商务谈判策划书英文版

1、First, the negotiation of the two sides of the company background:1, our company analysisKaemi Electric Co., Ltd. was established in 1994. The company is mainly engaged in the design and implementation of system integration scheme, network cabling, engineering construction, software development, tec

2、hnical training, equipment maintenance.The company has a well-equipped office conditions and favorable working environment, office area of nearly 500 square meters. The existing staff of 60 people,Management consists of experienced IT elite and professional management talent,Technical backbone of th

3、e team graduated from the famous universities in the country,90% of employees have college, bachelor degree or above.Company under the marketing department, the Ministry of Commerce, system integration and monitoring business department, technical service department, engineering department, finance

4、department, administrative office business, the Department of management, has a group of computer science, communications professional and technical personnel, has formed a quality team. The company since its inception has been the use of high technology and good local service colleagues in the comp

5、uter and all sectors of the user to provide comprehensive solutions and perfect technical support. The company to the industry users provide comprehensive touch system solutions and software programming and touch touch technology support has made a good reputation, the company in Guangxi touch marke

6、t share reached more than 90%. System Integration Department of the company is a comprehensive, excellent service team of professionals, have a solid strength and rich experience, according to your request for information network project management, providing complete system design, application deve

7、lopment, project implementation and IT maintenance.Over the years, the company is committed to the enterprise computer information systems and with the supporting network construction, has a wealth of system design and software development experience. Microsoft，AT&T certification engineer and a tech

8、nology masterly professional design and construction team, computer system integration, product development, technical services as a whole, the securities companies, the construction of large and medium-sized enterprise internal network to the intelligent building from software system integrated int

9、o the client application software development, from LAN scheme toTnternet/Tnternet programme. To provide users with a variety of network communications, large-scale database, application software development and computer engineering, such as a full range of computer system design, the overall soluti

10、on and advisory services. As the outstanding system integrators, the company through implementation of strict and scientific integrated management measures, combined with oriented object method of system engineering and advanced component technology, so as to shorten the work cycle, enhance the reli

11、ability of the system operation, extendibility and reusability. In order to provide the best computer system as a whole solution. In the course of business we always adhere to the to the user as the center, in order to benefit from the quality. In the company will be the spirit is carried out in the

12、 round, continue to strengthen staff to the user as the center, to meet customer needs and exceed customer expectations consciousness, in a more rigorous style, more responsible attitude, a more professional skills, to standardize the operation process and can be traced back to the work record, more

13、 thoughtful meticulous service to the implementation of each work. Companies focus on people-oriented enterprise culture construction, combined with the interests of the company and employees, community of destiny, the implementation of various insurance and labor insurance welfare measures, realize

14、 the synchronous growth of the employees and the company, give full play to the talents and potential of the staff, pay attention to employee job satisfaction and a sense of achievement, is our long-term strategic measures. The company regularly carry out various business training and rich and color

15、ful extracurricular activities. The system is flexible and full of vigor and vitality, attracted a large number of high level professionals. Review the past, nine years of ups and downs for achievement of our many, we feel gratified. Looking to the future, we are full of confidence. Liqiange will wi

16、th more excellent products and perfect service market contribution to society, return the user from all walks of life in Guangxi, for rejuvenating the country through science and technology, industry serve the country career goals and continue to move forward. Liqiange, you will get more to the trus

17、t of electronic products.2, the other side of the company analysis: Kodak technology Co., Ltd., the company was established in 2000, is a company with R & D and production of high-quality products, Kodak technology Co., Ltd. mainly to MP4,MP5series digital products mainly, under the efforts of leade

18、rs and staff of the Kodak in China enjoy a high reputation, with the development of Kodak Electronics Co., Ltd. Company is more and more by consumers welcome, MP4,MP5, not only in appearance by the consumer favorite and research in science and technology has also been recognized by consumers, Kodak

19、technology Co., Ltd by foreign attention. In recent years, the products have been exported to the country and abroad, such as Canada, Korea, Russia and other countries. Since the company since its establishment, Kodak has been to concentrate, dedicated, professional as the enterprise conviction, is

20、committed to to lead the MP4,MP5digital products, a new generation technology. The company has a strong R & D team and advanced technology and equipment, with a high starting point of technology and product positioning, accurate market positioning, strong innovation, continued to maintain a rapid gr

21、owth and development trend. We always at a faster speed do better products, and strive for greater resources into the research of technology products, with better products and services the user returns. In todays increasingly competitive technology, Kodak will continue to increase investment in tech

22、nology research and development and development of the system establishment. In order to product quality, improve one percent we are willing to pay a 100 percent effort. Especially in the use of raw materials, we always adhere to the best raw materials used, can reflect our world-class products vyin

