounted and responsible for installation and debugging.

B (Manager): Hehe, according to our understanding of similar products, your quotation can only be used as a reference, and it is difficult to be used as a basis for negotiation.

(party a didn't expect the other party to have such a good judgment on the price and be caught off guard, so it introduced the brand irrelevant. )

A (Engineering): (Highlight the brand value, link the brand with the hotel's grade, and attack competitors)

B (Manager): Do you know how many companies in China produce LCD TVs? Your quotation for 55-inch products is too high, and the prices of 42-inch and 32-inch products are not lower than those of other brands.

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

Now all the pressure is on Party A, so it's hard to get in and can't stop. )

(The engineering manager of Party A excused himself at the negotiation table and went to the toilet. )

(Party A's market is also pretending to find something, bowing its head and saying nothing, and the engineering manager will come back later. )

Party A (Engineering): When was this quotation made?

Party A (market): I booked it half a month ago.

Party A (Engineering): (smiling and explaining quickly) Just checked the expenses with the general manager. The original price was set half a month ago, which is based on the market price in September. Look, it's October. If you want to buy five 55-inch LCD TVs, we agree to give you a certain discount, but it depends on the specific quantity (mutual test cards).

Party B (Manager): If we want to use Konka TV in all rooms, how much discount can the other party give us? (Throw a stone to ask the way)

Party B (Assistant): I bought 5 55-inch 68 series LCD TVs, 30 42-inch 60 series LCD TVs and 20 32-inch 62 series LCD TVs from Konka. Can you give us 10 another month to adjust the price?

Party A (Market): After cost verification, we applied to the boss for a special price of the project, and we agreed to give your company a 5% discount on the basis of the previous quotation. If the other party thinks the price is high, they can choose other brands. (testing each other and returning the pressure to each other)

Party B (Manager): (Be firm and flexible, turn the situation around) Your price also exceeds our budget, so if you can give us a discount of 10%, we can sign the contract immediately.

Party B (Assistant): Give the drafted documents to the other party's marketing manager.

Party A (Project): (I took the document in my hand, read it twice, and the price was within the expectation, so I kept bargaining. ) The conditions for the other party's dismissal are too harsh. Changhong's 32-inch LCD TV can be bought at 22 10 yuan. Is it true that you're asking a wild price? (hard)

(Negotiations are deadlocked)

Party A (Market): In addition, we think Konka brand is world-famous, which can not only improve the quality of your hotel, but also bring higher service quality to the other party. Finally, the market price of 32 inches is around 2600 yuan. (hard)

Party B (Manager): Haha, it's really thoughtless. Don't be angry. That's 9.5% off for 32 inches, 30% off for 42 inches and 20% off for 55 inches. Sign the final offer, otherwise we will withdraw from the negotiation immediately. (ultimatum)

Party A and the other party discuss the calculation.

Party A (project manager): We agree. But the transportation cost needs to be paid by your company, and it must be in cash.

After Party B negotiates with the other party,

Party B (Manager): We have no objection.

Party A (Project Manager): Happy cooperation.

Party B (Assistant): Then please have a rest and sign the contract later.

Draft of simulated dialogue in business negotiation 4

Hua Jue is the main party in this negotiation, and Lian Kai is the guest party. This time, General Manager Lian Kai led important personnel to Xiamen, the headquarters of Huajue.

The two sides were seated, and General Manager Hua Jue introduced himself and related personnel.

General Manager Lian Kai introduced himself and related personnel.

Lian Kai: General Manager: Hello, Mr. Liu. We have seen the product scheme that your company gave us before. I think this plan is very good, especially the details.

General Manager: Mr. Chen, thank you for your recognition of our company. Then we will reach an agreement on the price, quality, transportation and payment of our products in this negotiation.

Lian Kai: (1) released the estimated renderings of villa Lian Kai project.

(2) General Manager: Well, Lian Kai Co., Ltd. has decided to develop an ecological community in Nanjing with a total investment of 4.5 billion yuan. this is

The eco-community project is located in the eco-city of Nanjing Olympic Sports Center, occupying three adjacent plots of the eco-city with an estimated total construction area of 360,000 square meters. There are about 450 high-rise apartments developed in the first phase, which are expected to open in the second half of this year, and the whole project will be completed in 20 14.

