商务谈判策划书英文版
商务谈判策划书英文版.docx
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, technical 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 the 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 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 computer 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 market 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 development, project implementation and IT maintenance. Over the years, the company is committed to the enterprise computer information systems and with thesupporting network construction, has a wealth of system design and software development experience .Microsoft ，AT&T certification engineer and a technology 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 into the client application software development, from LAN scheme to Tnternet/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 solution 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 reliability 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 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 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 insurancewelfare measures, realize 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 colorful 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 with 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 trust 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 leaders and staff of the Kodak in China enjoy a highreputation, 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 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 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 growth 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 today's increasingly competitive technology, Kodak will continue to increase investment in technology 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 vying for the confidence and determination.Facing the new century, Kodak will own mission summarized four heavy, heavy quality, product quality is enterprise's life; service: people-oriented service concept is foundation of the enterprise; talent, talent development strategy as the center to the sustainable 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 number 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 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 prices 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 company's most favorable conditions for the distributionof 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 negotiateplenipotentiary; decision: Li Qian decision makers for company issues;technical adviser:Bo Wen company responsible personnel;Legal Advisor: Shen zhe company's legal counsel;Five, the analysis of the advantages and disadvantages of the negotiations:(a)the advantages of our analysis:1.75 national well-known distributor ranked No. 30, 2004 in GuangxiNanning reputation UNPROFOR gold units 11, Guangxi Shou contract re credit enterprises, good reputation, strength and products toconsumers is very attractive, large consumer market demand.2, acting as the distributor, freedom of choice in large. Our company as a number of digital electronic products distributor, agentdistribution 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 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 negotiation's main 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 the domestic and foreign relevant legal procedures, is conducive to the specification of the two parties of the contract signed.prehensive ability, outgoing personality, doing things calm. Strong ability in public relations.(d)analysis of the advantages of the other party:1, Kodak Technology Co. Ltd., founded in January 2000, is a mp4 series Walkman R & D and production of high-quality oriented high-techenterprises, 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 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 products won several highly professional media and related awards, the" family "a brand is also named" people's 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 capacitance, 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, continued to maintain a rapid growth and development trend .(e), the other side of the disadvantage analysis1, 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 country 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 domestic 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, 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, vigorous 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) 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 stick approach.(2)n egotiation 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 other's advantages and disadvantages, and cited the letter, especially to one's own 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 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. Usually, 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 understand the opponent. Sun Tzu's "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 before 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 battlefield situation, fast changing, to rise to the occasion in the table. Although SJMS Zhuge Liang, but count as theday count, thoughtless, failings. Negotiations, the opponent process God a pen, beyond one's own assumptions, allied personnel must will play it by ear, adopted piecemeal. Really can't resist, 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 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 successful, 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 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 more 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 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 retreatstrategy, step back into the two step, to make full use of the hands of the circuitous compensation chips, appropriate concessions 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, adjust the original plan. Seven, the risk of negotiations and the effect of prediction:Negotiation risk:1, the other party may in the negotiations by its dominant position would not make concessions on price, we must play the identity of their own advantages and dealers forced to make concessions.2, negotiation opponent may I take all kinds of means, let us in trouble. Therefore, we must keep a clear head, play advantage good patience, calm and flexible adjustment of a negotiation strategy the effect prediction: both reasonable conditions to obtain the negotiations success, to achieve a win-win situation, the two sides can friendly end negotiations to succeed and achieve long-term friendship and cooperation.Eight, negotiation budgetA, fare: 2000 B, accommodation fee: 1000 0C, catering fee: 30000 D, telephone fee: 200 E, Travel Gift cost: 6000Total: 48200(1)the two sides approach(2)introduced the meeting arrangements and the participants (3) officially entered the negotiationsA: the negotiations goods model, number. B: submit and discuss a sales agent agreement. C: delivery of settlement time and way D. Negotiation: uniform deposit payment negotiation, breach of contract compensation measures and legal liability.(4) a protocol(5) signed an agreement(6) down payment(7)handshakes negotiation success, take pictures.(8)hosted a dinner in honor, negotiations were successfully into In today's increasingly competitive technology, Kodak will continue to increase investment in technology 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 vying for the confidence and determination.table of contentsOne, the backgroundTwo, the theme of the negotiationsThree, negotiation goalFour, the composition of the negotiating teamFive, negotiation environment analysisSix, negotiation procedures and specific strategiesSeven, negotiation risk and effect predictionEight, negotiation budgetNine, the focus of the negotiations, the difficulties Ten, the development of contingency plans。
商务策划书(英文版)
商务策划书(英文版).txt爱，就大声说出来，因为你永远都不会知道，明天和意外，哪个会先来！石头记告诉我们：凡是真心爱的最后都散了，凡是混搭的最后都团圆了。
你永远看不到我最寂寞的时候，因为在看不到你的时候就是我最寂寞的时候！商务策划书（英文版）-------------------------------------------------------------------------------- 2007-7-26 阅读625次BUSINESS PLAN[Your Name][DATE]TABLE OF CONTENTSExecutive Summary.......................... Management..................................[Company] History...........................[Product/Service] Description............. Objectives.................................. Competitors................................Competitive Advantages................... Innovation.................................. Pricing..................................Specific Markets..................................Growth Strategy....................................Market Size and Share..........................Targeting New Markets....................... Location..................................Manufacturing Plan................................Research & Development......................Historical Financial Data........................Proforma Financial Data.........................Proforma Balance Sheet.........................Cost Control..................................Effects of Loan or Investment............... Attachments..................................Executive Summary[My Company] was formed as a [proprietorship, partnership, corporation] in [Month, Year] in [City, State], by [John Doe] in response to the following market conditions: [Startup, growth] opportunities exist in [Product/Service].The need for use of efficient distribution and financial methods in these overlooked markets.[I/We] have several customers who are willing to place large [orders,contracts] within the next three months.Several other prospective [customers/clients] have expressed serious interest in doing business within six months.[I/We] previously owned a company that was active in the widget markets. Over the past few years I spent much time studying ways to improve overall performance and increase profits. This plan is a result of that study.The basic components of this plan are:<Product>1. Competitive pricing2. Expand the markets3. Increased advertising4. Lower our unit costs,5. Thereby achieving higher profits.<Service>1. Sign contracts2. Increased advertising3. Increase office staffTo this end, [I/we] need investment from private individuals and/or companies. A total of $XXX is being raised which will be used to finance working capital, plant and equipment. The company will be incorporated and common stock issued to investors. The company will be run as a [proprietorship, partnership, corporation]. Financial GoalsYear 1 Year 2 Year 3Sales $1,000,000 $1,400,000 $1,600,000Net Income $25,000 $250,000 $375,000Earnings per share .01 .12 .14Management[Name][Title][Experience]Sales growth from zero to $1,000,000 in five years.Led market in market share - 30%.Formulated advertising budgets & campaigns.Pioneered new distribution channels.Established national sales force.Established national repair & service centers.Brought new and innovative products to the market.Designed point-of-purchase materials.[Education}University of BostonBoston, MAB.A. - Computer SciencesShort BiographiesPresidentJohn Q. Doe, Chief Executive Officer, and Director since February 1988 and President since January 1990. Mr. Doe was the founder and Chief Executive Officer of the original operating company known as Random Excess, Inc. He has had experience in the widget field with his own firm, John Doe Co., of Oshkosh (Wisconsin), from 1980 to 1987. This firm was sold to FatCat Widgets, Inc. in 1987. Mr. Doe has held a sales position with U S West Inc. since then. Mr. Doe graduated from the University of Colorado in 1981 with a bachelor’s degree in philosophy. Mr. Doe is employed by the Company on a full-time basis.Chief Financial OfficerRichard Roe, CPA, Chief Financial Officer, Treasurer and Director. Mr. Roe joined Random Excess, Inc. in December 1988 as a corporate controller and was named Chief Financial Officer in July 1989. Mr. Roe was appointed Treasurer and a Director in July 1990. He served as corporate controller of XYZ Lumber Company from August 1981 to December 1988. Mr. Roe graduated from Metropolitan State College in Denver, Colorado in 1976 with a bachelor’s degree in accounting. Since 1979 he has been licensed as a Certified Public Accountant in the State of Colorado and is a member of the American Institute of Certified Public Accountants. Mr. Roe is employed by the Company on a full-time basis.Vice PresidentJoe Dokes, Secretary, Executive Vice President and Director. Mr. Dokes supervises the company’s sales and implementations to its largest corporate customers, including US West, Great West Life Insurance, etc. Mr. Dokes has served as Secretary and a Director since February 1988, Vice President of Operations from February 1988 to December 1988, President of the Company from December 1988 to January 1990 and Vice President of Contract Sales since January 1990. He has been involved since 1986 with the private company originally formed as Random Excess, Inc., where his duties included managing the purchasing and sales department. From November 1984 to May 1986 he managed the sales department at Integrated Management Systems, Inc. From June 1983 to October 1984 he was a buyer for Adams County, Colorado, School District 50. Mr. Dokes attended Oklahoma State University in 1980 and 1981 and Trinidad State College in Trinidad, Colorado in 1981 and 1982. He did not receive a degree from either university. Mr. Dokes is employed by the Company on a full-time basis. Vice PresidentSally Seaugh Vice President of Marketing. Ms. Seaugh has been the Company’s Vice President of Marketing since November 1988. From September 1986 to October 1988 she was involved in business development and marketing for United Bank of Aurora (Colorado). From February 1980 to August 1986 she was self-employed as an independent oil and gas landman. Ms. Seaugh graduated from the University of Denver in 1974 with a bachelor’s degree in Education. She is employed by the Company on a full-time basis.ResponsibilitiesJohn Q. Doe, Chief Executive Officer - Responsible for entire operation. Overseesmanagement function and all other executives.Salary - $60,000.Richard Roe, CPA, Chief Financial Officer - Responsible for financial operations, accounts payable, accounts receivable, interaction with auditors, investor relations. Salary - $40,000Joe Dokes, Executive Vice President - Responsible primarily for sales and sales support.Salary - $35,000Sally Seaugh Vice President of Marketing. Responsible for marketing, human resources and training.Salary - $30,000.Total Executive Compensation$165,000.