商务谈判实训Elmutel Hotel Sales negotiation 4b
商务谈判实训第一组 The negotiation of Hotel sellingPart A
Opportunity :
1、我们旅馆处于一个工业城市的运输中心，正是
对方需要的 2、在调查中发现，还有其他两家公司对我们的旅馆 的位置感兴趣。
Threat:
我们旅馆的价值只有$125000,并不够我们 迁到其他地方的最低价，而且这个还会导 致对方开出很低的价格。
对方形式分析：
Strength:
Negotiation for hotel sellil Hotel）原地处一个工业 城市并且十分靠近交通中心，因主要向从 18岁到25岁的年轻人提供服务，为便于学 生们能有一个优质的学习环境，能够安静 地学习，所以考虑将本饭店移至一个安静 的社区。
对方背景：
危机处理：
1、对方不同意我方的报价，并表示异议。 应对方案：就对方报价金额进行谈判，运用妥协 策略，换取在其他方面的利益。 2、对方使用权力有限策略，声称金额的限制，拒 绝我方的报价 应对：了解对方权限情况，“白脸”据理力争， 适当运用制造缰局策略，“红脸”再以暗示的方 式揭露对方的权限策略，并运用迂回补偿的技巧， 来突破缰局；异或用声东击西策略。 3、对方使用借题发挥策略，对我方某一次要问题 抓住不放。 应对措施： 避免没必要的解释，可转移话题，必 要时可指出对方的策略本质，指出对方的策略影 响谈判进程。
Wilson’s company是一家建筑承包商，公司 的工程质量高、信捞好，因此是当地十分 有名气的建筑商。最近自己承揽了一批写 字楼的工程，这批工程要求的时间有限， 而且地点最好是在市中心一带交通比较方 便的地方。
谈判组成人员： 李泊澍
王琳舒
吕睿清 朱毅恒
谈判目标：
最理想：迁移到Alston,卖价为$275000
商务谈判实训报告3篇
商务谈判实训报告3篇商务谈判就是一个不断沟通协调的过程，相互之间的博弈，都是十分锻炼人的。
商务谈判实训报告有哪些?下面店铺整理了商务谈判实训报告，供你阅读参考。
商务谈判实训报告篇01案例背景引入我方开诚布公地介绍了我方红豆的情况：新货库存不足，陈货偏多。
价格上新货要高一些，因此希望日方购买去年的存货。
虽经再三说明，日方仍然坚持全部购买新货，谈判陷入僵局。
第二天，双方再次回到谈判桌前。
日方首先拿出一份最新的官方报纸，指着上面的一篇报道说：“你们的报纸报道今年的红豆获得了大丰收，所以，不存在供应量的问题，我们依然坚持昨天的观点。
”日方本来最初的订货量计划为20xx吨，但称订货量为3000吨，并要求新货量为20xx吨。
中方听后连连摇头：“3000吨我们可以保证，但是其中20xx吨新货是不可能的，我们至多只能给800吨。
”日方认为800吨太少，希望能再多供应一些。
中方诚恳地说：“考虑到你们的订货量较大，才答应供应800吨，否则，连800吨都是不可能的，我方已尽力而为了”。
“既然你们不能增加新货量，那我们要求将订货量降为20xx吨，因为那么多的旧货我们回去也无法交代”。
中方表示不同意，谈判再次中断。
过了两天，日方又来了，他们没有找到更合适的供应商，而且时间也不容许他们再继续拖下去。
这次，日方主动要求把自己的总订货量提高到2200吨，其中800吨新货保持不变。
中方的答复：刚还有一位客户订购了一批红豆，其中包括200吨新货(实际那位客户只买走100吨)。
这下，日方沉不住气了，抱怨中方不守信用，中方据理力争：“这之前，我们并没有签订任何协议，你本人也并未要求我们替你保留。
”日方自知理亏，也就不再说什么，然后借口出去一下，实际是往总部打电话。
回来后，一副很沮丧的样子，他对中方说：“如果这件事办不好，那么回去后我将被降职、降薪，这将使我很难堪，希望你们能考虑到我的难处。
”考虑到将来可能还有合作的机会，况且刚才所说的卖掉200吨也是谎称，何不拿剩下的100吨做个人情。
国际商务谈判实训过程记录
国际商务谈判实训过程记录在国际商务谈判实训中，我作为代表团的一员，参与了一场关于贸易合作的谈判。
这场谈判是在一家五星级酒店的会议室里进行的，参与方包括我方代表团和对方的高层管理人员。
会议开始时，双方代表互相致以问候，并简要介绍了各自的背景和目的。
我方代表团首先提出了我们的合作意向，希望与对方建立长期的贸易合作关系。
我们详细介绍了我们的产品和服务，并强调了我们的竞争优势。
对方代表团表示对我们的产品很感兴趣，并提出了一些问题和疑虑。
我们耐心地解答了他们的问题，并提供了相关的资料和案例来支持我们的观点。
我们还向他们展示了我们的产品样品，并解释了我们的研发和生产流程。
在谈判过程中，我们注意到对方对价格方面有所疑虑。
为了解决这个问题，我们提出了一些灵活的合作方式，如降低起订量、延长付款期限等。
我们还强调了我们的产品质量和售后服务，以及我们所拥有的一流的生产设备和技术团队。
在谈判的过程中，双方就合作方式、产品价格、交货期限等方面进行了多轮的讨论和协商。
我们充分尊重对方的利益和需求，同时也坚持了我们的底线。
通过双方的积极努力和灵活的谈判策略，我们最终达成了一致意见。
在结束谈判之前，双方代表共同签署了一份正式的合作协议，并互相交换了名片和联系方式。
我们感到非常满意和兴奋，因为这次谈判为我们开辟了一个新的市场，并为我们的企业带来了更多的商机。
这次国际商务谈判实训过程让我深刻地认识到了谈判的重要性和技巧。
在谈判中，我们不仅需要充分准备和了解对方的需求，还需要善于沟通和协商，以达到共赢的目标。
我相信通过这次实训，我将更好地应对未来的商务谈判挑战，并取得更好的成果。
商务谈判实训Emutral Hostel A5
危机处理
1.灵活的利用休息时间，在卖方向买方报 价后，如果买方对我方的hotel销售价格表 示不可以接受从而使谈判陷入僵局是可以 主动提出休息利用这段时间商讨对策，调 整思路 2.当我方与对方就hotel价格方面陷入僵局 寸步难行时，可以转移话题，寻找对hotel 转让方面的双方的共同点。从而缓和危机。
谈判具体方案