Our company will be solely responsible for the construction and decoration of 200 villas. What is the concept of its design and installation? Man and natural society? Combined with the United States, the project villa will live by the water so that people can live in harmony? Bridges, running water, people? Atmosphere. Then what you have in your hand is our company's estimate of this project.

Therefore, our company is expected to initially purchase 2.5 million square meters of various solid wood floors from your company. I hope your company will provide high-quality solid wood flooring materials and reasonable prices.

Hua Jue:

Word: General Manager: I believe that your company has had a certain understanding of our company before. Huajue David Wood Industry Co., Ltd., formerly known as Shanghai Huajue Floor Co., Ltd., is the largest solid wood flooring manufacturer in China, and its product quality and after-sales service have been widely recognized by social professionals.

Now our sales manager will briefly introduce our products to you.

David's sales manager sent some information about solid wood flooring.

Sales Manager: Our solid wood flooring is made of natural wood and processed from the same tree species. Because it uses natural materials, it always keeps its

Natural color, no pollution, not easy to vacuum, is a veritable green building materials products.

Advantages: natural wood is used as raw material, which will not cause pollution, is not easy to vacuum, has natural wood grain and texture, and gives people a sense of warmth and walking.

Good, easy to match with all kinds of furniture decoration.

Disadvantages: poor durability to moisture and sunlight. Moisture makes natural wood swell, but it will shrink after drying, resulting in cracks and even warping.

Need to wax regularly.

Then the manager of our finance department will introduce you to the specific prices of all kinds of solid wood floors.

Manager of Finance Department: The first quotation of nature solid wood flooring: (quotation content)?

Lian Kai: General Manager: Your quotation is really unacceptable to us. I believe that since you are sitting here, you are very sincere in cooperation. So I hope your company will show some sincerity and avoid these errors on the books.

Hua Jue: General Manager: Then if you have any comments on the price, we will accept them with an open mind.

Lian Kai: (The general manager whispers to the finance manager and others)

General Manager: In brief, we will give you a 30% discount on all kinds of solid wood flooring. Among them, the natural solid wood floor longan needs 150 yuan per square meter.

Hua Jue: General Manager: This price is unprecedented and we can't accept it. I believe your company also understands the current market of solid wood flooring, which is the latest future price trend of solid wood flooring.

sales manager

At present, the domestic market has gradually stabilized and the property market has become active. With the promotion of economic stimulus policy, I think the market demand of solid wood flooring will increase steadily this year and next, and the price may fluctuate slightly, and the overall trend is steady and rising.

Read it (one, two, three, four, and above)

(And emphasize the advantages of your company's flooring again. If possible, come up with some achievements (materials) that your company has done before.

These are some cases that our company has done before to decorate solid wood floors. I just want to emphasize to your company that our products have absolute quality assurance and advantages. Our solid wood flooring is unmatched by other companies! !

Lian Kai: Sales Manager: We chose your company, which affirmed your ability and product quality to some extent. To tell the truth, before this, we made a detailed understanding of all well-known flooring brands, and we were very happy. Your company's natural solid wood flooring has a place in the flooring industry in China and even the world. (Hua Jue: Nod your head appropriately to express your thanks)

However, as we all know, solid wood flooring is natural wood, which is directly processed by equipment without any treatment. Its biggest feature is natural comfort. However, it has obvious shortcomings (1), requires high drying, and is not suitable for use in places with large humidity changes, otherwise it will easily swell and shrink; (2) Fear of corrosion and burns by chemicals such as acid and alkali. In a popular phrase, she is like a delicate girl who needs our constant care. To tell the truth, we chose your company this time because we value your company's solid wood flooring, which is made of natural materials and superior to nature. It is in line with our design and decoration concept this time. As far as we know, your company's main product at present is solid wood flooring, but I believe it must have spent a lot of manpower and money on the maintenance of solid wood flooring. I believe that our company's huge purchase can greatly reduce your troubles.

I believe that small profits but quick turnover will benefit you everywhere. Why not consider it?

Hua Jue: Manager of Finance Department: Your words are very reasonable, but your company is our big customer. Then, what is the highest price your company can accept?

Lian Kai: Finance Manager: I believe we gave you the highest price from the beginning. Of course, we can also make appropriate concessions, so that all our products will be 3.5 fold, but the highest price of longan can only be per square meter 180 yuan.