[This Page is for an Organization Chart, if applicable.][Company] HistoryIn [Month, Year] [I/we] formed a [Product/Service] company that manufactured start-of-the-art complex widgetry. This company was located in [City, State]. [I/we] formed this company as a [proprietorship, partnership, corporation]. Others involved in this business were: [names].The main goal of this company was to [explain].Financing was arranged through [home equity loans, savings, venture capital, friends and family, etc.] [Explain terms, rates and ability to repay.]This venture was very successful in generating and increasing sales, but was not effective in achieving profitability. The main reason for this was the amount of actual overhead experienced. This overhead was not initially anticipated by me at the beginning of that venture. Items including credit checking, warranty program management, extensive travel, maintaining warehouse stock and the management and expense of a national sales force were expenses not originally forecast or expected. With this level of overhead, it was mathematically impossible to achieve profitability.or:This venture was very successful in generating and increasing sales, as well as effective in achieving profitability. This was due to the following reasons: [Reason 1}[Reason 2][Reason 3]OR:[My Company] was recently conceived and is still in the beginning stages. To this point the following has been accomplished:§ A team consisting of [list names and primary responsibility. (i.e John Doe - Marketing) has been formed.§ A prospective [customer/client] list has been drawn up.§ Strategy meetings are being held every Monday, Wednesday and Friday evenings. § This business plan has been drawn up.[Now link the past to the future - why a former company will lead into this one or how your present company and history will lead into any future plans. A short paragraph should suffice.]We are now able to adequately address the markets we have targeted. We have adjusted our staff, redirected our advertising and sales force, and have added the products necessary to meet the needs and expectations of our customers.[Product/Service] Description[My Company] intends to offer [product/service]. This [product/service] offers our customers the best possible solution as it:<Product>§ Offers the lowest price on the market§ Is the most technically advanced§ Offers more useful features§ Saves them time and money§ Offers our users better value per dollar spent§ Provides an alternative way to achieve a similar task.<Service>§ Provides a service which is not presently available in this area.§ Is strengthened by a team with combined experience of XX years.§ Saves them time and money§ Provides an alternative, cost effective way for them to realize a similar goal. We have a [copyright, service mark, trademark] or [exclusive agency, marketing rights] for this [product/service]. This agency will last until XXX at which time it may be extended for XX years or terminated. This agency agreement is cancelable upon XX days written notice.<Product>The [product/service] has a useful life of XX years. To distribute this product so that it remains usable for our customers, we must use the following methods of storage and transportation:1. Overnight delivery2. Cold storage3. Incorporate preservatives4. Shipment within two weeks to distributors.5. Specially padded boxcars.Even though the technology used to create this product is new, we expect that others will be able to substantially reproduce our patented results within XX years. To remain on the leading edge of this product, we will need to devote approximately XX% of revenues toward research and development. Also due to the fast changing nature of this industry, we will need to retrofit these machines within XX years at customer expense. Our manufacturing plan has considered this.<Service>[If general service to be offered is not obvious, such as carpet cleaning, sales rep, lawn care, consulting, etc. explain what service is. Then give a detailed description of your particular service and its uniqueness.]Short Examples:1. Our carpet cleaning machinery is state-of-the-art.2. Our consulting practice will address these specialized areas: [list]3. We will only rep these specific product lines. [list]Even though at this time our expertise is unique in the marketplace, we expect advances to be made and competitors to arise and offer similar services. We will meet this challenge by:1. Hiring staff specialized in these new areas.2. Increase our continuing education and training expense.3. Adding complementary lines.4. Make regular investments in new equipment.ObjectivesLong Term[My Company] believes very strongly in technical, financial, business and moral excellence. To secure a stable future for all those connected with [My Company] we have set the following long term goals:Present market is estimated at $XXX. Our goal for market share is XX%.We want to be considered by our peers to be the market leader in sales as evidenced by:Trade industry awardsHigh end of scale in financial ratiosMajor market shareTechnical excellence (awards, honors, etc.)Community involvement (Rotary, United Way, etc.)Short TermMarket share goals -1. First Year XX%2. Second Year XX%3. Third Year XX%4. Fourth Year XX%[Decrease, Maintain] costs through acquisition of new plant and equipment. Increase productivity by investing in employee training and education.1. Budget for complete computer training for appropriate applications.2. Set up, Maintain] employee benefit program for continuing college education.3. Budget for necessary seminars and/or continuing job-specific education.4. Maintain state-of-the-art accounting system for careful tracking.5. Monthly reports on financial status vis-a-vis the industry.6. Aggressive recruitment of the best technical staff in the industry.7. Support company involvement in various local and national charity events.CompetitorsNameAddressCity, StateStrengths:§ Location - next door to supplier factory, on major artery, close to terminal, etc.§ Pricing - Low cost producer, known for aggressive pricing policy.§ Delivery - ships overnight to anywhere in the world.§ Management - Everyone has an MBA from Harvard.Weaknesses§ Service - takes more than 3 months to receive spare parts.§ Dedication - If it’s sunny, they’re on the golf course or ski slope.§ Machinery - Slowly approaching obsolescence unless replaced within six months.§ Overhead - Spend lavishly on corporate dining room, limousines and champagne. Competitive Advantages<Product>The distinctive competitive advantages which [My Company] brings to this market are: Experience in this market. [I/we] have XXX years of hands-on experience in this industry.Sophistication in finance and distribution. This results in my being the low cost supplier in these price sensitive markets.The philosophy of [My Company] is to price not just according to our costs, but also according to what the market will pay.Our targeted minimum gross profit margin for a category must be XX%.By pricing to the market, [I/we] will achieve higher sales and therefore increase my buying power. As the amounts of my purchases increase, my per unit costs of shipping decrease and [I/we] will achieve higher discount levels from my suppliers. Through these economies of scale, many items currently on the market can be sold with lower prices, yet a higher net profit.Product pricing will include a range of quantity discounts as well as an early payment discount.Rather than being strictly regional, [I/we] will expand into the national market. To control foreign exchange risks, [I/we] will monitor the markets and hedge accordingly. [I/we] will also use overseas bank accounts.With those companies with which [I/we] have established a relationship or are known to be financially secure, [I/we] will work on a pre-pay basis. This allows me greater discounts.A level and policy of Capitalization that will allow me to fully address the respective markets with comprehensive marketing and customer service plans.By keeping my overhead low, [I/we] will be able to funnel my profits back into operations thus avoiding high debt ratios or lost sales opportunities.A quarterly direct mail campaign directed at both current customers and prospective new customers consisting of an informative newsletter.A toll-free national 800 number will be used for customer orders and inquiries. [I/we] will print complete four-color catalogs on a yearly basis. Price lists willbe updated as needed. [I/we] intend to be aggressive in trade magazine advertising. Consideration will also be given to attending trade shows around the country. With this level of capitalization, should an unexpected downturn occur, [I/we] will be able to continue operations on a positive scale.Innovation. [I/we] have a history of innovative ideas.[List your most meaningful ideas and any new ideas you have for the future.]<Service>The distinctive competitive advantages which [My Company] brings to this market are: Experience in this market. [I/we] have XX years of hands on experience in this industry.Sophistication in management and finance. We are able to run an efficient and lean structure, yet still provide quality service to our clients and customers. Because of the nature of this industry, we will be able to rent office space in more moderately priced buildings.As a unique service company, we will be able to keep our margins high, allowing us to provide internal financing for growth possibilities.A level and policy of Capitalization that will allow [me/us] to fully address the respective markets with comprehensive marketing and customer service plans.By keeping my overhead low, [I/we] will be able to funnel my profits back into operations thus avoiding high debt ratios or lost sales opportunities.Our initial marketing campaign will allow us to book a sufficient amount of business so that we can implement our telephone customer service support program.Innovation[I/we] have a history of innovative ideas.[List your most meaningful ideas and any new ideas you have for the future.] SummaryThrough [my,our] leadership, [I,we] will be able to reduce overhead as a percentage of sales thereby increasing the amount of profit to be retained in the business. Because of our pricing policy, more people will purchase our merchandise thus increasing the size of the market and we will be increasing our market share. What [My Company] proposes to use are just good solid business sense, economies of scale, and the use of efficient financial techniques. This will allow us the following options:§ increase service§ increase advertising§ reduce prices§ increase profits§ increase selection<Service>Through [my,our] leadership, [I,we] will be able to reduce overhead as a percentage of sales thereby ncreasing the amount of profit to be retained in the business. What [My Company] proposes to use are just good solid business sense, economies of scale, and the use of efficient financial techniques. This will allow us the followingoptions:§ increase customer service§ increase advertising expenditures§ increase profits§ increase selection of services offeredThis plan will give us tremendous flexibility to use any of these options or a mix of them to effectively attack our target markets and meet our long term goals. This combination of experience, sophistication, capitalization and innovation will assist [My Company] as it strives to reach its sales, profit and return objectives.Pricing<Product>Before [I/we] set the price for my complex widgets, [I/we] determined on a unit basis what my costs were going to be. [I/we] then determined what the market price was for the normal widget. At this price it was determined that for all but the lowest sales projections, this product would turn a profit at this price. However, since our complex widgets offer additional features, we felt that we could price it approximately 50% above simple widgets.To test this price, we called a database of 50 large users of simple widgets. We first questioned them about the desirability of our extra features and then asked them directly if this price would be acceptable if such a product were available. We found that 75% of those polled would be interested in this product. Of this 75%, we received 10 firm orders representing approximately 30% of this group.OR:We have determined that the market price is $ XX per unit. This will equal a margin of XX%.OR:Our unit cost has been figured at $XX. We need a margin of XX% to pay our overhead and earn a sufficient profit. Therefore, our selling price will be $XX.<Service>Before [I/we] set the price for our [service], [I/we] forecast what our fixed monthly costs were going to be. [I/we] then determined what the market rate for comparable services were. At this rate it was determined that for all but the lowest billing projections, this [Service] would turn a profit at this rate.[Optional, if applicable]However, since our service is unique and demands a higher level of expertise, we felt that we should bill above other comparable rates.Specific MarketsMarket #1General History<Product>The first widget was introduced into the market in 1036. Widgets remained much as the original production until well into the 20th century when computer modeling showed that there could be some enhancements made to the basic widget. The market forwidgets has been generally steady with market growth closely following the typical population growth. At this time there are approximately 1,500 companies worldwide making comparable simple widgets.