我方 Strength(优势)：Good location, convenient transportation， The other active request to purchase，we have the advantage of the initiative。 我方 Weakness(劣势)：the location of the hotel was not suitable for the purpose because it was in an industrial city close to transportation center。The market price is very low，it is only 125000 dollars Can not reach the expected price 220000 dollars。 我方 Opportunity(机会)：The buyer is very interested in the hotel。And After investigation，we find that the price that Wilson might offer was between 275000 dollars and 475000 dollars。So it may be can reach the expect price。 我方 Threat(威胁)：because of the market price we afraid buyer will depress prices.
商务谈判实训(双语) Unit 7
Task 2 Strategies of Bargaining 议价策略
A brief introduction about Bargaining
Bargaining, including asking a price and counter-offer is one of the most important parts of business consultation. Asking a price refers to the behaviors that require the opposite side offers an improved bidding. Generally speaking, if the buyers think the price asked by the sellers is too far from their expectations, they would ask the sellers to improve the price on the basis of comments. The price-asking requirements are not only material, forcing the lower price, but also strategic, misleading the judgment of the sellers and prepare for their counter-offer. A counter-offer is a reactive offer that the sellers make against the buyers’ price-asking. Specifically, a counter-offer is on the foundation of asking a price. In accordance with the estimation of the sellers’ retaining price and ideal price of their own, the buyers proposed a bid by a certain degree of skill and strategy.
商务谈判流程实训报告3篇
商务谈判流程实训报告3篇国际商务谈判实际上也可以说是人与人之间的交流活动。
人们之间的交往要符合一定的礼仪规范。
商务谈判流程实训报告有哪些?下面店铺整理了商务谈判流程实训报告，供你阅读参考。
商务谈判流程实训报告篇01经过这一周对商务谈判实训课的学习，我对商务谈判这门课程有了一定的了解。
通过实训认识到商务谈判就是买卖双方为了促成买卖成交而进行的，或是为了解决买卖双方争议或争端的一种行为方式或手段。
它作为关系交易成败的一种手段，涉及买卖双方的经济利益，一场完整的商务谈判，一般要经过三个阶段：开局阶段、磋商阶段、结束阶段。
下面简单介绍一下这次谈判的过程：一.实训目的和要求目的:学习完商务谈判的过程，综合运用所学知识，使前后所学知识连贯起来;了解在谈判前，怎样收集、处理这些收集回来的信息，使得信息真实有用，做到谈判有准备。
在模拟谈判过程中通过与对方打交道或正式的洽谈，运用正确、合理的有关谈判战术，并促使对方采取某种行为或作出某种承诺来达到自己的目的，实现自己的目标。
通过实训，使学生加强对教材知识的理解，掌握商务谈判计划的内容，学会制定商务谈判计划，提高动手实践能力。
要求：由老师选择一谈判背景，将参加实训的学生分成12个谈判小组，并结对组成谈判队伍，分别代表双方各写出一份商务谈判计划。
分别模拟谈判双方，制订各自合理的商谈判计划，包括组成谈判小组、进行人员分工、确定谈判目标、并做好相关准备、确定谈判进程、制定谈判策略、准备谈判资料、准备谈判同文本等内容。
二.实训时间：2012年6月28日三.实训地点：教学楼2406四.谈判人员组成：汤雪芬(传奇进出口有限公司总经理) 商务部经理莫泳枝技术总监陈翠娟法律顾问杨丽英五.公司背景：传奇进出口有限公司一直致力于环保节能产品的研发，生产，销售和服务的业务。
因业务扩大，需购买100台电脑。
六.实训内容(程序及具体策略)：实训过程：在进行充分的前期市场调查及信息搜集的准备，我们从资金、技术、市场等几个方面，做好对联想、戴尔、惠普等电脑进行全方位综合分析，主要包括预算、需求、生产、市场。
商务谈判实训Emutral Hostel B5
Emutral Hostel provided service particularly to young people aged from 18 to 25,who needed kind help during their study. The location of hotel was in an industrial city close to transportation center.