23、g for the confidence and determination. Facing the new century, Kodak will own mission summarized four heavy, heavy quality, product quality is enterprises life; service: people-oriented service concept is foundation of the enterprise; talent, talent development strategy as the center to the sustain

24、able development of enterprises; Technology: only technical innovation for the development of enterprises to provide infinite power. In the past 20 years, the company does not because of what she has achieved success and proud, because of our success is the result of the full support of the vast num

25、ber of customers and friends from all walks of life and trust. Therefore, we express our heartfelt thanks! At the beginning of the new year, looking to the future, in the upcoming year 2017, Kodak will with more quality products and services, more focus on the attitude of consumers return, the good

26、intentions of products, and strive to improve the service, and strive to national industry to flourish further!Two, the theme of the negotiations:1, distribution mp4,mp5 two digital electronic products, in accordance with the different models of different prices and the number of the number of price

27、s to develop, in addition to the discount issue.2, mp4,mp5 two kinds of digital electronic products of the settlement time and settlement methods.3, the payment of the deposit and the compensation for breach of contract.Three, negotiation goal:(1) to our companys most favorable conditions for the di

28、stribution of 4,5 two digital electronic products: the price is reasonable, the distribution of the mp4,mp5 two models of digital electronic products in line with the needs of consumers.Four, the composition of the negotiating team:The main talk about people: Jin Beibei companies negotiate plenipote

29、ntiary; decision: Li Qian decision makers for company issues; technical adviser:Bo Wen company responsible personnel; Legal Advisor: Shen zhe companys legal counsel;Five, the analysis of the advantages and disadvantages of the negotiations:(a) the advantages of our analysis:1.75 national well-known

30、distributor ranked No. 30, 2004 in Guangxi Nanning reputation UNPROFOR gold units 11, Guangxi Shou contract re credit enterprises, good reputation, strength and products to consumers is very attractive, large consumer market demand. 2, acting as the distributor, freedom of choice in large. Our compa

31、ny as a number of digital electronic products distributor, agent distribution whose products, the choice is in our hands. (b), its disadvantages: Our as digital electronic products distributor, in Nanning market, more than the strength of the company and my company competition, relatively well-known

32、 strength of digital electronic products distributor is Nanning Jing Jia Technology Co., Ltd., Nanning Jing Jia Technology Co., Ltd. and so on.(c), its staff analysis; 1.Insight is strong, look at problems in a relatively calm, good at the art of communication and negotiation, the negotiations main

33、rival, and a key figure. 2.Pay attention to the details, cheerful, my company, one of the central figure, have strong sales experience. 3. The work of a conscientious and responsible, strong logical analysis ability, have higher quality of financial management. 4. Delicate thoughts, familiar with th

34、e domestic and foreign relevant legal procedures, is conducive to the specification of the two parties of the contract signed. 5. Comprehensive ability, outgoing personality, doing things calm. Strong ability in public relations.(d) analysis of the advantages of the other party: 1, Kodak Technology

35、Co. Ltd., founded in January 2000, is a mp4 series Walkman R & D and production of high-quality oriented high-tech enterprises, is currently one of the few independent R & D capability has mp4 companies. After the rapid development of more than a year, a family of mp4 are more and more consumers to

36、understand, accept, acceptance and love, products have been exported to Japan, Sweden, Hongkong and other countries and regions. In the year 2004 micro computer mp4 products in the selection, a E2 gain mp4 player three recommended award is one of the only domestic professional also awarded 4 product

37、s won several highly professional media and related awards, the family a brand is also named peoples Daily ten Chinese consumers satisfied with the brand! 2, took the lead in the domestic use of SIGMATEL3520, Philips PNX0102 top decoding chip, and KDS crystal,TDK high precision resistance capacitanc

38、e, AVX tantalum capacitors, GE Plastic international first-class elements as the raw material of the products. 3, the company has a strong R & D team and advanced technology and equipment, to a high starting point of technology and product positioning, accurate market positioning, strong innovation,

39、 continued to maintain a rapid growth and development trend. (e), the other side of the disadvantage analysis 1, fierce competition from domestic and foreign mp4,mp5 brand. Newman, apple, blue devils, Haier, Philips, and other well-known domestic brands are in competition with. China is a large coun

40、try with a population of 1.3 billion, the final consumers and potential consumers with strong attraction, domestic and foreign well-known brand names numerous relying on the advantages of their products grab live in China market, is expected to in the Chinese market share their seats. 2, as a domest