<Service>Lawn care companies have enjoyed a period of steady growth over the past twenty years. This demand is due to many factors, not the least of which is the advance of lawn care technology. In our proposed marketing area, there are 25 lawn care services. Entry Strategy<Product>Our widget has been designed by the latest in computer aided design. We are able to manufacture our complex widgets on computer driven assembly lines using the latest in robotics manufacturing. This gives us a tremendous price advantage.We intend to market our complex widget through all the normal channels available to simple widgets. These include retail, wholesale, and OEM. To penetrate this market efficiently and swiftly, we intend to initially use commission sales representatives strategically located throughout the USA. We also will start a national advertising campaign targeting the end user in various national publications and on national TV commercials.Our sales representatives will be chosen based on their own experience in the marketplace. It is our intention to hire the best and the brightest among those currently available. Our marketing tests included many of the reps we initially would like to hire.<Service>Over the past few years, we have noticed an increase in demand for full lawn care services - not just grass cutting and snow removal. Our computerized office allows us to track our clients needs and schedule house calls on one hours notice.We intend to attack this market very aggressively through the use of:1. A pool of 10 telemarketers.2. House-to-house visits to neighbors of present clients.3. Advertisements in upscale magazines.4. Radio advertisements on weekends.5. Sales calls on real estate management companies.As we are offering a unique service, informing the public of our capabilities is of utmost importance.Growth Strategy<Product>After having successfully introduced the complex widget into the American market, our expansion will be in two separate areas: increasing sales in the USA and entering various foreign markets.After we have reached our first year sales goals, we intend to offer our sales reps the opportunity to sell our products exclusively by joining our company. We expect that a small percentage will desire to remain independent and these will have to be replaced with our own sales force. We intend to develop further sales reps fromwithin by hiring and training them in our own sales methods. We will increase national advertising and begin targeting smaller accounts and specialty outlets. Additionally, we will conduct in house seminars for various OEM’s demonstrating how the inclusion of complex widgetry into their own products will increase the value of their products.<Service>After having successfully completed this entry phase into this market in the geographical are we have chosen, we will then expand our market by doing the following:1. Expand telemarketing pool to 20.2. Increase number of direct sales reps.3. Expand into neighboring cities.Market Size and ShareThe American market for [product/service] is estimated at $8 Billion annual sales based on data furnished by XYZ Survey. We estimate that we can achieve XX% market share within XX years.Marketing data for other markets is in the process of collection.Other MarketsUse the same format for additional markets.Targeting New MarketsTo continue our growth, we will be using the following methods to expand our markets and to increase our new areas of doing business:§ Customer contact - find out their needs§ Look for complementary products§ Trade shows§ World Trade Center “Network”§ U.S. Government trade leads§ State Government trade leads§ On-line computer prospecting and qualification (DIALOG, D&B, etc.)§ Market surveys§ Research & developmentLocationRETAIL EXAMPLE:This business will be operated at 123 Any Street. This location is desirable because:1. The traffic flow has been rated at high.2. The rent is below market3. The building has the necessary facilities to operate this business.4. The location is convenient for our customers.We are renting this building on a XX year lease. We will have renovations costing $XXX based upon three estimates. The building is zoned R-3, commercial use. OTHER SAMPLE:This business will be operated at 123 Any Street. This location is desirable because:1. The building is structurally compatible for our use.2. The rent is below market3. The building has the necessary facilities to operate this business.4. The location is convenient for our freight companies, suppliers, clients and employees.5. Possibility of expansion in the area.We are renting this building on a XX year lease. We will have renovations costing $XXX based upon three estimates. The building is zoned R-3, commercial use.Manufacturing PlanSAMPLE:We will be using a conventional assembly line method of construction of our complex widgets. Our main supplier of component parts will be DEF Manufacturing of Fort Lee, NJ. In the event that they are not able to ship according to our specifications our secondary supplier will be MNO Amalgamated located in Charlotte, NC. These parts will be shipped to us by motor freight.The actual machinery used in the production line will be manufactured by A&M Machine Tools of Arlington, Texas. They also will be doing maintenance under a service contract. This design of machine and assembly will allows us to produce 24 hours a day as the entire assembly process is fully automated with state-of- the-art robotics of American manufacture.With robotics our labor costs and therefore our production costs will be the lowest in the industry. To maintain our advantage we have established lines of communication with all of our potential machinery suppliers. Most importantly we have an ongoing relationship with several universities and are actively participating in various studies and experiments relating to production methods.These machines also incorporate quality checking by lasers. All products must come within XX% of specifications. Also, at regular intervals we will be using human inspection of products and machines.We do not anticipate generating any toxic materials at this time for these products. However, we will be closely monitoring all production to determine if any hazardous materials are being generated. We have contracted with an environmental engineering company to advise us on any possible problems as well as solutions including legal disposal of all hazardous wastes.We anticipate the following outlays for this capital equipment:A&M Machines $XXXService Contract $XXXResearch & DevelopmentSAMPLE:We have already spent a considerable amount of time in researching and developing our complex widgets. We have a very simple laboratory equipped with the basic research equipment we need. We have thus far been able to discover lighter materials and several cost cutting manufacturing methods. The largest achievement to date is the discovery of a water based lubricant that does not disintegrate in rainstorms.。
商务谈判英文范例
A French trading company decides to import the sensor tap,from China.Mr sun of the China Import and Export Corporation holds a talk with Mr Henri Durand,agent of a French company.Scene one：Telephone InquiriesSun:Hello, Yocoss company, what's can I do for you?Duu:Hello,I find your company in Alibaba,and I want to buy one sample of the Sensor tap,what’s the price of the model C721B?Sun:Ok, the price is USD100 of that model, and also I'd like to send some details of this model to you, may I have your email?Scene two:Arrange visit scheduleSun:It’s a pleasure to meet you,Mr Duu.Duu:Glad to meet you too.Sun:We have come to make sure that your stay in Beijing is a pleasant one.. Duu:Why,thank you.You’er going out of your way for us,I believe.Sun:Not at all.After all,it’s your first trip here and we’d like you to feel at home.If there’s anything special you can always tell us.Duu:Thank you. The room servie here is quite good and we like the food.Sun:I’m glad you find the hotel service satisfactory.Duu:Yes,I do.Were you thinking of any particular place yu wanted to take us to? Sun:Well,we had the Summer Palace in mind.Duu:The summer residence of the Empress Dowager?That would be nice.Ee’sve heard so much about it.How about it.Sun:Well,so long as we know what each other’s requirements are and we don’t get bogged down on details.I’m sure the talks will progress as planned.Duu:Well,for our part,we’ll do our best to make everything smooth sailing. Sun:Thank you.Of all goes well we’ll be able to wind up our talks the day after tomorrow.Duu:I hope so.Anyway we’ll do our best.Scene three:Price discussionDuu:I’m glad to have the opportunity of wisting your corporation.I hope we can do business together.Sun:It’s a great pleasure to meet you,Mr Duu .I believe you have seen our exhibits in the show room.What is it in particular you’re interested in?Duu:I’m interested in the sensor tap of the model C721B.I’ve seen the exhibits and studied your catalogues.I think some of the items will find a ready market in French.Here’s a list of requirements.I’d like to have your lowest quotations. Sun:Thank you for your inquiry.Would you tell us what quantity you require so that we can work out the offers.Duu:I’ll do that.Meanwhile,could you give me an indication of the price. Sun:Here are our CIF price.All the prices in the lists are subject to our confirmation.Duu:What about the commission?From European suppliers I usually get a 3 to 5 percentCommission for my imports.It’s the general practice.Sun:As a rule we do not allow any commission.But if the order is a sizable one,we’ll consider it.Duu:You see, I do business on a commission basis.A commission on your price would make it easier for me to promote sales.Even 2 or 3 percent would help.Sun:We’ll discuss this when you place your order with us.When shall I hear from you?Duu:Ok.Next Friday.Duu:I’ve come about your offer for bristles.We intend to 1000 dozen sensor taps. Sun:I have here our price sheet on an FOB basis.The prices are given without engagement.Duu:Good.If you’ll excuse me,I’ll go over the sheet right now.Sun:Take your time,please.Duu:I can tell you at a glance that your prices are much too high.Sun:This is our rock-bottom price,Mr Duu.We can’t make any further concessions. Duu:If that’s the case,there’s not much point in further discussion.We might as well call the whole deal off.Sun:What I mean is that we’ll never be able to come down to your price.The gap is too great.Duu:I think it unwise for either of us to insist on his own price.How about meeting each other half way and each makes a further concession so that business can be concleded?Sun:What is your proposal?Duu:Your unit price is 100 dollars higher than we can accept.When I suggested we meet each other half way,I miant it literally.Sun:Do you mean to suggest that we have to make a further reduction of 50 dollars in our price?That’s impossible!Duu:What would you suggest?Sun:The best we can do will be a reduction of another 30 dollars.That’ll definitely be rockbottom.Duu:That still leaves a gap of 20 dollars to be cobered.Let’s meet each other half way once more,then the gap will be closed and our business completed.Sun:You certainly havea way of talking me into it.All right,Let’s meet half way again.Ok,USD60 per FOB Dalian,1000 dozen in total.Duu:I’m glad we’ve come to an agreement on price.Scene Four:Payment and deliveryDuu:Well,we’ve settled the question of price,quality and quantity.Now what about the terms of payment?Sun:We only accept payment by irrevocable letter of credit payable against shipping documents.Duu:I see. Could you make an exception and accept D/A or D/P?Sun:I’m afraid not.We insist on a letter of credit.Dun:To tell you frankly,a letter of credit would increase the cost of my import.When Iopen a letter of credit with abank,I have to pay adeposit.That’ll tie up my money and add to my cost.Sun;Consult your bank and see if they will reduce the required deposit to a minimum. Dun:Still,there will be bank charges in connection with the credit.It would help me greatly if you would accept D/A or D/P.You can draw on me just as of there were aletter of credit.It makes no great difference to you,but it does to me.Sun:Well,Mr Duu,you must be aware that an irrevocable letter of credit gives the exporter the additional protection of the banker’s guarantee.We always require L/C for our exports.And the other way round,we pay by L/C for our imports.Duu:To meet you half-wayy,what do you say to 50% by L/C and the balance by D/P. Snu:I’m sorry,Mr Duu.As I’ve said,we require payment by L/C.Duu:OK. We accepted.Duu:Well,Mr Sun,we’ve settled everything in connection with this transaction except the question of payment in Renminbi.Now,can you explain to me how to make payment in Renminbi?Sun:Many of our friends in England,France,Switzerland,Italy and Germany are paying for our exports in Chinese currency.It is quite easy.Duu:I know some of them are doing that.But this is new to me.I’ve never made payment in Renminbi before.It is convenient to make payment in pounds sterling,but I may have some difficulty in making payment in Renminbi.Sun:Many banks in Europe now carry accounts in Renminbi with the Bank of China,Beijing.They are in a position to open letters of credit and effect payment in Renminbi.Consult your banks and you’ll see that they are ready to offer you this service.Duu:Do you mean to say that I can open aletter of credit in Renminbi with a bank in Paris.Sun:Sure you can.Several of the banks in Paris,such as the Bank of China,the National Westminster Bank and so on,are in a position to open letters of credit in Renminbi.They’ll do so against our sales confirmation or