Team members:
Manager:刘兴兴 Lead negotiator:Wilson(马朝伟) Legal adviser:安和欣 Financial Controller ：杨彦青 Secretary：彭健美
Negotiation objectives
The most ideal goal： $110000--$150000 The minimum goal： $150000--$300000
In the negotiation,we use "Collaborating",which enable us to take a win-win stance. As a buyer, we need to be sincere and note the relationship with the other side. Otherwise, we should obey the principle of negotiation. we ought to be amiable to people, be strong attitude to matter, and separete the people from the problem.
When some issues reach a deadlock so that the negotiation can't move a step, we would transfer the topic in good time, and eatablish a new common view to ease the crisis.
商务谈判实训Emutral Hostel A5
谈判具体方案
我方 Strength(优势)：Good location, convenient transportation， The other active request to purchase，we have the advantage of the initiative。 我方 Weakness(劣势)：the location of the hotel was not suitable for the purpose because it was in an industrial city close to transportation center。The market price is very low，it is only 125000 dollars Can not reach the expected price 220000 dollars。 我方 Opportunity(机会)：The buyer is very interested in the hotel。And After investigation，we find that the price that Wilson might offer was between 275000 dollars and 475000 dollars。So it may be can reach the expect price。 我方 Threat(威胁)：because of the market price we afraid buyer will depress prices.
危机处理
1.灵活的利用休息时间，在卖方向买方报 价后，如果买方对我方的hotel销售价格表 示不可以接受从而使谈判陷入僵局是可以 主动提出休息利用这段时间商讨对策，调 整思路 2.当我方与对方就hotel价格方面陷入僵局 寸步难行时，可以转移话题，寻找对hotel 转让方面的双方的共同点。从而缓和危机。
商务谈判实训报告
商务谈判实训报告
商务谈判实训报告
一、实训目的
本次实训旨在提高学生的商务谈判技巧，并培养学生在实际商务谈判中的应变能力和解决问题的能力。
二、实训内容
本次实训分为两个部分，第一部分为理论学习，包括商务谈判的基本概念、谈判的准备工作、谈判中的沟通技巧等内容；第二部分为实际操作，在小组中进行模拟商务谈判，并根据谈判结果撰写报告。
三、实训过程
这次实训我们分为四个小组，每个小组有4人，我们小组的谈判主题是合作推广产品的细节。
首先，我们在实训前进行了充分准备，研究了对方公司的产品和市场情况，并确定了我们的底线和谈判目标。
在实际操作中，我们按照预定的计划进行了谈判。
在谈判中，我们运用了多种沟通技巧，比如积极倾听、提出合理的建议、寻找共同利益等。
我们还针对对方可能提出的异议和问题进行了充分的准备，做到应答机智、处理得当。
经过多次的讨论和交流，我们最终达成了合作协议。
在谈判过程中，我们不仅解决了双方的问题，还建立了良好的合作关系，为今后的合作打下了坚实的基础。
四、实训收获
通过这次实训，我对商务谈判有了更深入的理解，学会了如何进行谈判准备，如何运用沟通技巧，以及如何解决问题和取得合作。
在实际操作中，我深刻感受到了团队合作的重要性，只有团队成员之间相互协作，才能最终达成谈判目标。
同时，我也学会了灵活应对变化和处理压力，这对于商务谈判的成功非常关键。
总之，这次实训让我体验了真实的商务谈判过程，并使我在实践中不断提高自己的谈判技巧和应变能力。
我相信这将对我未来的职业发展有很大的帮助。
商务谈判流程实训总结报告3篇
商务谈判流程实训总结报告3篇不同的国家存在着文化的不同点，国际商务谈判中存在的跨文化问题主要通过语言、礼仪、禁忌与宗教信仰、谈判风格体现出来。
商务谈判流程实训总结报告有哪些?下面店铺整理了商务谈判流程实训总结报告，供你阅读参考。
商务谈判流程实训总结报告篇01上周二，我们根据本学期所学商务谈判课程，模拟了一场商务谈判。
我方(代表Dell电脑销售方)与买方(北京工业大学校园采购部)就买方欲购进90台Dell笔记本电脑的价格、配置、型号等细节，以及我方与学校的长期合作问题进行了具体的协商。
在这次谈判当中，我很荣幸参与到谈判协商当中，并担任我方主谈手这个职务。
这次谈判我认为还算比较成功，结果我方与买方协商成功，最终达成一致。
谈判的成功，我觉得和准备是分不开的，我把我方的准备分为了三个阶段。
前期准备：首先，我方根据我们所做的品牌Dell进行一系列的了解，包括公司概况、销售模式、市场目标。
我们发现到Dell公司目标市场包括教育机构，所以这也成为我们这次合作的契机。
然后我方对Dell品牌以及市场其他品牌Lenovo、HP、Song、华硕、宏基等常见品牌，考虑到买方会进行对比，我方根据网上使用者的评价，总结出优缺点，采用突出我方优点：品牌口碑好、办公性能高、服务保障全面。
尽可能弥补我方劣势：显卡性能稍低(游戏性稍差)、价格稍高。
中期准备：经过我方与买方的沟通，根据买方对笔记本配置的需求用途和价格的范围。
我方将型号选定为性价比比较高的两款机型供买方选择，这两款机型配置中等偏上，完全可以满足对方的要求。
后期准备：我方对产品价格的预算，确定我方底价，以及我们能提供的配件和服务，对可能买家提出的条件进行预算。
最后就是商量和学校合作事项，希望校方提供的条件。
谈判情况总结：这次谈判，我认为总的来说是成功的，成功的是我公司与校方合作的事实，并且确定双方长期合作的事项。
但是在谈判中，我们还是存在问题的，在我方面对对方全面的准备，和稳扎稳打步步为营的策略上，很明显表现出准备的不足，尤其是一开始我方价格的资料失误，导致一开始有点乱了阵脚，漏洞百出，但是再后来的谈判中，我方还是一再坚持，细心的解释，表现出我方的合作诚意，最终获得校方的认同。
国际商务谈判课实训报告
随着全球化进程的加速，国际商务活动日益频繁，商务谈判在国际贸易中扮演着至关重要的角色。
为了提高学生的国际商务谈判能力和实际操作技能，我校国际贸易专业开设了国际商务谈判课程，并组织了一次模拟实训活动。
本次实训旨在通过模拟真实的商务谈判场景，让学生深入了解商务谈判的理论知识，锻炼谈判技巧，提高沟通协调能力。
二、实训目的1. 熟悉国际商务谈判的基本流程和原则。
2. 培养学生的谈判策略和技巧。
3. 提高学生的沟通协调能力和团队协作精神。
4. 增强学生对国际商务环境的认知。
三、实训内容1. 实训准备在实训开始前，教师组织学生进行分组，每组由5-6人组成，并分配不同角色，如谈判代表、翻译、法律顾问、财务顾问等。
各组成员共同研究谈判背景资料，分析对手可能采取的策略，制定本方的谈判目标和策略。
2. 实训过程本次实训分为三个阶段：开局、中局和收局。
（1）开局阶段：各谈判小组分别介绍自己的公司和产品，阐述谈判目标和立场。
在此阶段，学生需要掌握开场白技巧，展示自信和专业形象。
（2）中局阶段：双方就价格、付款方式、运输、质量、售后服务等关键问题进行讨论。
学生需要运用谈判策略，如讨价还价、让步、妥协等，争取达成共识。
（3）收局阶段：双方总结谈判成果，签署合作协议。
