How To Write A Business Negotiation Plan?

Business negotiation Planning book How should I write? What contents should be included in the business negotiation plan? Must the negotiations be strictly implemented according to every item of the business negotiation plan? Of course not. business negotiation Activity planning books only play a role of supervision and promotion. In general, negotiations should follow this process. However, we should stick to the principle of stability and change, because we do not know what kind of accidents will happen in the negotiation process, though we have envisaged many possibilities to think of what might happen.

Therefore, it is necessary for us to draft a business negotiation plan, but at the same time, we must adhere to the principle of stability and change to deal with this business negotiation plan.

Then, how should we write a detailed plan for business negotiation? What contents should be included in a complete business negotiation plan? guide Let's take a look at the veil of business negotiation plan by Fan Wen.

　　 [business negotiation plan book]

Business negotiation plan for solving FLP factory claims

Negotiation background: our factory, namely KLL factory and the other side FLP factory, are two long-term partners. The KLL factory is the mould supplier of FLP factory. The 80% moulds used by the FLP factory are supplied by our KLL factory. The FLP factory is our big client. But recently, the FLP factory said that the unqualified moulds produced by our KLL factory have caused great losses to their factories. Therefore, we need to make corresponding compensation for our KLL factory. Our KLL factory has different views on this problem. After many negotiations between the two sides, the two sides have not been able to solve the problem. Therefore, the two sides decided to negotiate to solve this problem.

1 negotiation theme

To solve the claim dispute with FLP factory in our advantageous way, we must solve the problem and ensure that we can continue to cooperate with the FLP factory so as to achieve the goal of cooperative negotiation and satisfy both sides.

2 negotiation objectives

2.1 the highest goal

The highest goal we hope to achieve in this negotiation is not to undertake any additional losses caused by the unqualified moulds to the FLP plant, and to continue to maintain friendly cooperation with the FLP factory, so that our KLL factory will continue to provide the moulds needed for their production for the FLP plant, and, as before, 80% of the mould for the FLP factory will be provided by our KLL factory.

2.2 actual demand objective

Our KLL factory made some concession and expressed sympathy for the loss of the FLP factory, so we did not understand that we acknowledged the compensation made by us. However, we did not admit that the additional loss of the FLP factory was due to the failure of our KLL factory to fulfill the contract agreement between the two parties. We can give some compensation. However, these compensation represent some help from our KLL factory to FLP factory, and we hope to continue to cooperate with them, so we have made friendly measures. The specific compensation amount is 10% of the 5 million yuan people's compensation raised by them, and we can continue to cooperate with their FLP factories. Our KLL plant is still a supplier of 80% of the mould used by their factories.

2.3 acceptable targets

Our KLL factory gave them the expected compensation for the loss of their FLP plant, that is, 50% of the 5 million yuan. In addition, the cooperation between the two factories should be maintained. We are still 80% of the 80% moulds required by their FLP factories.

2.4 minimum target

Our biggest limitation is to compensate the loss of their FLP factory. The compensation is 70% of the 5 million yuan they expect, and the two sides should continue to maintain the same cooperative relationship as before. The mutual trust between the two parties should be the same as before.

3 composition of negotiation team members

Main idea: Mr. Wang, manager of Sales Department of KLL factory.

Vice talk: Mr. Li Shifu, the legal adviser of the KLL plant, senior technician of the production department, and Mr. Li Shifu, a very experienced salesperson who was responsible for selling molds to the FLP factory.

Decision maker: Mr. Wang, manager of the KLL Factory Sales Department, is also our main speaker.

The reasons for team members are: first, because the other side is sending the manager of the purchasing department to negotiate with us, in order to show our sincerity, we should send the sales manager of the KLL factory to negotiate with them. The manager of the sales department has many years of sales experience and rich knowledge of business negotiation, and he is a manager with a very strong leadership style. He has a very strong opinion on dealing with the problem. No matter how serious the situation is, he can play a flexible role. Therefore, it is most appropriate to choose him as the leader. The second is our Deputy staff. This negotiation involves the relevant contents of the contract law. Therefore, the legal staff can not be less. With the legal adviser providing us with relevant legal knowledge, it will make the negotiations more effective. We can make full use of the relevant laws to safeguard the legitimate rights and interests of our KLL factory, so that our negotiators can clearly know what our responsibilities are and what are not our responsibilities. In addition, the mold involves some technical knowledge, so there must be skilled workers who are familiar with mold production, so we hand over technical problems to our KLL factory, who has many years of experience in mold production. Because our KLL factory and FLP factory have many years of cooperation experience, and Mr. Zhang, who is responsible for the business dealings with the other factories, is most aware of the factory situation. Meanwhile, our salesman is very experienced in negotiation. Finally, the decision making power of negotiation is handed over to our manager of the sales department, taking into account his personal ability. That's why our negotiating team members have decided.