contract.Duu:I see.I’ll glad we have settled the terms of payment.By the way.when do I have to open the L/C if Iwant the goods to be delivered in September.Sun:A month before the time you want the goods to be delivered.Duu:Is it possible to effect shipment during September?Sun:I don’t think we can.Duu:Then when is the earliest we can expect shipment?Sun:By the middle of October,I think.Duu:That’s too late.You see,November is the season for this commodity in our market,and our Customs formalities are rather complicated.Sun:I understand.Duu:Besides,the flow through the marketing channels and the red tape involved take at least a couple of weeks.Thus,after shipment it will be four to five weeks altogether before the goods can reach our retailers.The goods must therefore beshipped before October,otherwise we won’t be in time for the selling season. Sun:But our factories are fully committed for the third quarter.In fact,many of our clients are placing orders for delivery in the fourth quarter.Duu:Mr Sun,you certainly realize that the time of delivery is a matter of great importance to us.If we place our goods on the market at a timewhen all other importers have already sold their goods at [rpfotab;e prices,we shall lose out.Sun:I see your point.However,we have done more business this year than any of the previous years.I’m very sorry to say that we cannot advance the time of delivery. Duu:That’s too bad,but I do hope you will give our request your specia consideration.Sun:You may take it from me that the last thing we want to do is to disappoint a customer.But the fact remains that our manufacturers have a heavy backlog on their hands.Duu:Could you possibly effect shipment more promptly?Sun:Getting the goods ready,making out the documents and booking the shipping space—all this takes time,you know.You cannot expect us to make delivery in less than a month.Duu:Very well,Mr Sun.I’ll not reduce my order.I’ll not reduce my order.I’ll take the full quantity you offer.And I’ll arrange for the L/C to be opened in your favour as soon as I get home.Sun:When will that be?Duu:Early next month.In the meantime,I should be very pleased if you would get everything ready.I hope that the goods can be dispatched promptly after you get my L/C.What’s your last word as to the date then?Sun:I said by the middle of October.This is the best we can promise.Duu:All right.I’ll take you at your word.May I suggest that you put down in the contract”shipment on October 15 or earlier”?Our letter of vredit will be opened early October.Sun:Good.Let’s call it a deal.We’ll do our best to advance the shipment to September.The chances are that some of the other orders may be cancelled.But of course you cannot count on that.In any case,we’ll let you know by cable. Duu:That’s very considerate of you.Sun:You can rest assured of that.We’ll book your order and inquire for the shipping space now so that shipment can be effected within two of three weeks of receiving of your L/C.Duu:That’ll be fine.I appreciate your cooperation.Sun:Very good.Well,thanks to your cooperation.Our discussion has been very pleasant and fruitful.I sincerely hope that the volume of trade between us will be even greater in the future.Duu:Naturally.Now that everything is settled,let’s have a cup of tea,and get our minds off business for a change.Scene five:InsuranceDuu:Now,shall we discuss the insurance terms?Sun:We generally insureW.A.on a CIF offer.Special risks,such asTPND,leakage,breakage,oil,freshwater,etc.,can also be covered upon request. Duu:Isuppose the additional premium for the special coverage is for the buyer’s account.Sun:Quite right.According to the usual practice in international trade,special risks are not covered unless the buyer asks for them.Duu:Then what about SRCC?Can we request you to cover this for our imports? Sun:Yes,we accept it now after it has been suspended for many years.However,if you want to have it covered for your imports at your end,you may arrange the insurance as you like.Duu:Then please cover W.P.A.andTPND for this transaction.Sun:All right.Scene six:AcceptanceSun:Payment by L/C,to be opened by the buyer 15to 20 days prior to the date of delivery.That’s what we’ve agreed upon,isn’t it?Duu:Yes,quite so.Sun:We’d like to add the condition that the letter of vredit shall be valid until the 15th day after shipment.You lmpw,sometimes it takes us a week or so to get all the shipping documents ready for presentation and negotiation.This will give us more leeway.Duu:That can be done.Any questions about the inspection and claims?Sun;None whatsoever.The quality and performance of our machines can stand every possibletest.We agree to your conditions.Duu:Do you also agree to the condition that all disputes,if unsettled,shall be referred to the Foreign Trade Arbitration Commission of the China Council for the Promotion of International Trade?Sun:Certainly,but I’m sure there weill be no occasion for arbitration at all. Duu:Well,then,we’ve agreed on all the major points.Sun:Yes,Mr Duu.When can the contract be ready for signing?Duu:Now,we can.Sun:We’re glad the deal has come off nicely and hope there will be more to come. Duu:So long as we keep to the principle of equality and mutual benefit,trade between our two countries will develop further.Sun:Yes,Ok,Bye.Duu:Bye.International trade negotiation process班级：国贸08-1姓名：娄书砚学号：34。
谈判策划书模板_英文
Title:[Your Company/Project Name] Negotiation Planning DocumentDate:[Insert Date]Executive Summary:This document outlines the strategic approach and key objectives for the upcoming negotiation with [counterparty name]. The purpose of this planning document is to ensure a structured and effective negotiation process that aligns with our business goals and maximizes the potential for successful outcomes.1. Background Information:1.1. Parties Involved:- Our Company: [Your Company Name]- Counterparty: [Counterparty Name]- Key Negotiators: [List Key Negotiators from Both Sides]1.2. Context:- Briefly describe the nature of the negotiation (e.g., contract renewal, partnership, sale/purchase of assets, etc.).- Outline the relationship history between our company and the counterparty, if applicable.1.3. Goals and Objectives:- Short-term goals (e.g., to secure a favorable contract term within a specified timeframe).- Long-term goals (e.g., to establish a strategic partnership that benefits both parties).2. Negotiation Strategy:2.1. Pre-Negotiation Analysis:- Conduct a thorough analysis of the counterparty's strengths, weaknesses, opportunities, and threats (SWOT analysis).- Identify the counterparty's negotiation tactics and potential areas of leverage.- Analyze our own strengths, weaknesses, opportunities, and threats (SWOT analysis).2.2. Opening Positions:- Define our opening positions based on our objectives and the market context.- Consider the counterparty's likely opening positions and how they might differ from ours.2.3. BATNA (Best Alternative to a Negotiated Agreement):- Identify our BATNA, which represents the best outcome we could achieve without the negotiation.- Develop a contingency plan if the negotiation does not reach an agreement.2.4. ZOPA (Zone of Possible Agreement):- Determine the ZOPA, which represents the range of outcomes that could be acceptable to both parties.- Explore potential areas of compromise and mutual benefit.3. Negotiation Tactics:3.1. Power Dynamics:- Assess the power dynamics between our company and the counterparty.- Develop strategies to balance or leverage power effectively.3.2. Communication Techniques:- Establish clear and open communication channels.- Develop a negotiation style that is assertive yet cooperative.3.3. Problem-Solving Approach:- Encourage creative problem-solving to find win-win solutions.- Utilize techniques such as the "Yes, and..." approach to build consensus.4. Key Issues and Negotiation Points:4.1. List of Key Issues:- Enumerate the critical issues that need to be addressed during the negotiation.- Prioritize these issues based on their importance and potential impact on the outcome.4.2. Negotiation Points:- For each key issue, outline the potential negotiation points and desired outcomes.- Consider the counterparty's likely stance on each point and prepare accordingly.5. Post-Negotiation Plan:5.1. Follow-Up Actions:- Define the follow-up actions required to finalize any agreements made during the negotiation.- Establish a timeline for these actions and assign responsibilities.5.2. Evaluation and Feedback:- Conduct a post-negotiation evaluation to assess the effectiveness of our strategies and tactics.- Gather feedback from the negotiation team to identify areas for improvement.6. Appendices:- Copies of relevant documents (e.g., contracts, proposals, market research reports).- List of key stakeholders and their contact information.- Any other materials that may be useful during the negotiation process.Signatures:[Your Name][Your Position][Your Company。
卖方商务谈判方案英文版
CatalogueⅠ、Negotiation ThemeⅡ、Negotiation TeamⅢ、 Preliminary Investigation⒈Industry Background⒉Our Business Background⒊Other Business BackgroundⅣ、Deep Analysis⒈Benefits the two parties want to get and the analysis of advantages and disadvantages through the negotiation⒉Negotiating issues identifiedⅤ、Negotiation ObjectivesⅥ、Negotiation ProcessⅦ、Negotiation Strategy⒈The start of negotiation⒉The analysis of strategies used in the mid-term negotiation⒊The final sprint stageⅧ、 Emergency PlanNegotiation matters with the British Lipton on tea wholesale Ⅰ、Negotiation ThemeThe negotiating cooperation around the central theme of tea procurement will be launched by the exchange of feelings to achieve peace negotiations and show our sincerity. We hope that both sides can reach a win-win situation over the negotiations through the exchange, and achieve the long-term cooperation in the future .Ⅱ、Negotiation TeamOur company:Chief negotiator: Yang Miaomiao (responsible for the negotiation matters on tea wholesale )Auxiliary negotiator: Chen Cong ( negotiation assistant)British Lipton:Chief negotiator: He Yanjiiao (marketing director)Auxiliary negotiator: Liu Xiaofei (Financial Officer)Ⅲ、 Preliminary Investigation⒈Industry BackgroundDomestic background of tea market: At present, China's tea production, domestic sales, tea exports are at best level in history,mainly due to the financial support from local government , the deepening reform of tea enterprise, the new capital and the new technology widely used in tea production, as well as the development of new tea products, which have injected new vitality into tea industry in China.British background of tea market : Nowadays,UK is the largest tea importer around the world. Britons are world-renowned as the person who enjoy drinking tea with the consumption of 160 million cups of tea per day. The tea they import from other countries are most of bulk tea , which is made through blending, packaging (small packages) or processed into a teabag after entering into the market. Britons pay more attention on the high quality of tea. Tea-drinking is deeply rooted in the British tea culture and usually in high-end consumer-oriented with a great variety of tea,which could be divided into Ceylon tea, Earl Grey, English breakfast tea, Irish breakfast tea and organic tea. In recent years, due to the strong growth of tea trade on green tea, Darjeeling tea, fruit tea, herbal tea and some other new varieties of tea, overall sales in the UK tea market decreased slowly. At this point, in order to maintain market share, the original merchants must introduce new varieties and seize new opportunities to develop tea markets.⒉Our Business BackgroundFujian Tea Import & Export Co., Ltd. is a foreign trade company held by China Tea Co., Ltd., which is under China National Cereals, Oils and Foodstuffs Corp. (COFCO). Established in February, 1950, our company has developed a business mode, led by foreign trade and integrated by agriculture, industry and trade. Our mission is to promote Chinese tea, pioneer Fujian tea, and provide tea products that are natural, healthy and delicious; the vision is to enhance values of our brand, employees and company with outstanding quality to achieve sustainable development and become the leading enterprise in Fujian tea industry.Fujian Tea Import & Export Co., Ltd.(hereafter refers to as Fujian Tea Co.) mainly engages in exporting special teas, which include oolong tea, jasmine tea, white tea, black tea, green tea, etc. We are always working on tea trade and supply base construction, and have built tea gardens according with the green food standards (in atmosphere, soil and water) and had organic gardens about 2533 hectares. Jian’Ou Ming Yuan Tea Co., Ltd., SongXi Rui Ming Tea Co., Ltd. and YongChun Rui Ming Tea Co., Ltd. are our main base companies. At the same time, we own Fuzhou and Fuxing tea processing factories, whose automatic production lines for oolong tea and jasmine tea are leading in this area, and inspection facilities are complete.In recent years, Fujian Tea Co. has been committed to the updating of products and the development of new products, and has introduced Japan’s advancedthree-dimensional triangle teabag equipment as well as Italian dual-chamber,no-aluminum-staple teabag machine--IMA C24 which is the only one at home now. The products are environment friendly, suitable for modern fashionable, convenient living needs, and favored by consumers at home and abroad.