学生需要关注细节，确保协议内容完整、准确。
3. 实训总结实训结束后，各谈判小组进行总结，分享谈判经验和教训。
教师对学生的表现进行点评，指出优点和不足，并提出改进建议。
1. 学生对国际商务谈判的基本流程和原则有了更深入的了解。
2. 学生的谈判策略和技巧得到有效锻炼，提高了沟通协调能力。
3. 学生在团队协作方面取得显著进步，增强了团队精神。
4. 学生对国际商务环境有了更全面的认知。
五、实训体会1. 商务谈判是一项复杂的工作，需要具备丰富的知识和实践经验。
2. 谈判过程中，沟通技巧至关重要，要善于倾听、表达和说服。
3. 团队协作是商务谈判成功的关键，要注重团队建设和沟通。
哈佛经典谈判模拟-旅馆搬迁谈判案例
Background information: Hotel SaleThe buyer: Wilson1. BackgroundThe company Wilson worked for was a construction contractor that had a high engineering quality and good reputation, thus it was a very famous constructor in local area. Recently, the company had contracted some projects of office buildings. These projects had very limited time and should be located in the downtown with convenient traffic. However, there was no empty space in the downtown for such projects unless somebody was willing to remove from here. Through private channel, they heard that a hotel called as Elmutel with the intention to remove and the site of such hotel was just suitable for the site requirement of Wilson’s company. The board of directors of the company immediately decided to dispatch Wilson to negotiate about this transaction, because he was an old hand with rich experience in negotiation.2. Negotiation PreparationFirstly, Wilson had market research in order to confirm his own bid and the possible offer of the opposite. Firstly, he thought how much the hotel could get if it was openly auctioned in the market. After investigating the sales prices of the areas nearby and consulting the local real estate brokers, he found that the open sales price of the hotel was USD 110,000---USD145,000. However, via other channels, he knew that the hotel had no such idea of open sale. He was told that this was mainly a financial issue, such as new site fee, removal fee, etc. If the hotel could not sell at a good price, it would not remove easily. After consulting the estate brokers of the areas nearby, he estimated that the offer of seller might be between USD250,000 and 450,000. According to the financial strength of the company and considering that there were another two companies interested in this site, Wilson finally determined his lowest price could not be more than USD350,000.The seller: Steve1. BackgroundElmutel Hotel mainly served young students at the age of 18-25. The characteristic of this colony was that they had low payment ability but paid attention to living environment. However, the current place where the hotel was located could not meet the requirements of its service objects, because it was located in the downtown of an industrial city and close to the traffic center of the city. Therefore, the hotel had to consider removing out of this city and finding another calm site, but problem came that the hotel currently had no such financial ability to pay such large removal fees.Several months later, a person called Wilson came to the hotel. He was the representative of a local constructor that wanted to buy the hotel. The manager of the hotel had never thought to sell the hotel. If the price was suitable, this was a suggestion worthy of being considered. Whereupon, the manager suggested the board of directors of the hotel and then the board determined to negotiate with Wilson for this matter.2. Negotiation PreparationFirstly, Steve had an investigation into the financial status and credit standing of the company Wilson worked for. He found that the company had high credit standing and trustable payment competence. In order to get well prepared for such negotiation, Steve made out a specific negotiation preparation plan.Steve spent two weeks on researches and investigations before negotiation. Firstly, he must check the lowest price of the opposite, i.e. the bottom line price, which