Four, confrontation phase

This is the stage of confrontation between negotiations and the stage that best reflects the wisdom and impromptu eloquence of negotiators. In the process of a series of statistics, accounts and consultations, representatives of both sides show their eloquence for the best possible economic interests of the parties, and use the principle of "giving and receiving" to find out the scope of compromise that both parties may accept. Both sides will seize every opportunity to demonstrate the reasonableness of the claims made by the parties. The tone is strong and sometimes even with the smell of ignition. However, the negotiators are usually able to deal with them calmly, using rigorous logical judgement and ingenious answers to the wisdom and answers, bypassing a Hidden Reef and dangerous shoals, and finally reach a more satisfactory agreement.

In this sensitive stage where conflicts and conflicts are likely to be imminent, the negotiator should pay attention to two points: first, listen attentively to each other's speeches, try to find problems from the other's speeches, analyze their true intentions, and better not rush to publish tit for tat objections, and the old confrontation with Fang Moca, thus intensifying the tension. This requires impatience and restraint. Two, we should actively use our brains and put forward several proposals according to the principle of mutual benefit and patience. When some key issues fail to reach consensus at a time, they weigh the pros and cons in an all-round way and make appropriate compromise on minor issues. When things are progressed and mutual trust is enhanced, we should put forward a principled proposal from another angle.

The language features of this stage are indeed both soft and hard, but even those with strong principles are soft inside.

Ironic, sarcastic and ironic language must never be used.

Five, compromise stage

Confrontation is like drinking strong wine, there is always a limit; beyond the limit, there will be negative effects and adverse consequences. A tense confrontation should continue to be a phase of compromise, and the necessary compromise and concession are prerequisites for the eventual agreement. Without giving up the main interests of the two sides and taking into account the needs of the other side, the door of cooperation is reopened, and the language of negotiation is much milder than that of confrontation. Both sides have summarized and summarized the contents of the preceding negotiations, and have discussed, supplemented and perfected the terms of the formal contract.

In this stage, the principles and artistry of the language are stronger. There are three points to note: first, concession and request should be mentioned at the same time, and we hope that the other side will respond and make corresponding concessions. Or put forward the conditions of exchange directly, or imply that the parties are willing to do so, but in exchange for some concessions from both sides. If your factory can produce value-added invoices, we can purchase 18 yuan per meter by X * M. "as far as improving packaging is concerned, I do not think much of it, so long as the price can be reached according to our proposal." Two, we should have a consistent understanding or interpretation of the contents and common concepts and terminology of the two sides in order to avoid undeserved problems. The three is to make clear the final decision. If the other party still fails to make a decision, ask the reason and inform the other party. For example, "there is not much stock left now." "The manager will go abroad for inspection in a few days, and it will take two or three months before he returns." "No contract before the end of the month, it will be difficult to supply on time next month". If other companies are just in touch with their business, they may also let the other side know that there are still more partners and competitors. The other side is reluctant to make a deal.

Six. Agreement phase

After a series of bargaining, it became calm again. The two sides agreed that the goal of their side had basically reached. The chief representative signed the agreement, sealed the bill, and concluded the negotiation process. At this time, the atmosphere is just as friendly, harmonious and harmonious as the lead-in stage. The two sides are happy, holding hands and talking, and toasting. Commonly used sentences are: "thank you for your support", "please pay more attention", "wish us a happy cooperation and success in business!" "I hope we can further strengthen cooperation in the future, help each other in the same boat, create brilliance" and so on.

The language of business negotiation is a colorful and difficult high-level extemporaneous eloquence. In the process of negotiation, some people aggressively attack, take the initiative to win the battle, and gain favorable speech for the side. Some people take the defensive as the attack, and repeatedly declare that the former party has made significant concessions in order to control the psychology of the other side; some people skillfully draw the other Party's topic while the other party touches their important interests, and the key points of the discussion are designed to be within the limits of the scope. Some people skillfully use the psychology that people easily identify from the language, intending to use the familiar dialect of the other party (including dialects) to draw near and shorten the psychological distance between the two sides. On this stage of business war, extemporaneous eloquence is of great use.