⒊Other Business BackgroundBritish Lipton has run the tea business for many years.In the UK, British Lipton owns 40% of the market share and is renowned over the world . There are enough idle funds which could be used for the tea investment.The aggregate investment budget is up to 3 million yuan.The company can choose tea suppliers from different countries. Ⅳ、Deep Analysis⒈Benefits the two parties want to get and the analysis of advantages and disadvantages through the negotiationOur interests: we hope to expand our production scale and advocacy effortsthrough international cooperation, so as to create a broader overseas market and increase the global awareness of our company.Other benefits: through the introduction of new varieties of tea to develop thetea marketOur advantage: We are selling the tea produced in the beautiful city Fujian .Nowadays, our company has developed a business mode, led by foreign trade and integrated by agriculture, industry and trade. Our mission is to promote Chinese tea, pioneer Fujian tea, and provide tea products that are natural, healthy and delicious; the vision is to enhance values of our brand, employees and company with outstanding quality to achieve sustainable development and become the leading enterprise in Fujian tea industry.Our Disadvantages: The export of small package tea ranked first in ourcountry, but poor sales of high-end tea gifts in foreign countries.Other advantages:British Lipton has run the tea business for many years.Inthe UK, British Lipton owns 40% of the market share and is renowned over the world . There are enough idle funds which could be used for the tea investment.The aggregate investment budget is up to 3 million yuan.The company can choose tea suppliers from different countries.Other disadvantages: the various unknown risks in the search for a new teamarket.⒉Negotiating issues identifiedQuestion 1:.T o negotiate the purchase quantity and the type of paymentAnalysis:It can be seen from the figure that, from 2007 January to 2010 November, the number of China's enterprises of refined tea processing industry has increased, but in 2011 the number of China's refined tea enterprises has significantly decreased,which relatively reduced the competition with our company. So our company has the ability to maintain good performance in production and trade.Question 2: matters about the product packagingAnalysis: The ancient people like to use tin to purify water to make the taste more sweet. Tin is non-toxic and harmless to the human bodies.The tea pot made of tin has the better function on fresh-keeping because the body of tank is quite thick.In the processing of packaging technology, general tank can adopt inclose deoxidizer packaging method, to remove the oxygen inside the package. Sealed cans use pneumatic, vacuum packaging. This negotiation is not only the generalization for our company’s products,but also can make the other company increased the business and trade,which is a win-win project where both sides could achieve opportunities for development .。
商务谈判策划书英文版
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, technical 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 the 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 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 computer 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 market 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 development,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 technology 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 into the client application software development, from LAN scheme to Tnternet/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 solution 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 reliability 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 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 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 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 colorful 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 with 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 trust 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 leaders 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 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 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 growth 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 today's increasingly competitive technology, Kodak will continue to increase investment in technology 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 vying for the confidence and determination.Facing the new century, Kodak will own mission summarized four heavy, heavy quality, product quality is enterprise's life; service: people-oriented service concept is foundation of the enterprise; talent, talent development strategy as the center to the sustainable 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 number 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 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 prices 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 company's most favorable conditions for the distributionof 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 negotiateplenipotentiary; decision: Li Qian decision makers for company issues;technical adviser:Bo Wen company responsible personnel;Legal Advisor: Shen zhe company's legal counsel;Five, the analysis of the advantages and disadvantages of the negotiations:(a)the advantages of our analysis:1.75 national well-known distributor ranked No. 30, 2004 in GuangxiNanning reputation UNPROFOR gold units 11, Guangxi Shou contract re credit enterprises, good reputation, strength and products toconsumers is very attractive, large consumer market demand.2, acting as the distributor, freedom of choice in large. Our company as a number of digital electronic products distributor, agentdistribution 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 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 negotiation's main 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 the 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 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 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 products won several highly professional media and related awards, the" family "a brand is also named" people's 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 capacitance, 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 andequipment, to a high starting point of technology and product positioning, accurate market positioning, strong innovation, continued to maintain a rapid growth and development trend.(e), the other side of the disadvantage analysis1, 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 country 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 domestic 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, 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, vigorous 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) 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 stick 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 other's advantages and disadvantages, and cited the letter, especially to one's own 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 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 imaginarypossibilities in pre planning action. As negotiations have placed seats in detail simulation.C) the bottom line clear. Usually, 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 understand the opponent. Sun Tzu's "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 before 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 battlefield 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 one's own assumptions, allied personnel must will play it by ear, adopted piecemeal. Really can't resist, 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 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 successful, 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 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 more 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 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 concessions 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, adjust the original plan.Seven, the risk of negotiations and the effect of prediction:Negotiation risk:1, the other party may in the negotiations by its dominant position would not make concessions on price, we must play the identity of their own advantages and dealers forced to make concessions.2, negotiation opponent may I take all kinds of means, let us in trouble. Therefore, we must keep a clear head, play advantage good patience, calm and flexible adjustment of a negotiation strategy the effect prediction: both reasonable conditions to obtain the negotiations success, to achieve a win-win situation, the two sides can friendly end negotiations to succeed and achieve long-term friendship and cooperation.Eight, negotiation budgetA, fare: 2000 B, accommodation fee: 1000 0C, catering fee: 30000 D, telephone fee: 200 E, Travel Gift cost: 6000Total: 48200(1) the two sides approach(2) introduced the meeting arrangements and the participants(3) officially entered the negotiationsA: the negotiations goods model, number. B: submit and discuss a sales agent agreement. C: delivery of settlement time and way D. Negotiation: uniform deposit payment negotiation, breach of contract compensation measures and legal liability.(4) a protocol(5) signed an agreement(6) down payment(7) handshakes negotiation success, take pictures.(8) hosted a dinner in honor, negotiations were successfully intoIn today's increasingly competitive technology, Kodak will continue to increase investment in technology 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 vying for the confidence and determination.table of contentsOne, the backgroundTwo, the theme of the negotiationsThree, negotiation goalFour, the composition of the negotiating teamFive, negotiation environment analysisSix, negotiation procedures and specific strategies Seven, negotiation risk and effect predictionEight, negotiation budgetNine, the focus of the negotiations, the difficultiesTen, the development of contingency plans（注：文档可能无法思考全面，请浏览后下载，供参考。
商务谈判策划书英文版
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, technical 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 the 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 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 computer 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 market share reached more than 90％。
商务谈判策划书英文
商务谈判策划书英文篇一：英文版商务谈判计划书商务谈判计划书专业班级： 11市场营销专升本学生姓名：拾以婷，李玉敏，叶蕾，汪平莉，张晨，朱真真吴颖翔，章王亮，张玉铜，尹成存Phone Agency Company Negotiation Plan1.BackgroundsOur company ：Our company was established on April 20, XX, mainly engaged in mobile voice, data,IP telephony and multimedia services. In addition to providing basic voice services, it also offers mobile phone sales agents, IP phones and other value-added data services, with "Global", "M-Zone","Shen Zhou Xing" and other well-known customer brands.Opponent company ：Samsung Group is South Korea's largest conglomerate, has sales outlets in many countries and regions, businesses involved in electronics, finance, machinery, and many other fields, in the international market highlights prowess.2. ThemeCooperate with each other to obtain, at a reasonable price to buy 5000 mobile phone, customized technical guidance and after-sales service and reasonable time.3. Team membersLeader：Gao Tiaoqin Main negotiator：Yan BinAssist negotiator：Huang Mengmeng Legal advisor：Jia MiaoFinancial advisor：Gao TiaoqinAnalysis of opponent negotiating team membersGuo Xvru：good reaction force（Leader, Assist negotiator） Chen Jiali：calm（Legal advisor）Zhao Yajing：strong observation ability（Financial advisor）Zhang Najuan：good at debating（Mainnegotiator）4. Negotiation situation analysisOur advantages ：1) Good operating performance and great development potential2）As a buyer, we have the initiative in the choice of cooperation companies.The opponent’s advantages：Tough brand strength , multi-service network。
商务策划案 全英版
Psychographic variable
• People always buy things according to their attitudes, motives, activities and opinions. • Collage students are willing to buy things in the shop which boss was gratuated from the same collage. They think they are more close to the shop. • Many customers like young boss.Because young boss expresses positive attitude on her shop and makes people thinking that her products are better than others.
About our
• • • •
• J'ai faim, Gâteau Name • Partnership Ownership • Milky tea and food Main business servive Products • milky tea, • Chinese fast food, • foreign pastry, beverages
Our service
• We provide different kinds of foods for different ages of people. For example, we would take specil space for lovers, couples; we would prepare children's food; and we can provide a place just for the old.
商务谈判英文策划书
商务谈判英文策划书商务谈判英文策划书1一、谈判主题解决汽轮机转子毛坯延迟交货索赔问题，维护双方长期合作关系二、谈判团队人员组成主谈：胡达，公司谈判全权代表;决策人：贺宇翔，负责重大问题的决策;技术顾问：陶佳，负责技术问题;法律顾问：张伟燕，负责法律问题;三、双方利益及优劣势分析我方核心利益：1、要求对方尽早交货2、维护双方长期合作关系3、要求对方赔偿，弥补我方损失对方利益：解决赔偿问题，维持双方长期合作关系我方优势：1、我公司占有国内电力市场1/3的份额，对方与我方无法达成合作将对其造成巨大损失我方劣势：1、在法律上有关罢工属于不可抗力范围这上点对对方极为有利，对方将据此拒绝赔偿2、对方延迟交货对我公司已带来的利润、名誉上的损失3、我公司毛坯供应短缺，影响恶劣，迫切与对方合作，否则将可能造成更大损失对方优势：1、法律优势：有关罢工属于不可抗力的规定2、对方根据合同，由不可抗力产生的延迟交货不适用处罚条例对方劣势：属于违约方，面临与众多签约公司的相关谈判，达不成协议将可能陷入困境四、谈判目标1、战略目标：体面、务实地解决此次索赔问题，重在减小损失，并维护双方长期合作关系原因分析：让对方尽快交货远比要求对方赔款重要，迫切要求维护与对方的长期合作关系2、索赔目标：报价：①赔款：450万美元②交货期：两月后，即11月③技术支持：要求对方派一技术顾问小组到我公司提供技术指导④优惠待遇：在同等条件下优先供货⑤价格目标：为弥补我方损失，向对方提出单价降5%的要求底线：①获得对方象征性赔款，使对方承认错误，挽回我公司的名誉损失②尽快交货远以减小我方损失③对方与我方长期合作五、程序及具体策略1、开局：方案一：感情交流式开局策略：通过谈及双方合作情况形成感情上的共鸣，把对方引入较融洽的谈判气氛中方案二：采取进攻式开局策略：营造低调谈判气氛，强硬地指出对方因延迟交货给我方带来巨大损失，开出450万美元的罚款，以制造心理优势，使我方处于主动地位对方提出有关罢工属于不可抗力的规定拒绝赔偿的对策：1、借题发挥的策略：认真听取对方陈述，抓住对方问题点，进行攻击、突破2、法律与事实相结合原则：提出我方法律依据，并对罢工事件进行剖析对其进行反驳2、中期阶段：1、红脸白脸策略：由两名谈判成员其中一名充当红脸,一名充当白脸辅助协议的谈成，适时将谈判话题从罢工事件的定位上转移交货期及长远利益上来，把握住谈判的节奏和进程，从而占据主动2、层层推进，步步为营的策略：有技巧地提出我方预期利益，先易后难，步步为营地争取利益3、把握让步原则：明确我方核心利益所在，实行以退为进策略，退一步进两步，做到迂回补偿，充分利用手中筹码，适当时可以退让赔款金额来换取其它更大利益4、突出优势:以资料作支撑，以理服人，强调与我方协议成功给对方带来的利益，同时软硬兼施，暗示对方若与我方协议失败将会有巨大损失5、打破僵局:合理利用暂停，首先冷静分析僵局原因，再可运用把握肯定对方行式，否定方实质的方法解除僵局，适时用声东击西策略，打破僵局3、休局阶段：如有必要，根据实际情况对原有方案进行调整4、最后谈判阶段：1、把握底线，:适时运用折中调和策略，把握严格把握最后让步的幅度，在适宜的时机提出最终报价，使用最后通牒策略2、埋下契机：在谈判中形成一体化谈判，以期建立长期合作关系3、达成协议：明确最终谈判结果，出示会议记录和合同范本,请对方确认,并确定正式签订合同时间六、准备谈判资料相关法律资料：《中华人民共和国合同法》、《国际合同法》、《国际货物买卖合同公约》、《经济合同法》备注：《合同法》违约责任第一百零七条当事人一方不履行合同义务或者履行合同义务不符合约定的,应当承担继续履行、采取补救措施或者赔偿损失等违约责任联合国《国际货物买卖合同公约》规定：不可抗力是指不可抗力是指不能预见、不能避免并不能克服的客观情况合同范同、背景资料、对方信息资料、技术资料、财务资料(见附录和幻灯片资料)八、制定应急预案双方是第一次进行商务谈判，彼此不太了解。