depended on whether a proper removal site could be found. Via investigation, there were two places worthy of being considered, one was Medford, which would cost USD 175,000, and the other was Alston, which would cost more than the former, up to USD 235,000 due to many aspects such as environment etc better than those of the former. Plus removal fees, decoration fees, insurance premiums and other incidental expenses, it would spend at least USD220,000 on the removal to Medford while at least USD275,000 to Alston. According to the above investigations, Steve decided the lowest sales price to be at least USD220,000. Of course, if negotiation ran smoothly, higher price would have for the hotel, then there would be sufficient fund to buy Alston.The second thing Steve did was market research, i.e. to understand that how much it would sell if the hotel was openly auctioned in the market. After investigating the sales prices of the areas nearby and consulting the local real estate brokers, he found disappointedly that the hotel only cost USD125,000. At last, Steve needed to estimate the offer of Wilson. The offer of the opposite greatly depended on the intention of the developer and how tall was allowed for the buildings to be constructed on such site and whether they wanted to buy other sites. After consulting the local contractors, Steve estimated that the offer of Wilson might be between USD275,000 and 475,000.3. Requirements on NegotiationFour students form one negotiation team, in which, two students represent the seller while the other two represent the buyer. After carefully reading the background information of the party they respectively represent, partners have clear staffing and discuss tactics. Please prepare for the negotiationThe negotiation period is 8 minutes. The following several points are for reference purpose:(1) Do you want to achieve a win-win result? If so, what are you going to do?(2) Analyze the benefits of negotiator parties and find the common benefit or complementary benefit of parties.(3) Determine the primary bid and bottom line price of the opposite.(4) If the negotiation with the opposite is at a stand, do you plan to consider other proposals or choices?What are other proposals or choices?。
实训商务谈判实验报告
一、实验背景随着全球化进程的加快，商务谈判在国际贸易和商业合作中扮演着越来越重要的角色。
为了提高我们的商务谈判能力，我们班级组织了一次商务谈判模拟实验。
本次实验旨在通过模拟真实的商务谈判场景，让我们了解商务谈判的基本流程、策略和技巧，并锻炼我们的沟通能力、团队协作能力和解决问题的能力。
二、实验目的1. 了解商务谈判的基本流程和策略。
2. 掌握商务谈判中的沟通技巧和团队协作方法。
3. 培养解决实际问题的能力。
4. 提高商务谈判的实际操作能力。
三、实验内容本次实验模拟了一项跨国贸易合作项目，我们小组扮演买方角色，与另一小组扮演卖方角色进行商务谈判。
（一）前期准备1. 市场调研：我们小组对卖方公司的产品、市场定位、竞争对手、行业趋势等方面进行了详细的调研，以便在谈判中掌握主动权。
2. 谈判策略制定：根据调研结果，我们制定了以下谈判策略：突出产品优势，强调性价比。
提出合理的价格和付款条件。
强调长期合作关系，争取优惠。
3. 团队分工：我们将小组成员分为谈判小组、技术小组、财务小组和后勤小组，确保谈判过程中的各项工作有序进行。
（二）谈判过程1. 开场：我们首先向卖方表达了合作意向，并简要介绍了我们的公司背景和需求。
2. 产品介绍：技术小组详细介绍了我们的技术要求和产品标准，并与卖方进行了技术交流。
3. 价格谈判：财务小组与卖方就价格进行了激烈的讨论，最终在双方都能接受的范围内达成一致。
4. 付款条件：我们提出了合理的付款条件，并得到了卖方的认可。
5. 合作条款：双方就合作期限、售后服务、知识产权等方面进行了协商，最终达成一致。
（三）谈判总结1. 谈判成果：我们成功与卖方达成了一项合作协议，为公司节省了成本，提高了产品质量。
2. 经验教训：谈判前做好充分准备，了解对方公司和市场情况。
制定合理的谈判策略，把握谈判主动权。
团队协作，分工明确，提高谈判效率。
保持良好的沟通，尊重对方，建立互信关系。
四、实验结论通过本次商务谈判实验，我们深刻认识到商务谈判的重要性，并掌握了以下技能：1. 商务谈判的基本流程和策略。
商务谈判案例SimulatedBusinessNegotiation2