Four, confrontation phase

This is the stage of confrontation between negotiations and the stage that best reflects the wisdom and impromptu eloquence of negotiators. In the process of a series of statistics, accounts and consultations, representatives of both sides show their eloquence for the best possible economic interests of the parties, and use the principle of "giving and receiving" to find out the scope of compromise that both parties may accept. Both sides will seize every opportunity to demonstrate the reasonableness of the claims made by the parties. The tone is strong and sometimes even with the smell of ignition. However, the negotiators are usually able to deal with them calmly, using rigorous logical judgement and ingenious answers to the wisdom and answers, bypassing a Hidden Reef and dangerous shoals, and finally reach a more satisfactory agreement.

In this sensitive stage where conflicts and conflicts are likely to be imminent, the negotiator should pay attention to two points: first, listen attentively to each other's speeches, try to find problems from the other's speeches, analyze their true intentions, and better not rush to publish tit for tat objections, and the old confrontation with Fang Moca, thus intensifying the tension.

This requires impatience and restraint. Two, we should actively use our brains and put forward several proposals according to the principle of mutual benefit and patience. When some key issues fail to reach consensus at a time, they weigh the pros and cons in an all-round way and make appropriate compromise on minor issues. When things are progressed and mutual trust is enhanced, we should put forward a principled proposal from another angle.

The language features of this stage are indeed both soft and hard, but even those with strong principles are soft inside.

Ironic, sarcastic and ironic language must never be used.

Five, compromise stage

Confrontation is like drinking strong wine, there is always a limit; beyond the limit, there will be negative effects and adverse consequences. A tense confrontation should continue to be a phase of compromise, and the necessary compromise and concession are prerequisites for the eventual agreement. Without giving up the main interests of the two sides and taking into account the needs of the other side, the door of cooperation is reopened, and the language of negotiation is much milder than that of confrontation. Both sides have summarized and summarized the contents of the preceding negotiations, and have discussed, supplemented and perfected the terms of the formal contract.

In this stage, the principles and artistry of the language are stronger. There are three points to note: first, concession and request should be mentioned at the same time, and we hope that the other side will respond and make corresponding concessions. Or put forward the conditions of exchange directly, or imply that the parties are willing to do so, but in exchange for some concessions from both sides. If your factory can produce value-added invoices, we can purchase 18 yuan per meter by X * M. "as far as improving packaging is concerned, I do not think much of it, so long as the price can be reached according to our proposal." Two, we should have a consistent understanding or interpretation of the contents and common concepts and terminology of the two sides in order to avoid undeserved problems. The three is to make clear the final decision. If the other party still fails to make a decision, ask the reason and inform the other party. For example, "there is not much stock left now." "The manager will go abroad for inspection in a few days, and it will take two or three months before he returns." "No contract before the end of the month, it will be difficult to supply on time next month". If other companies are just in touch with their business, they may also let the other side know that there are still more partners and competitors. The other side is reluctant to make a deal.

Six. Agreement phase

After a series of bargaining, it became calm again. The two sides agreed that the goal of their side had basically reached. The chief representative signed the agreement, sealed the bill, and concluded the negotiation process. At this time, the atmosphere is just as friendly, harmonious and harmonious as the lead-in stage. The two sides are happy, holding hands and talking, and toasting. Commonly used sentences are: "thank you for your support", "please pay more attention", "wish us a happy cooperation and success in business!" "I hope we can further strengthen cooperation in the future, help each other in the same boat, create brilliance" and so on.

The language of business negotiation is a colorful and difficult high-level extemporaneous eloquence. In the process of negotiation, some people aggressively attack, take the initiative to win the battle, and gain favorable speech for the side. Some people take the defensive as the attack, and repeatedly declare that the former party has made significant concessions in order to control the psychology of the other side; some people skillfully draw the other Party's topic while the other party touches their important interests, and the key points of the discussion are designed to be within the limits of the scope. Some people skillfully use the psychology that people easily identify from the language, intending to use the familiar dialect of the other party (including dialects) to draw near and shorten the psychological distance between the two sides. On this stage of business war, extemporaneous eloquence is of great use.