卖方商务谈判方案英文版
CatalogueⅠ、Negotiation ThemeⅡ、Negotiation TeamⅢ、 Preliminary Investigation⒈Industry Background⒉Our Business Background⒊Other Business BackgroundⅣ、Deep Analysis⒈Benefits the two parties want to get and the analysis of advantages and disadvantages through the negotiation⒉Negotiating issues identifiedⅤ、Negotiation ObjectivesⅥ、Negotiation ProcessⅦ、Negotiation Strategy⒈The start of negotiation⒉The analysis of strategies used in the mid-term negotiation⒊The final sprint stageⅧ、 Emergency PlanNegotiation matters with the British Lipton on tea wholesale Ⅰ、Negotiation ThemeThe negotiating cooperation around the central theme of tea procurement will be launched by the exchange of feelings to achieve peace negotiations and show our sincerity. We hope that both sides can reach a win-win situation over the negotiations through the exchange, and achieve the long-term cooperation in the future .Ⅱ、Negotiation TeamOur company:Chief negotiator: Yang Miaomiao (responsible for the negotiation matters on tea wholesale )Auxiliary negotiator: Chen Cong ( negotiation assistant)British Lipton:Chief negotiator: He Yanjiiao (marketing director)Auxiliary negotiator: Liu Xiaofei (Financial Officer)Ⅲ、 Preliminary Investigation⒈Industry BackgroundDomestic background of tea market: At present, China's tea production, domestic sales, tea exports are at best level in history,mainly due to the financial support from local government , the deepening reform of tea enterprise, the new capital and the new technology widely used in tea production, as well as the development of new tea products, which have injected new vitality into tea industry in China.British background of tea market : Nowadays,UK is the largest tea importer around the world. Britons are world-renowned as the person who enjoy drinking tea with the consumption of 160 million cups of tea per day. The tea they import from other countries are most of bulk tea , which is made through blending, packaging (small packages) or processed into a teabag after entering into the market. Britons pay more attention on the high quality of tea. Tea-drinking is deeply rooted in the British tea culture and usually in high-end consumer-oriented with a great variety of tea,which could be divided into Ceylon tea, Earl Grey, English breakfast tea, Irish breakfast tea and organic tea. In recent years, due to the strong growth of tea trade on green tea, Darjeeling tea, fruit tea, herbal tea and some other new varieties of tea, overall sales in the UK tea market decreased slowly. At this point, in order to maintain market share, the original merchants must introduce new varieties and seize new opportunities to develop tea markets.⒉Our Business BackgroundFujian Tea Import & Export Co., Ltd. is a foreign trade company held by China Tea Co., Ltd., which is under China National Cereals, Oils and Foodstuffs Corp. (COFCO). Established in February, 1950, our company has developed a business mode, led by foreign trade and integrated by agriculture, industry and trade. Our mission is to promote Chinese tea, pioneer Fujian tea, and provide tea products that are natural, healthy and delicious; the vision is to enhance values of our brand, employees and company with outstanding quality to achieve sustainable development and become the leading enterprise in Fujian tea industry.Fujian Tea Import & Export Co., Ltd.(hereafter refers to as Fujian Tea Co.) mainly engages in exporting special teas, which include oolong tea, jasmine tea, white tea, black tea, green tea, etc. We are always working on tea trade and supply base construction, and have built tea gardens according with the green food standards (in atmosphere, soil and water) and had organic gardens about 2533 hectares. Jian’Ou Ming Yuan Tea Co., Ltd., SongXi Rui Ming Tea Co., Ltd. and YongChun Rui Ming Tea Co., Ltd. are our main base companies. At the same time, we own Fuzhou and Fuxing tea processing factories, whose automatic production lines for oolong tea and jasmine tea are leading in this area, and inspection facilities are complete.In recent years, Fujian Tea Co. has been committed to the updating of products and the development of new products, and has introduced Japan’s advancedthree-dimensional triangle teabag equipment as well as Italian dual-chamber,no-aluminum-staple teabag machine--IMA C24 which is the only one at home now. The products are environment friendly, suitable for modern fashionable, convenient living needs, and favored by consumers at home and abroad.⒊Other Business BackgroundBritish Lipton has run the tea business for many years.In the UK, British Lipton owns 40% of the market share and is renowned over the world . There are enough idle funds which could be used for the tea investment.The aggregate investment budget is up to 3 million yuan.The company can choose tea suppliers from different countries. Ⅳ、Deep Analysis⒈Benefits the two parties want to get and the analysis of advantages and disadvantages through the negotiationOur interests: we hope to expand our production scale and advocacy effortsthrough international cooperation, so as to create a broader overseas market and increase the global awareness of our company.Other benefits: through the introduction of new varieties of tea to develop thetea marketOur advantage: We are selling the tea produced in the beautiful city Fujian .Nowadays, our company has developed a business mode, led by foreign trade and integrated by agriculture, industry and trade. Our mission is to promote Chinese tea, pioneer Fujian tea, and provide tea products that are natural, healthy and delicious; the vision is to enhance values of our brand, employees and company with outstanding quality to achieve sustainable development and become the leading enterprise in Fujian tea industry.Our Disadvantages: The export of small package tea ranked first in ourcountry, but poor sales of high-end tea gifts in foreign countries.Other advantages:British Lipton has run the tea business for many years.Inthe UK, British Lipton owns 40% of the market share and is renowned over the world . There are enough idle funds which could be used for the tea investment.The aggregate investment budget is up to 3 million yuan.The company can choose tea suppliers from different countries.Other disadvantages: the various unknown risks in the search for a new teamarket.⒉Negotiating issues identifiedQuestion 1:.T o negotiate the purchase quantity and the type of paymentAnalysis:It can be seen from the figure that, from 2007 January to 2010 November, the number of China's enterprises of refined tea processing industry has increased, but in 2011 the number of China's refined tea enterprises has significantly decreased,which relatively reduced the competition with our company. So our company has the ability to maintain good performance in production and trade.Question 2: matters about the product packagingAnalysis: The ancient people like to use tin to purify water to make the taste more sweet. Tin is non-toxic and harmless to the human bodies.The tea pot made of tin has the better function on fresh-keeping because the body of tank is quite thick.In the processing of packaging technology, general tank can adopt inclose deoxidizer packaging method, to remove the oxygen inside the package. Sealed cans use pneumatic, vacuum packaging. This negotiation is not only the generalization for our company’s products,but also can make the other company increased the business and trade,which is a win-win project where both sides could achieve opportunities for development .。
卖方商务谈判方案英文版
卖方商务谈判方案英文版CatalogueⅠ、Negotiation ThemeⅡ、 Negotiation TeamⅢ、 Preliminary Investigation⒈Industry Background⒉Our Business Background⒊Other Business BackgroundⅣ、Deep Analysis⒈Benefits the two parties want to get and the analysis of advantages and disadvantages through the negotiation⒉Negotiating issues identifiedⅤ、Negotiation ObjectivesⅥ、Negotiation ProcessⅦ、Negotiation Strategy⒈The start of negotiation⒉The analysis of strategies used in the mid-term negotiation⒊The final sprint stageⅧ、 Emergency PlanNegotiation matters with the British Lipton on tea wholesaleⅠ、Negotiation ThemeThe negotiating cooperation around the central theme of tea procurement will be launched by the exchange of feelings to achieve peace negotiations and show our sincerity. We hope that both sides can reach a win-win situation over the negotiations through the exchange, and achieve the long-term cooperation in the future .Ⅱ、 Negotiation TeamOur company:Chief negotiator: Yang Miaomiao (responsible for the negotiation matters on tea wholesale )Auxiliary negotiator: Chen Cong ( negotiation assistant)British Lipton:Chief negotiator: He Yanjiiao (marketing director)Auxiliary negotiator: Liu Xiaofei (Financial Officer)Ⅲ、 Preliminary Investigation⒈Industry BackgroundDomestic background of tea market : At present, China's tea production, domestic sales, tea exports are at best level inhistory,mainly due to the financial support from local government , the deepening reform of tea enterprise, the new capital and the newtechnology widely used in tea production, as well as the development of new tea products, which have injected new vitality into tea industry in China.British background of tea market : Nowadays,UK is the largest tea importer around the world. Britons are world-renowned as the person who enjoy drinking tea with the consumption of 160 million cups of tea per day. The tea they import from other countries are most of bulk tea , which is made through blending, packaging (small packages) or processed into a teabag after entering into the market. Britons pay more attention on the high quality of tea. Tea-drinking is deeply rooted in the British tea culture and usually in high-end consumer-oriented with a great variety of tea,which could be divided into Ceylon tea, Earl Grey, English breakfast tea, Irish breakfast tea and organic tea. In recent years, due to the strong growth of tea trade on green tea, Darjeeling tea, fruit tea, herbal tea and some other new varieties of tea, overall sales in the UK tea market decreased slowly. At this point, in order to maintain market share, the original merchants must introduce new varieties and seize new opportunities to develop tea markets.⒉Our Business BackgroundFujian Tea Import & Export Co., Ltd. is a foreign trade company held by。
英文国际商务策划书模板
---Title: [Subject of the Negotiation]Company: [Your Company Name]Date: [Date of the Plan]---I. IntroductionThe purpose of this negotiation plan is to outline the strategic approach for [Subject of the Negotiation]. This document will serve as a guide for the negotiation team, ensuring a clear understanding of the objectives, strategies, and tactics to be employed during the negotiation process.---II. Negotiation OverviewA. Negotiation Theme:[State the main issue or objective of the negotiation, e.g., "Renegotiation of Supply Contract", "Joint Venture Proposal", "Export of Goods"]B. Background:[Provide a brief background on the relationship between the parties, the industry context, and any relevant historical information.]C. Objectives:[List the primary goals of the negotiation, including both short-term and long-term objectives.]---III. Negotiation TeamA. Team Composition:- Team Leader: [Name, Title, Responsibilities]- Negotiators: [List of Negotiators, Names, Titles, Areas of Expertise]- Support Staff: [List of Support Staff, Names, Titles, Responsibilities]B. Roles and Responsibilities:[Define the specific roles and responsibilities of each team member.]---IV. Stakeholder AnalysisA. Party A (Your Company):- Core Interests:[List the key interests and objectives of your company.]- Strengths:[Identify the strengths that can be leveraged during the negotiation.]- Weaknesses:[Acknowledge the potential weaknesses or challenges that may arise.]B. Party B (Counterparty):- Core Interests:[List the key interests and objectives of the counterparty.]- Strengths:[Identify the strengths of the counterparty that may impact the negotiation.]- Weaknesses:[Analyze potential weaknesses or vulnerabilities of the counterparty.]---V. Negotiation StrategyA. Approach:[Define the general approach to be taken, e.g., collaborative, competitive, or integrative.]B. Tactics:- Opening Position:[Outline the opening position to be presented, including key pointsand justifications.]- Counteroffers:[Plan for how to respond to counteroffers, including potential compromises.]- Closing Techniques:[Discuss strategies for reaching a mutually acceptable agreement.]C. Communication:- Stance:[Define the desired communication stance, e.g., assertive, cooperative, or accommodating.]- Language:[Specify the preferred language for communication and any translation services required.]---VI. Pre-Negotiation PreparationA. Research:- Market Analysis:[Conduct thorough market research to understand the competitive landscape and market trends.]- Counterparty Analysis:[Gather information on the counterparty’s history, reputation, and current business practices.]B. Documentation:- Agenda:[Prepare a detailed agenda for the negotiation sessions.]- Proposals:[Draft comprehensive proposals that address the key issues and objectives.]C. Logistics:- Meeting Schedule:[Plan the schedule of negotiation meetings, including dates, times, and locations.]- Supporting Materials:[Prepare all necessary documents, data, and presentations for the negotiation sessions.]---VII. Contingency PlanningA. Risk Assessment:- Identify Potential Risks:[Identify potential risks that may impact the negotiation process.]- Mitigation Strategies:[Develop。
商务策划书 英文版
商务策划书英文版商务策划书是一份关于商务方案和策略的书面文档，通常用于向投资者、合作伙伴和其他利益相关方展示商业计划。
以下是商务策划书的英文版文档。