商务谈判案例SimulatedBusinessNegotiation2Background information: Hotel SaleThe buyer: Wilson 1. BackgroundThe pany Wilson worked for was a construction contractor that had a high engineering quality and good reputation, thus it was a very famous constructor in local area. Recently, the pany had contracted some projects of office buildings. These projects had very limited time and should be located in the downtown with convenient traffic. However, there was no empty space in the downtown for such projects unless somebody was willing to remove from here. Through private channel, they heard that a hotel called as Elmutel with the intention to remove and the site of such hotel was just suitable for the site requirement of Wilson’s pany. The board of directors of the pany immediately decided to dispatch Wilson to negotiate about this transaction, because he was an old hand with rich experience in negotiation. 2. Negotiation PreparationFirstly, Wilson had market research in order to confirm his own bid and the possible offer of the opposite. Firstly, he thought how much the hotel could get if it was openly auctioned in the market. After investigating the sales prices of the areas nearby and consulting the local real estate brokers, he found that the open sales price of the hotel was USD 110,000---USD145,000. However, via other channels, he knew that the hotel had no such idea of open sale. He was told thatthis was mainly a financial issue, such as new site fee, removal fee, etc. If the hotel could not sell at a good price, it would not remove easily. After consulting the estate brokers of the areas nearby, he estimated that the offer of seller might be between USD250,000 and 450,000. According to the financial strength of the pany and considering that there were another two panies interested in this site, Wilson finally determined his lowest price could not be more than USD350,000.The seller: Steve 1. BackgroundElmutel Hotel mainly served young students at the age of 18-25. The characteristic of this colony was that they had low payment ability but paid attention to livingenvironment. However, the current place where the hotel was located could not meet the requirements of its service objects, because it was located in the downtown of an industrial city and close to the traffic center of the city. Therefore, the hotel had to consider removing out of this city and finding another calm site, but problem came that the hotel currently had no such financial ability to pay such large removal fees.Several months later, a person called Wilson came to the hotel. He was the representative of a local constructor that wanted to buy the hotel. The manager of the hotel had never thought to sell the hotel. If the price was suitable, this was a suggestion worthy of being considered. Whereupon, the manager suggested the board of directors of the hotel and then the board determined to negotiate with Wilson for this matter.2. Negotiation PreparationFirstly, Steve had an investigation into thefinancial status and credit standing of the pany Wilson worked for. He found that the pany had high credit standing and trustable payment petence. In order to getwell prepared for such negotiation, Steve made out a specific negotiation preparation plan.Steve spent two weeks on researches andinvestigations before negotiation. Firstly, he must check the lowest price of the opposite, i.e. the bottom line price, which depended on whether a proper removal site could be found. Via investigation, there weretwo places worthy of being considered, one was Medford, which would cost USD 175,000, and the other was Alston, which would cost more than the former, up to USD 235,000 due to many aspects such as environment etc better than those of the former. Plus removal fees, decoration fees, insurance premiums and other incidental expenses, itwould spend at least USD220,000 on the removal to Medford while at least USD275,000 to Alston. According to the above investigations, Steve decided the lowest salesprice to be at least USD220,000. Of course, ifnegotiation ran smoothly, higher price would have for the hotel, then there would be sufficient fund to buy Alston.The second thing Steve did was market research, i.e. to understand that how much it would sell if the hotel was openly