41、ic famous enterprises, the products of after-sales service system and other well-known foreign enterprises gap big, needs to be strengthened, maintenance products are generally required to charter or designated point of repair. (f), the other person analysis: 1. The overall ability, logical thinking

42、, strong affinity, flexible mind is a qualified generalship. 2. Familiar with MP4 industry, rich experience in market, look at the issue seize nature. A friendly disposition, alleviate the tense situation in the tense atmosphere, failing to calm. 3. Do something decisive capable, sharp tongued, vigo

43、rous and resolute, typical superwoman style, failing to calm. 4. Understand the similar products of status of competitors can provide appropriate recommendations to the general manager, deputy qualified, a key figure in the successful negotiation of one ofSix, negotiation methods and strategies: (1)

44、 negotiations: the horizontal negotiations and principles of negotiation combined. In the negotiation process, in negotiations, the design of the main problems identified, the proposed negotiations on all transverse expansion, a number of issues are also discussed. In position can be a carrot and st

45、ick approach.(2) negotiation strategy: A) outstanding advantages. On the other side of the position, views are preliminary cognition, then their share in the negotiations matters the advantages and disadvantages of each others advantages and disadvantages, and cited the letter, especially to ones ow

46、n advantage, regardless of the size of the old and new, should be the overall list, as negotiators negotiating chips. And self disadvantages, of course also should pay attention to, in order to avoid hasty attack against them, being injured all over the body. B) simulation exercise. Is a variety of

47、situations that may arise in advance simulation, so as not to panic when the actual encounter difficult to master. The war horses lash, in understanding, inferior, to imaginary possibilities in pre planning action. As negotiations have placed seats in detail simulation.C) the bottom line clear. Usua

48、lly, negotiations, mutual attack, sharpening, eager. Both sides can think of how much, but often neglect to pay, ignoring the negotiation process in allied to many concessions, we can be happy. So, in the negotiations before, be sure to the circle to the bottom of the Allied Qing: what.D) to underst

49、and the opponent. Sun Tzus know ourselves baizhanbudai well-known. Before the negotiations to understand the personality traits of the other possible strategies and negotiation opponent, to negotiate successfully completed there will be great helpful. If negotiation rivals like play, might as well b

50、efore the talks greetings, deliberately mentioned, the hostile alert each other to advance to ease, if you have time, invitation to go campaign to foster relaxed atmosphere of the talks. Notice in this stadium is another piece of the negotiating table, to help negotiate.E) to the occasion. The battl

51、efield situation, fast changing, to rise to the occasion in the table. Although SJMS Zhuge Liang, but count as the day count, thoughtless, failings. Negotiations, the opponent process God a pen, beyond ones own assumptions, allied personnel must will play it by ear, adopted piecemeal. Really cant re

52、sist, rush, sincere a delaying tactic, and then plot countermeasures, in order to avoid crashes vertical off - broken his posterior.F) buried under it. If both parties fail to reach an a considerable degree of satisfactory results, facing the burst of negotiations, there is no need to seek temporary

53、 tongue quickly and hurt and gas between the two sides. Both sides if decorum, later to reach the realm of renegotiation, though not impossible, but also to quite mounded, good things correctly. The sale is not righteousness in, the two sides good gather good spread, for the next negotiation success

54、ful, buried under it.Negotiation agenda: 1, before preparing the scene: I know each other already arrived at the venue, as the home, one of the first to welcome their arrival; greetings handshake, ask the other side approach; seat arrangement, the staff side tea handing a cup of water; I toward each

55、 other to introduce the meeting arrangements and participation of staff; mutual handed a business card, greeting each other is located. 2, start opening gambit to communicate feelings: by talking about cooperation between the two sides of the formation of emotional resonance, the each other into a m

56、ore harmonious atmosphere of the talks, create a win-win mode.3, stage: two faced by two members of the negotiation strategy, one as a red, white as auxiliary agreement negotiated, grasp the rhythm of the negotiation and process, so as to have the initiative; progressive, step-by-step strategy, put

57、forward our skills to benefit, easy to difficult, step by step the fight for the interests of; grasp the compromise principle, clear our core interests, adopt the retreat strategy, step back into the two step, to make full use of the hands of the circuitous compensation chips, appropriate concession

58、s can bear the freight for other more benefits; to highlight the advantages of data support, reasoning, and emphasize our agreement the success of the benefits to each other, at the same time if failure and suggest that the person act tough and talk soft, our agreement, we will negotiate with other companies; to break the deadlock, the rational use of pause, first calm analysis causes deadlock And can use be sure that form each other, the lifting of the deadlock, timely use diversionary tactics to break the deadlock; Hugh Bureau stage, if necessary, a