Hua Jue: General Manager: We can't accept this price, but you can't do business at this price anywhere!

Lian Kai: Legal Counsel: As far as we know, your long-term customer Megalin Decoration Company in Shanghai just declared bankruptcy this year. Can it be said that this will probably have a certain impact on your company's profits and even operations? Then why not lower the price and seek big customers like us as long-term partners at this time?

Hua Jue: Legal Counsel: Megalin Company is our former customer, but our company has a wide business scope and abundant funds. At present, the stock market output is above 10 yuan. I believe its bankruptcy has not brought us any impact!

Hua Jue: General Manager: I'd like to know about your company's purchasing quantity of all kinds of solid wood flooring.

Lian Kai: Sales Manager: Word: At present, we don't have the exact purchasing figures of various solid wood floors, but the preliminary plan is: longan is not less than 6,543.8+0,000 square meters,-noble product series 96S 16- oak is about 800,000 square meters, and natural solid wood floors are about 500,000 square meters in other months. In addition, we will increase the purchase of music according to quality, price and consumer satisfaction in the later period.

Hua Jue: Action (private discussion): general manager.

Word: According to your company's specific purchase situation, our preferential price is 60% off all kinds of solid wood floors, including longan 300 yuan per square meter, noble product series 96S 16- oak 260 yuan per square meter.

Manager of Finance Department: The computer calculates the discount price of all kinds of solid wood floors. Make a second offer.

Manager of Finance Department: Word: According to the discount price:

Lian Kai: General Manager: We are not satisfied with this price. If possible, our highest price can only be 60% off.

Action: 3 seconds of silence,

Hua Jue, General Manager: Well, since we can't agree on the price for the time being, let's put this issue on hold. Let's take a look at your views on product quality first.

Well, speaking of service quality, I'd like to have a look at the customer satisfaction survey made by our natural solid wood flooring online.

Sales Manager: Send out two satisfaction forms of natural solid wood flooring consumption survey.

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

Lian Kai: General Manager: It can be said that we are very satisfied with this questionnaire. I believe we still recognize the quality of your products. But as you know, the scale of our project is unprecedented, and in order to cater to the 20 14 Nanjing Youth Olympic Games, we will be very strict in details. This detailed demand table of solid wood flooring will be explained by our technical manager and everyone. (released)

Manager of Technical Department: Explain the above categories and explain some of them. Other areas pass by, and you can't look at them as you like, with a little spoken English.

Hua Jue: Action: The manager of the technical department and the general manager look at the watch for about one minute and discuss it.

General Manager of Technology Department:

I believe that this technology requires the company to be fully capable of completing it, and I believe that we will give you a satisfactory finished floor decoration. But in this way, the inspection will definitely cost some manpower and material resources. We hope you can relax the delivery period. what do you think?

Lian Kai: The manager and general manager of the technical department whispered a few words underground.

Technical Manager: Of course! !

Lian Kai: General Manager: Everyone has reached a consensus on this issue, so we can further discuss the transportation and payment issues below. what do you think?

Hua Jue: Sales Manager: I think this is a single-line transportation, and the route is from Xiamen to Nanjing. I think we can use container water transportation combined with train transportation. Some Xiamen to Shanghai use water containers, and now there are trains to Nanjing. Do you think it's possible?

Lian Kai: General Manager: We absolutely believe that your company will make the best choice in this respect, and we absolutely support it. But I just talked to our technical manager. I think it is necessary to confirm the quality problems caused by her maritime transportation.

Hua Jue: Sales Manager: Sure, please go ahead!

Lian Kai: Manager of Technical Department: We hope that your company will be responsible for the floor color difference, expansion and contraction caused by rain during transportation, especially during sea transportation. In other words, we hope that when these solid wood floors arrive at our company, the quality will be completely qualified, and there will be no natural disasters and hunger.

Hua Jue: Sales Manager: Of course, we absolutely have the responsibility to ensure its quality during transportation, but compared with solid wood flooring, the transportation cost will be much higher. I wonder if your company has any opinions?

Lian Kai: Action: Chen Lingling talked privately with the general manager and the financial manager.

Word: General Manager: Just now, our general manager and financial manager unanimously agreed that we will pay the reasonable expenses of this transportation in full. I wonder if this will satisfy your company.