auctioned in the market. After investigatingthe sales prices of the areas nearby and consulting the local real estate brokers, he found disappointedly that the hotel only cost USD125,000. At last, Steve needed to estimate the offer of Wilson. The offer of the opposite greatly depended on the intention of the developer and how tall was allowed for the buildings to be constructed on such site and whether they wanted to buy other sites. After consulting the local contractors, Steve estimated that the offer of Wilson might be between USD275,000 and 475,000.3. Requirements on NegotiationFour students form one negotiation team, in which, two students represent the seller while the other two represent the buyer. After carefully reading the background information of the party they respectively represent, partners have clear staffing and discuss tactics. The negotiation period is 8 minutes. The following several points are for reference purpose:(1) Do you want to achieve a win-win result? If so, what are you going to do?(2) Analyze the benefits of negotiator parties and find the mon benefit or plementary benefit ofparties.(3) Determine the primary bid and bottom line priceof the opposite.(4) If the negotiation with the opposite is at astand, do you plan to consider other proposals or choices?What are other proposals or choices?。
商务谈判课内实训指导书
《商务谈判》课内实训指导书一、实训目的：通过实训帮助学生初步掌握商务谈判的基本过程、策略、技巧以及礼仪礼节的基本内容，培养学生的市场调查及收集资料的能力、语言能力、思辩能力、应变能力及团队合作精神。
二、实训任务：为了有计划地实施《商务谈判》课程的实训，让学生能真实地领会商务谈判的精髓，从实训中感受到成就感，特以完成课内实训内容为主线，指导学生模拟商务谈判及商务礼仪的主要内容。
在实训过程中要求教师能组织和引导学生切实参与和按时完成所有实训任务，并最后能对实训做出认真的评比，针对学生在实训过程中存在的问题进行实训总结。
三、实训内容：背景资料：六安市皖西学院因教学需要，须购置教学用计算机1000台，试就此项目的买卖洽谈进行策划，并组织面对面的模拟谈判。
要求：1、选定三至四家计算机供应商进行调查。
（联想、宏碁、戴尔、惠普。
）2、拟定一份关于销售或购买手计算机的谈判计划。
3、学生每10人左右一组，每组选定主谈人及组长，配置好成员角色，分组进行谈判准备。
4、进行面对面的模拟谈判。
5、写出综合实训报告。
四、实训形式：1、分组：将两班的同学划分为若干小组，小组规模为10人左右，组团的时候应注意小组成员在知识、性格、技能方面的互补性。
选举组长以协调小组的各项工作。
由于商务谈判模拟实训的很多环节均需要小组成员共同完成，因而无特殊原因中途不允许组员变动。
小组成绩将作为每位组员的实训成绩的基础。
2、模拟谈判：每组由组长牵头，先自由选择或抽签选择谈判小组，然后再由老师选出几组进行表演赛，其他的小组观摩，每两组模拟谈判完毕，在教师的带领下讨论，指出“谈判人员”在谈判过程中礼仪、语言、思维、策略等方面的不足，提出改进建议，并现场打分。
五、实训要求1、每小组应充分发挥每个成员的积极性，分别扮演不同的角色（组长、主谈、辅谈、其他），注意分工、协作与配合，互相学习，培养团队意识。
2、建议各小组在每一实训环节开始前重温教材相关章节及收集相关的信息。
商务谈判实训The negotiation of Hotel selling第六组A方
3.When the other party deliberately provocative, you should keep calm , don’t fall for it.
Congratulations!
2013-9-13
Moving charges cost too much. O：Tow other companies are interested in the place of the hotel. T： The hotel is worth only $125,000 ;
Opposite party: S: high credit and reputation;
HOTEL SELLING
Background information
our party:
Emutral Hostel provided service particularly to young people aged from 18 to 25, who needed kind help during their study. However the location of the hotel was not suitable for the purpose because it was in an industrial city close to transportation center. Therefore, the hotel was considering leaving the city and moving to a quiet community. Now the problem was that moving was basically impossible financially
商务谈判实训Hotel Selling(第3组A)
谈判目标
to have a negotiation with the buyer of the hotel, hoping to sale the hotel at a reasonable price. Goals of negotiation: the goal:$300，000 Bottom line:$230,000
最后预祝我们双 方合作愉快、互 利共赢
谈判议程
时间：7月3日 地点：重庆希尔顿商务酒店 议程： 1.双方进场 2.介绍本次谈判时会议的谈判人员 3.正式进入谈判 （1）介绍本次谈判的Hotel的规模和地理位置，我们的报价等 （2）递交并讨论销售协议 （3）讨论结束，达成协议 （4）签订协议 （5）双方握手祝贺谈判成功 4.设宴招待对方谈判人员 5.谈判费用预算 车费：500 食宿费：1000 电话费：50
买家背景资料
A building contractor ,their company’s financial and credit condition is well and with high credit;Βιβλιοθήκη 谈判团队人员组成 主谈:
颜欢 决 策 人：傅玉萍 技术总监：周叶 法律顾问：李璐颔
the hotel was not so much worth
对方形势分析
opposite side’s disadvantages:
1.Emutral Hostel was in an industrial city and close to transportation center. 2 they are very interested in buying the hotel.