Business PlanExecutive SummaryOur business plan aims to establish a company that provides comprehensive business solutions to help clients achieve their strategic goals. The company will focus on providing consulting, marketing, and financial services to clients in various industries.Market AnalysisMarket research indicates that there is a high demand for business consulting services across industries. Our initial target market will be startups and small businesses, as they often require significant support to develop and grow. We will expand our market presence by targeting mid-sized and large businesses that require more advanced consulting services.Marketing StrategyMarketing will be achieved through a combination of digital and traditional marketing methods. Digital marketing will include social media campaigns, content marketing, and search engineoptimization (SEO). Traditional marketing methods will include direct mail, print advertisements, and event sponsorship.Services OfferingOur business solutions will include consulting, marketing, and financial services. Consulting services will focus on strategy, operations, and organizational structure. Marketing services will include branding, market research, and advertising. Financial services will include accounting, budgeting, and investment planning.Financial ProjectionOur revenue projections for the first year are $500,000, with an expected growth rate of 20% per year. Our service pricing will be competitive, targeting businesses with budgets ranging from $10,000 to $100,000.Management TeamOur management team comprises experienced professionals in business consultancy and financial analysis. Our team members have a proven track record of providing top-quality services to clients across various industries.ConclusionOur business plan aims to provide efficient, effective, and comprehensive business solutions to clients across industries. We have planned our market presence, marketing, service offering,financial projections, and management team to achieve this goal. We look forward to serving our clients and achieving their strategic goals with them.。
卖方商务谈判实施方案英文版
卖方商务谈判方案英文版作者: 日期:CatalogueI 、Negotiation ThemeII、Negotiation Team皿、Preliminary Investigation1.1ndustry Background2. Our Bus in ess Backgro und3. Other Bus in ess Backgro undIV、Deep Analysis1. Ben efits the two parties want to get and the an alysis of adva ntages and disadva ntages through the n egotiatio n2 Negotiating issues identifiedV、Negotiation Objectives弋、Negotiation ProcessW、Negotiation Strategy1. The start of negotiation2 The analysis of strategies used in the mid-term negotiation3. The final sprint stage忸、Emergency PlanNegotiation matters with the British Lipton on tea wholesaleI 、Negotiation ThemeThe negotiating cooperation around the central theme of tea procurement will be laun ched by the excha nge of feeli ngs to achieve peace n egotiati ons and show our sincerity. We hope that both sides can reach a win-win situation over the negotiations through the excha nge, and achieve the Ion g-term cooperati on in the future .II、Negotiation TeamOur compa ny:Chief n egotiator: Yang Miaomiao (resp on sible for the n egotiatio n matters on tea wholesale ) Auxiliary n egotiator: Che n Cong ( n egotiati on assista nt)British Lipt on:Chief negotiator: He Yanjiiao (marketing director)Auxiliary n egotiator: Liu Xiaofei (Finan cial Officer)皿、Preliminary Investigation1. Industry BackgroundDomestic background of tea market : At present, China's tea production, domestic sales, tea exports are at best level in history,mainly due to the financial support from local government , the deepening reform of tea enterprise, the new capital and the new tech no logy widely used in tea producti on, as well as the developme nt of new tea products, which have injected new vitality into tea industry in China.British backgro und of tea market : Nowadays,UK is the largest tea importer around the world. Brit ons are world-re nowned as the pers on who enjoy drinking tea with the consumption of 160 million cups of tea per day. The tea they import from other coun tries are most of bulk tea , which is made through ble nding, packag ing (small packages) or processed into a teabag after en teri ng into the market. Brit ons pay more attention on the high quality of tea. Tea-drinking is deeply rooted in the British tea culture and usually in high-end consumer-oriented with a great variety of tea,which could be divided into Ceylon tea, Earl Grey, English breakfast tea, Irish breakfast tea and organic tea. In recent years, due to the strong growth of tea trade on green tea, Darjeeli ng tea, fruit tea, herbal tea and some other new varieties of tea, overall sales in the UK tea market decreased slowly. At this point, in order to maintain market share, the orig inal mercha nts must in troduce new varieties and seize new opport un ities to develop tea markets.2. Our Business BackgroundFujia n Tea Import & Export Co., Ltd. is a foreig n trade compa ny held by China Tea Co., Ltd., which is under China National Cereals, Oils and Foodstuffs Corp.(COFCO). Established in February, 1950, our compa ny has developed a bus in ess mode, led by foreig n trade and in tegrated by agriculture, in dustry and trade. Our missio n is to promote Chin ese tea, pion eer Fujia n tea, and provide tea products that are n atural, healthy and delicious; the visi on is to enhance values of our brand, employees and compa ny with outsta nding quality to achieve susta in able developme nt and become the lead ing en terprise in Fujia n tea in dustry.Fujia n Tea Import & Export Co., Ltd.(hereafter refers to as Fujia n Tea Co.) mainly engages in exporting special teas, which include oolong tea, jasmine tea, white tea, black tea, gree n tea, etc. We are always work ing on tea trade and supply base con struct ion, and have built tea garde ns accordi ng with the gree n food sta ndards (in atmosphere, soil and water) and had orga nic garde ns about 2533 hectares. Jia n 'O Mi ng Yua n Tea Co., Ltd., SongXi Rui Mi ng Tea Co., Ltd. and Yo ngChun Rui Ming Tea Co., Ltd. are our main base compa ni es. At the same time, we own Fuzhou and Fux ing tea process ing factories, whose automatic product ion lines for oolong tea and jasm ine tea are lead ing in this area, and in spect ion facilities are complete.In rece nt years, Fujia n Tea Co. has bee n committed to the updati ng of products and the development of new products, and has introduced Japan ' s advaneedthree-dimensional triangle teabag equipment as well as Italian dual-chamber, n o-alumi nu m-staple teabag machi ne--IMA C24 which is the on ly one at home now. The products are en vir onment frie ndly, suitable for moder n fashi on able, convenient liv ing n eeds, and favored by con sumers at home and abroad.3. Other Bus in ess Backgro undBritish Lipton has run the tea bus in ess for many years .In the UK, British Lipton owns 40% of the market share and is renowned over the world . There are eno ugh idle funds which could be used for the tea inv estme nt.The aggregate inv estme nt budget is up to 3 milli on yua n. The compa ny can choose tea suppliers from differe nt coun tries.IV、Deep Analysis1. Ben efits the two parties want to get and the an alysis of adva ntagesand disadva ntages through the n egotiatio nOur in terests：we hope to expa nd our producti on scale and advocacy efforts through intern ati onal cooperati on, so as to create a broader overseas market and in crease the global aware ness of our compa ny.Other ben efits: through the in troducti on of new varieties of tea to develop the tea market Our adva ntage：We are selli ng the tea produced in the beautiful city Fujia n . Nowadays, our compa ny has developed a bus in ess mode, led by foreig n trade and in tegrated by agriculture, in dustry and trade. Our missi on is to promote Chin ese tea, pion eer Fujia n tea, and provide tea products that are n atural, healthy and delicious; the visi on is to enhance values of our brand, employees and compa ny with outsta nding quality to achieve susta in able developme nt and become the lead ing en terprise in Fujia n tea in dustry.Our Disadva ntages：The export of small package tea ran ked first in our coun try, but poor sales of high-e nd tea gifts in foreig n coun tries.Other adva ntages British Lipt on has run the tea bus in ess for many years .In the UK, British Lipton owns 40% of the market share and is renowned over the world . There are eno ugh idle funds which could be used for the tea inv estme nt.The aggregate investment budget is up to 3 million yuan.The company can choose tea suppliers from differe nt coun tries.Other disadva ntages the various unknown risks in the search for a new tea market.2. Negotiating issues identifiedQuestio n 1: .T o n egotiate the purchase qua ntity and the type of payme ntAn alysis:It can be see n from the figure that, from 2007 January to 2010 November, the nu mber ofChin a's en terprises of refined tea process ing in dustry has in creased, but in 2011 the nu mber of Chin a's refined tea en terprises has sig ni fica ntly decreased,which relatively reduced the competiti on with our compa ny. So our compa ny has the ability to main tai n good performa nee in producti on and trade.Questio n 2: matters about the product packagi ngAnalysis: The ancient people like to use tin to purify water to make the taste more sweet.Tin is non-toxic and harmless to the huma n bodies.The tea pot made of tin has the better function on fresh-keeping because the body oftank is quite thick .In the process ing of packag ing tech no logy, gen eral tank canadopt in close deoxidizer packagi ng method, to remove the oxyge n in sidethe package. Sealed cans use pn eumatic, vacuum packagi ng. This n egotiati on is notonly the generalization for our company 'products,but also can make the othercompa ny in creased the bus in ess and trade,which is a win-win project where both sides could achieve opport un ities for developme nt .。
卖方商务谈判实施方案英文版
卖方商务谈判方案英文版————————————————————————————————作者：————————————————————————————————日期：CatalogueⅠ、Negotiation ThemeⅡ、Negotiation TeamⅢ、 Preliminary Investigation⒈Industry Background⒉Our Business Background⒊Other Business BackgroundⅣ、Deep Analysis⒈Benefits the two parties want to get and the analysis of advantages and disadvantages through the negotiation⒉Negotiating issues identifiedⅤ、Negotiation ObjectivesⅥ、Negotiation ProcessⅦ、Negotiation Strategy⒈The start of negotiation⒉The analysis of strategies used in the mid-term negotiation⒊The final sprint stageⅧ、 Emergency PlanNegotiation matters with the British Lipton on tea wholesale Ⅰ、Negotiation ThemeThe negotiating cooperation around the central theme of tea procurement will be launched by the exchange of feelings to achieve peace negotiations and show our sincerity. We hope that both sides can reach a win-win situation over the negotiations through the exchange, and achieve the long-term cooperation in the future .Ⅱ、Negotiation TeamOur company:Chief negotiator: Yang Miaomiao (responsible for the negotiation matters on tea wholesale )Auxiliary negotiator: Chen Cong ( negotiation assistant)British Lipton:Chief negotiator: He Yanjiiao (marketing director)Auxiliary negotiator: Liu Xiaofei (Financial Officer)Ⅲ、 Preliminary Investigation⒈Industry BackgroundDomestic background of tea market: At present, China's tea production, domestic sales, tea exports are at best level in history,mainly due to the financial support from local government , the deepening reform of tea enterprise, the new capital and the new technology widely used in tea production, as well as the development of new tea products, which have injected new vitality into tea industry in China.British background of tea market : Nowadays,UK is the largest tea importer around the world. Britons are world-renowned as the person who enjoy drinking tea with the consumption of 160 million cups of tea per day. The tea they import from other countries are most of bulk tea , which is made through blending, packaging (small packages) or processed into a teabag after entering into the market. Britons pay more attention on the high quality of tea. Tea-drinking is deeply rooted in the British tea culture and usually in high-end consumer-oriented with a great variety of tea,which could be divided into Ceylon tea, Earl Grey, English breakfast tea, Irish breakfast tea and organic tea. In recent years, due to the strong growth of tea trade on green tea, Darjeeling tea, fruit tea, herbal tea and some other new varieties of tea, overall sales in the UK tea market decreased slowly. At this point, in order to maintain market share, the original merchants must introduce new varieties and seize new opportunities to develop tea markets.⒉Our Business BackgroundFujian Tea Import & Export Co., Ltd. is a foreign trade company held by China Tea Co., Ltd., which is under China National Cereals, Oils and Foodstuffs Corp. (COFCO). Established in February, 1950, our company has developed a business mode, led by foreign trade and integrated by agriculture, industry and trade. Our mission is to promote Chinese tea, pioneer Fujian tea, and provide tea products that are natural, healthy and delicious; the vision is to enhance values of our brand, employees and company with outstanding quality to achieve sustainable development and become the leading enterprise in Fujian tea industry.Fujian Tea Import & Export Co., Ltd.(hereafter refers to as Fujian Tea Co.) mainly engages in exporting special teas, which include oolong tea, jasmine tea, white tea, black tea, green tea, etc. We are always working on tea trade and supply base construction, and have built tea gardens according with the green food standards (in atmosphere, soil and water) and had organic gardens about 2533 hectares. Jian’Ou Ming Yuan Tea Co., Ltd., SongXi Rui Ming Tea Co., Ltd. and YongChun Rui Ming Tea Co., Ltd. are our main base companies. At the same time, we own Fuzhou and Fuxing tea processing factories, whose automatic production lines for oolong tea and jasmine tea are leading in this area, and inspection facilities are complete.In recent years, Fujian Tea Co. has been committed to the updating of products and the development of new products, and has introduced Japan’s advancedthree-dimensional triangle teabag equipment as well as Italian dual-chamber,no-aluminum-staple teabag machine--IMA C24 which is the only one at home now. The products are environment friendly, suitable for modern fashionable, convenient living needs, and favored by consumers at home and abroad.