Hua Jue: General Manager: Of course, we are very happy about it. Then I think we should talk about the payment.

If your company can pay all the items at one time, we will give you considerable preferential measures.

Action: signal the manager of the finance department by hand.

Manager of Finance Department: We will start to make corresponding concessions on the prices of all floors and relax the warranty period. We will also give cash coupons for the corresponding products with a value of 6,543,800+0,000 yuan for the purchase of solid wood flooring with an area of 6,543,800 square meters.

Lian Kai: Finance Manager: To tell you the truth, this project will cost us a lot of money. Therefore, at present, we can't meet your requirements in capital conversion, but we need to convince you that our company has the ability to pay all your expenses. This is our company's annual foreign profit report (report and explanation).

So our company decided to pay 20% of all transportation expenses in advance. On the premise that all products are transported in place and there are no quality problems, our company will repay all expenses within three months, and calculate the expenses according to the highest market interest rate at that time. I wonder if you can accept this request?

Hua Jue: Let's discuss it together, and then the technical manager and legal adviser will discuss it together! The time is about 1 minute.

Manager of technical department: We can meet this requirement, but according to the requirement of our legal adviser, it must be clearly stipulated in the contract that all the money is calculated at the highest interest rate. If your company cannot repay all the money after three months, it will be liquidated. I wonder if your company can accept it?

Lian Kai: The legal adviser has discussed it with the general manager and others.

Legal Counsel: After our discussion, we accept this request.

Manager of technical department: But we also have a request. I believe your company also knows that the maintenance of solid wood flooring is a very strict problem. Therefore, we require that quality problems such as color difference and deformation occur within six months after installation, and we should return them unconditionally. Within two years after the owner uses it, the relevant personnel of your company will come to the door for regular maintenance. If possible, tell the owner the correct maintenance knowledge and precautions.

Hua Jue: Manager of Technical Department: We accept unconditional return for quality problems such as color difference and deformation in half a year, but the manpower consumed by routine maintenance is huge, and the problem of later maintenance will be millions of years. The handling of these problems will bring us considerable trouble, so we unanimously decided to change the free maintenance period to one year, and then we will charge a certain fee if we continue to maintain it.

Lian Kai: Manager of Technical Department: We can accept it.

General Manager: So do you have any other questions?

Hua Jue: We talked privately for five seconds.

General manager: At present, everything is satisfactory except the price, and there are no other problems.

Lian Kai: General Manager: Then let's discuss the price again.

Sales Manager: We know that your company is a considerable customer for us. This is our first cooperation. I believe that as long as you use our products, you will have a good understanding of our products, and we look forward to the next cooperation. Therefore, the biggest profit we give is 4.8% discount on all kinds of solid wood floors, including longan and 250 yuan per square meter, and noble product series 96S 16- oak and 220 yuan per square meter.

Lian Kai: General Manager: I believe our company has extensive contacts in the fields of real estate and even decoration. If this cooperation is successful, we will have a good understanding of your products after using it. We can cooperate for a long time, and we will also cooperate with your company in the second phase of our upcoming project and introduce some potential customers to your company. Therefore, our final highest price is 4.2% discount on all kinds of solid wood flooring, including longan and 230 yuan per square meter, and noble product series 96S65433. I wonder what your company thinks?

Hua Jue: Manager of Finance Department: I know the discount price of each floor privately and tell the general manager and others.

The general manager nodded slightly.

General Manager: Words: Although this price is the lowest in our company's history, we are willing to cooperate with your company! So this negotiation should be smooth. Although this is our first cooperation, it does not affect the tacit understanding between us. I believe your company will have more confidence in us after using our products! !

Lian Kai: General Manager: This is inevitable. I look forward to our next cooperation! ! !

Hua Jue: General Manager: Action: The legal adviser whispered something about preparing the contract in the general manager's ear.

General Manager: Our legal adviser has just prepared the contract. What do you think if we prepare for the signing ceremony now?

Hua Jue: That's good. We don't have any complaints.

Hua Jue and the general manager of Lian Kai are sitting together, while others are standing behind. The two sides look at the contents and sign and shake hands!

If you have more time, please arrange for Lian Kai's legal adviser to read the relevant contents of the contract before signing it!

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