国际商务谈判模拟实训策划书
国际商务谈判与商务礼仪谈判计划书目录第一章、多极电子管公司 (3)一、商务礼仪方式： (3)二、谈判目标和底线： (3)2.1、目标：尽快为工厂找到装配业务，拿下此次与德方的合同。
(3)2.2、底线：12.5+12.5*0.2=15万马克 (3)三、自身的优劣势： (3)3.1 优势： (3)3.2、劣势： (4)四、战术： (5)五、难题： (6)六、创意和应急措施： (6)第二章、科涅格公司 (6)一、谈判主题 (6)二、谈判人员组成人员 (6)三、商务礼仪方式 (7)四、谈判目标和底线 (7)五:我方利益及优劣势分析： (7)5.1 STRENGTH (7)5．2 WEAKNESS (8)5.3 OPPORTUNITY (8)5.4 THREAT (8)六、发问的艺术： (8)七、对方信息：美国公司定价的因素逐个击破 (8)八：程序及具体策略 (10)九、具体策略： (11)十、创意： (12)十一、准备谈判资料 (12)第一章、多极电子管公司我是玛津默曼，是美国多极电子管有限公司欧洲销售部经理，我们公司的主要产品是一种1000X的中型电子计算机，它是一种多功能电子计算机，主要是为了解决科学和工程问题而设计的。
一、商务礼仪方式：1、握手：握手时注视对方，握手的时间宜稍长一些，晃动的次数宜稍多一些。
2、赠送名片：正面朝上，字朝对方，双手地上。
3、称呼：德国人喜欢对方称呼他的头衔（副总裁）。
4、谈论话题：乡村生活，业余爱好以及英式足球。
二、谈判目标和底线：2.1、目标：尽快为工厂找到装配业务，拿下此次与德方的合同。
2.2、底线：12.5+12.5*0.2=15万马克15*2%+15*14%=2.4万马克底线价格=15+2.4=17.4万马克三、自身的优劣势：3.1 优势：1、声誉优势。
我们多极电子管公司在欧洲的销售量只占我公司在全世界销售量的十分之一，在德国的销售量又占欧洲销售量的四分之一。
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threat
There are two other companies interested in the place and they won’t sell it if there is no suitable place to move.
Emutral Hostel
It’s located in the central area of the city and it close to transportation center. It’s suitable for an office building. weakness its financial condition is not very well and it’s impossible for them to move opportunit There are two other companies ies interested in the place threat It’s worth only $125,000 in the local agent of real estate, the income isn’t ideal. strengths
• • • • •
易欣凯——Wilson-the buyer 方春林 罗伽意 陈婷婷 孙秦波
Our goal
the best goal:spend $250,000 in purchasing Emutral Hostel in the shortest time. actual goal:spend $300,000 in purchasing Emutral Hostel in the shortest time. the lowest goal:spend $350,000 in purchasing Emutral Hostel in the shortest time
Fiom line: strictly grasp the magnitude of the final compromise, raise the final offer in the appropriate time. • Make an agreement: Clear the final outcome of the negotiations and sign a contract.
Agenda
Negotiation time :On July 3, 2013 Negotiation site :B312 Agenda for the first time : Seller’s core interests: ask the other side to lift to buy their hotel with a high price. Buyer's core interests:bid with the lowest prices in order to improve the building profits,
Background
Emutral Hostel
Emutral Hostel provided service particularly to young people aged from 18to 25, who needed kind help during their study. However the location of the hotel was not suitable for the purpose because it was in an industrial city close to transportation center. Therefore, the hotel was considering leaving the city and moving to a quiet community. Now the problem was that moving was basically impossible financially.
Our company
• Wilson’s company was a building contractor , and it was a company with high credit . • They are looking for a suitable location for an office building in the central area of the city. They heard from private source that Emutral had the intention of moving away from the city. The present location of the hotel was ideal for their purpose. The company entrusted Wilson to be responsible for the transaction.
Strategies
opening strategy: Emotional communicative strategy: Before the negotiation,we’ll talk about something that have nothing to do with the negotiation to relax the atmosphere in the harmony atmosphere, we will create a mutual benefit business model.
SWOT analysis
Swort 分析 Our company
strengths
weakness
High credit, financial condition is well
the requirements of office building are high,and the hotel is suitable for us. opportunity In order to achieve large revenues, they must move out of the area.
Crisis
• In the negotietion, if they refuse our proposal, resulting in deadlock.we should adopt a calm and rational manner, in the case of avoiding quarrels, coordinate the interests of both sides. We can take appropriate concessions. • We should develop multiple quotes plan, if the other party does not accept our offer, we determined not to give in yet, you can take another effective alternative, but this alternative must not only effectively protect their own interests, but also taking into account each other's interests and demands, thus breaking the deadlock.
Middle stage
• Layers forward at every step:raise skillful that sales of hostels is nothing but good, easy to difficult, step by step to fight for the interests for both sides. cherish every concession. During the negotiations, we must insist on mutual benifit and try to meet both sides’ requirements in a best way. • highlight our advantage: Emphasize our agreement will bring benifits for them. • To break the deadlock: use Diversion strategy to break the deadlock.