⒊Other Business BackgroundBritish Lipton has run the tea business for many years.In the UK, British Lipton owns 40% of the market share and is renowned over the world . There are enough idle funds which could be used for the tea investment.The aggregate investment budget is up to 3 million yuan.The company can choose tea suppliers from different countries. Ⅳ、Deep Analysis⒈Benefits the two parties want to get and the analysis of advantages and disadvantages through the negotiationOur interests: we hope to expand our production scale and advocacy effortsthrough international cooperation, so as to create a broader overseas market and increase the global awareness of our company.Other benefits: through the introduction of new varieties of tea to develop thetea marketOur advantage: We are selling the tea produced in the beautiful city Fujian .Nowadays, our company has developed a business mode, led by foreign trade and integrated by agriculture, industry and trade. Our mission is to promote Chinese tea, pioneer Fujian tea, and provide tea products that are natural, healthy and delicious; the vision is to enhance values of our brand, employees and company with outstanding quality to achieve sustainable development and become the leading enterprise in Fujian tea industry.Our Disadvantages: The export of small package tea ranked first in ourcountry, but poor sales of high-end tea gifts in foreign countries.Other advantages:British Lipton has run the tea business for many years.Inthe UK, British Lipton owns 40% of the market share and is renowned over the world . There are enough idle funds which could be used for the tea investment.The aggregate investment budget is up to 3 million yuan.The company can choose tea suppliers from different countries.Other disadvantages: the various unknown risks in the search for a new teamarket.⒉Negotiating issues identifiedQuestion 1:.T o negotiate the purchase quantity and the type of paymentAnalysis:It can be seen from the figure that, from 2007 January to 2010 November, the number of China's enterprises of refined tea processing industry has increased, but in 2011 the number of China's refined tea enterprises has significantly decreased,which relatively reduced the competition with our company. So our company has the ability to maintain good performance in production and trade.Question 2: matters about the product packagingAnalysis: The ancient people like to use tin to purify water to make the taste more sweet. Tin is non-toxic and harmless to the human bodies.The tea pot made of tin has the better function on fresh-keeping because the body of tank is quite thick.In the processing of packaging technology, general tank can adopt inclose deoxidizer packaging method, to remove the oxygen inside the package. Sealed cans use pneumatic, vacuum packaging. This negotiation is not only the generalization for our company’s products,but also can make the other company increased the business and trade,which is a win-win project where both sides could achieve opportunities for development .。
商务洽谈委托书英文版
商务洽谈委托书英文版Business Negotiation Proxy LetterIn the dynamic world of international business, effective communication and clear representation are paramount. As we embark on a crucial negotiation, it is essential to ensure that our interests are effectively conveyed and safeguarded. To this end, I am honored to serve as your proxy, entrusted with the responsibility of navigating the complexities of this negotiation on your behalf.As your appointed representative, I will strive to uphold the highest standards of professionalism and integrity. My role is to act as your voice, conveying your objectives, concerns, and desired outcomes with unwavering clarity. I understand the intricacies of the business landscape and will leverage my expertise to secure the most favorable terms for our organization.Throughout the negotiation process, I will maintain constant communication with you. I will provide regular updates on the progress of the discussions, ensuring that you are informed every step of the way. Should any unforeseen challenges arise, I will promptly consult with you, seeking your guidance and input toensure that our strategy remains aligned with your vision.It is my firm belief that successful negotiations are built upon a foundation of trust and mutual understanding. To this end, I will approach each interaction with the utmost professionalism and respect for the other parties involved. I will strive to find common ground, identify areas of compromise, and negotiate in a manner that fosters a collaborative and constructive environment.Moreover, I will be vigilant in safeguarding your interests. I will carefully scrutinize every proposal, contract, and agreement, ensuring that the terms are aligned with our organizational goals and priorities. I will not hesitate to challenge any provisions that may be detrimental to our position, advocating tirelessly on your behalf to secure the most favorable outcomes.In the event of any complex or sensitive matters that arise during the negotiations, I will seek your direct guidance and input. I understand the importance of maintaining your authority and decision-making power, and I will defer to your judgment on critical issues. My role is to serve as your trusted advisor, providing insights and recommendations, but ultimately deferring to your final decisions.As your proxy, I am fully committed to the success of this negotiation. I will draw upon my extensive experience, strategicacumen, and negotiation skills to navigate the complexities of this process. I will approach each interaction with a keen eye for detail, a deep understanding of the industry, and a steadfast commitment to achieving your desired outcomes.In closing, I am honored to have been entrusted with this important responsibility. I will work tirelessly to ensure that your interests are represented with the utmost care and diligence. I look forward to the opportunity to collaborate with you further and to secure a favorable outcome for our organization.。
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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, technical 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 the 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 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 computer 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 market 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 completesystem design, application development, 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 technology 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 into the client application software development, from LAN scheme to Tnternet/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 solution 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 reliability 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 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 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 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 colorful 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 with 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 trust 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 leaders 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 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 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 growth 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 today's increasingly competitive technology, Kodak will continue to increase investment in technology 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 vying for the confidence and determination.Facing the new century, Kodak will own mission summarized four heavy, heavy quality, product quality is enterprise's life; service: people-oriented service conceptis foundation of the enterprise; talent, talent development strategy as the center to the sustainable 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 number 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 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 prices 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 company's most favorable conditions for the distribution of 4,5 twodigital 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 plenipotentiary;decision: Li Qian decision makers for company issues;technical adviser:Bo Wen company responsible personnel;Legal Advisor: Shen zhe company's legal counsel;Five, the analysis of the advantages and disadvantages of the negotiations:(a)the advantages of our analysis:national well-known distributor ranked No. 30, 2004 in Guangxi Nanningreputation UNPROFOR gold units 11, Guangxi Shou contract re creditenterprises, good reputation, strength and products to consumers is veryattractive, large consumer market demand.2, acting as the distributor, freedom of choice in large. Our company 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 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;is strong, look at problems in a relatively calm, good at the art of communication and negotiation, the negotiation's main rival, and a key figure.attention to the details, cheerful, my company, one of the central figure, havestrong 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 the 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 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 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 products won several highly professional media and related awards, the" family "a brand is also named" people's 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 capacitance, 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 andequipment, to a high starting point of technology and product positioning, accurate market positioning, strong innovation, continued to maintain a rapid growth and development trend .(e), the other side of the disadvantage analysis1, 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 country with a population of 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 domestic 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, 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, vigorous 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) 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 stick 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 other's advantages and disadvantages, and cited the letter, especially to one's own 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 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. Usually, 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 understand the opponent. Sun Tzu's "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 before 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 battlefield 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 one's own assumptions, allied personnel must will play it by ear, adopted piecemeal. Really can't resist, 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 tongue quickly and hurt and gas between the two sides. Both sides ifdecorum, 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 successful, 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 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 more 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 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 concessions 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 thedeadlock, timely use diversionary tactics to break the deadlock; Hugh Bureau stage, if necessary, adjust the original plan.Seven, the risk of negotiations and the effect of prediction:Negotiation risk:1, the other party may in the negotiations by its dominant position would not make concessions on price, we must play the identity of their own advantages and dealers forced to make concessions.2, negotiation opponent may I take all kinds of means, let us in trouble. Therefore, we must keep a clear head, play advantage good patience, calm and flexible adjustment of a negotiation strategy the effect prediction: both reasonable conditions to obtain the negotiations success, to achieve a win-win situation, the two sides can friendly end negotiations to succeed and achieve long-term friendship and cooperation.Eight, negotiation budgetA, fare: 2000 B, accommodation fee: 1000 0C, catering fee: 30000 D, telephone fee: 200 E, Travel Gift cost: 6000Total: 48200(1) the two sides approach(2) introduced the meeting arrangements and the participants(3) officially entered the negotiationsA: the negotiations goods model, number. B: submit and discuss a sales agent agreement. C: delivery of settlement time and way D. Negotiation: uniform deposit payment negotiation, breach of contract compensation measures and legal liability.(4) a protocol(5) signed an agreement(6) down payment(7) handshakes negotiation success, take pictures.(8) hosted a dinner in honor, negotiations were successfully intoIn today's increasingly competitive technology, Kodak will continue to increase investment in technology 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 vying for the confidence and determination.table of contents One, the backgroundTwo, the theme of the negotiationsThree, negotiation goalFour, the composition of the negotiating team Five, negotiation environment analysisSix, negotiation procedures and specific strategies Seven, negotiation risk and effect prediction Eight, negotiation budgetNine, the focus of the negotiations, the difficulties Ten, the development of contingency plans。