Phone Agency Company Negotiation Plan
1.Backgrounds Our company ：
Our company was established on April 20, 2000, 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.
Cooperate 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 members
Main negotiator：Yan Bin
Assist negotiator：Huang Mengmeng
Legal advisor：Jia Miao
Financial advisor：Gao Tiaoqin
Analysis of opponent negotiating team members
Guo Xvru：good reaction force(Leader, Assist negotiator)
Chen Jiali：calm(Legal advisor)
Zhao Yajing：strong observation ability(Financial advisor)
Zhang Najuan：good at debating(Main negotiator)
4. Negotiation situation analysis
Our advantages ：
1) Good operating performance and great development potential
2)As a buyer, we have the initiative in the choice of cooperation companies.
The opponent’s advantages：
Tough brand strength , multi-service network。
Since the machine is customized contracts, time-consuming, it is difficult to profit in a shorttime.
The opponent’s advantages：
Initial negotiations with us,not familiar with the market.
5. Negotiation goals
1).The highest goal: Opponent company can allow us to take installments, with the lowest price to buy..
2).Acceptable goal：Establish long-term partnership, cooperation and win-win。
3).The lowest goal：Price cannot be higher than the market price
To reach the opponent company on June 25, for a period of two days。
The first day (visit, preliminary negotiations)
9:00-10:00 visit the Samsung mobile phone company
10:00-11:00 visit the major sales outlets
15:00-16:00 sales staff of opponent company introduce mobile phone sales, preliminary negotiations related matters
The next day
9:00-10:00 subject of negotiations we proposed.
10:00-11:30 accept each other hospitality.
14:00-16:00 reach final negotiations.
1. Start negotiating strategies
2. By using negotiation, positive language to make a statement, make each other feel good
for one's own, so that negotiations commence negotiations in a friendly and pleasant atmosphere.
3. Interim Strategy and Analysis negotiations
(1) Highlight the advantages of a buyer's market:
(2) When we make the appropriate concessions, remember to request return. .
(3) Using diversionary tactics to deal with opponent’s strategies,our main goal is to achieve low-cost purchase.
(4) Emphasize the success of our agreement to the other benefits of both hard and soft at the same time, if the other party fails implied agreement with us will be a huge loss.
8. Emergency plan
1. How to handle a deadlock during negotiations?
Strategies: First impasse main topic set aside, first discuss some minor issues. When necessary permissions to use the limited number of strategies and tactics to wait and see.
2. If negotiations to find each other really well, but there is still room for bargaining on price. How will we hold?
Response: For the price we must adhere to the bottom line not to give way, first with large quantities of orders made chips hold each other, if the other party is not willing to make concessions on price, we can ask each other to provide better on the other side of the original price, excellent after-sales service to ensure that the interests of the company :
Leader(L):shi 主谈Marketing(M)：zhao Lawyer(LA)：ruan Financial(F)：时 Technicist(T)：金
GM：卢(andy) Marketing Executive：小花 Legal adviser：孙 Financial advisor：王大花 Professional: 康师傅
L: Welcome to China, Mr. Smith We are pleased that you can come to China and make business negotiations with us. And I hope that we can achieve a win-win result.
卢: Thank you for your warm reception. It will be excited if we can get a satisfactory result . OK, we would like to get the ball rolling(开始)by talking about prices.
M: Shoot.(洗耳恭听)I'd be happy to answer any questions you may have. 曌: Your products are very good. But I'm a little worried about the prices you're offering.
M: You think we about be asking for more?
曌: That's not exactly what I had in mind. I know your research costs are high, but what I'd like is a 25% discount.
M: That seems to be a little high, Miss. sweet. I don't know how we can make a profit with those numbers.
曌: Well, if we promise future business-volume sales(大笔交易)-that will slash your costs(大量减低成本)for making the products, right?
M: Yes, but it's hard to see how you can place such large orders. We'd need a guarantee of future business, not just a promise.
曌: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months with a guarantee?
M: If you can guarantee that on paper, I think we can discuss this further. 卢: what’s about having a rest now? good rest, good spirit!
TEN MINUTES LATER
F: Miss. sweet, we have considered you advice carefully. But even with volume sales, our coats for the products won't go down much.
曌: Just what are you proposing?
F: We could take a cut(降低)on the price. But 25% would slash our profit margin(毛利率).We suggest a compromise――10%.
王: That's a big change from 25! 10 is beyond my negotiating limit. Any other ideas?
F: I don't think I can change it right now. Why don't we talk again tomorrow?
王：Sure. I don’t think our capital can allow we to make a deal in this price and this numbers.
曌：Mr. Zhao! sorry, we can’t accept the numbers you proposed; but we can try to come up with something else.
M：Yeah, I hope so! and I hope we can make a concession to reach some
曌： I understand. We propose a structured deal(阶段式和约). For the first six months, we get a discount of 20%, and the next six months we get 15%.
L：Oh, no. we can't bring those numbers back to my company-they'll turn it down flat(打回票).
曌：Then you'll have to think of something better
M：How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?
曌：That's a lot to sell, with very low profit margins.
L：It's about the best we can do, Miss. sweet (pause) e need to hammer something out (敲定)today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (Smiles)
卢：(smiles) O.K., 17% the first six months, 14% for the second?! L：Good. Get it.
康：How long is the quality guarantee period?
T：2 years general. And we can guarantee that the quality is better.
康：You know the competition is very serious now ,and we have to offer better service to customs. Could you extended the period ?
T：We can guarantee that our quality is one of the best in the world. We have the advanced research and development ability. Whereas this is our first cooperation, we can extend it to 3 years.
康: that’s good! thank you!
LA：For it is the first time for us to do business. It will be better having a good way to discover the disputes may appear between us.
孙：Sounds good! As the practices, we usually resolve the disputes with our partners visa arbitration.
LA：En, arbitration is also a good choice for us. But we just believe the arbitration of international chamber of commerce.
孙：Ok, international chamber of commerce is good.
曌：We'd like you to execute the first order by the 31st.
M：OK， Let me run through this again: the first shipment for 1000units, to be delivered in 27 days, by 31st June. The second shipment for 2000 units, to be delivered by 20 August
卢：Fine , this deal promises big returns(赚大钱)for both sides. Let's hope it's the beginning of a long and prosperous relationship.
L：Yes ,through two days negotiation I argue that we have reached a win-win result and we are very pleased to cooperate with you for a long time.
卢：that’s true! what’s the good time for us to sign the contract.
M: As our arrangement. You would have a visit to the Shaolin Temple, over there you will learn the nature of Chinese-kung fu. Then we can sign the contract tomorrow morning!
卢: wonderful! It’s can not be better more