I. Theme of the negotiations
The subject of negotiation
(II) Background information of both parties
Second, the composition of the negotiating team.
Speaker: ……, plenipotentiary of company negotiation;
Decision maker: …, responsible for making decisions on major issues;
Technical consultant: ... responsible for technical issues;
Legal adviser: …, responsible for legal issues;
…………
Third, analyze the interests, advantages and disadvantages of both sides.
(A) analysis of the interests of both parties
1, our core interests:
2. The interests of the other party:
(B) Analysis of the strengths and weaknesses of both sides
1, our advantages:
2. Our shortcomings:
3. Advantages of the other party:
4. Other disadvantages:
Fourth, our negotiation goal.
(1) Strategic objectives:
(2) negotiation objectives
Five, the other party's negotiation target forecast analysis
(1) Strategic objectives:
(2) negotiation objectives
Intransitive Verb Procedure and Specific Strategies
(1) Opening remarks:
1. Scheme 1: Emotional communication opening strategy: form an emotional buzz by talking about the cooperation between the two sides, and introduce the other side into a more harmonious negotiation atmosphere.
2. Option 2: adopt an offensive opening strategy: create a low-key negotiation atmosphere, strongly point out the other party's faults and put forward our conditions, thus forming a psychological advantage and putting us in an active position.
..... and so on other programs can be realized.
3, the other party put forward the relevant provisions of the countermeasures:
1, the strategy of using the topic: listen carefully to the other party's statement, grasp the other party's problems, and attack the breakthrough.
2. The principle of combining law with facts: put forward our legal basis and analyze the strike.
Refute it
..... and so on, other strategies can also be implemented.
(2) Intermediate stage:
(3) Closing stage: adjust the original plan according to the actual situation when necessary.
(4) Final negotiation stage:
1. Grasp the bottom line: use the strategy of compromise and reconciliation in a timely manner, strictly grasp the degree of final concession, make the final offer at the right time, and use the ultimatum strategy.
2. Bury an opportunity: form an integrated negotiation in the negotiation with a view to establishing a long-term cooperative relationship.
3. Reach an agreement: make clear the final negotiation result, show the meeting minutes and contract template, ask the other party to confirm and determine the formal signing time of the contract.
Seven. Prepare negotiation materials
Relevant legal information:
People's Republic of China (PRC) contract law, international contract law, convention on contracts for the international sale of goods, and economic contract law. ...
Remarks:
Liability for breach of contract law
Article 107 If a party fails to perform its contractual obligations or fails to perform the contractual obligations in conformity with the contract, it shall be liable for breach of contract such as continuing to perform, taking remedial measures or compensating for losses.
The United Nations Convention on Contracts for the International Sale of Goods stipulates that force majeure refers to unforeseeable, unavoidable and insurmountable objective circumstances.
Contract specifications, background information, counterpart information, technical information and financial information.
Eight, formulate emergency plans
It is the first time for the two sides to hold business negotiations, and they don't know each other very well. In order to make the negotiation go smoothly, it is necessary to make an emergency plan.