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negotiation plan

negotiation time: Saturday, February 9, 2119

negotiation place: conference office of Hebei University of Finance

Party A:

School of Hebei University of Finance

Party B:

contractors of canteens in 311 and 312

Background of both parties to the negotiation:

Party A: School of Hebei University of Finance is. There are several specific management departments such as logistics and health under it. Logistics is mainly responsible for the logistics supply and guarantee of the school; The health department is to inspect and supervise the sanitation, diet and medical care of the college.

party b: belongs to the social business organization group, contracts the restaurant business on campus, provides meals on campus, observes the national hygienic catering regulations, and accepts the supervision of the school logistics department and teachers and students.

Second, the subject of negotiation:

The food price and hygiene in the canteen

Third, the negotiation goal

On the premise of ensuring the hygiene and nutrition of catering, reduce the food price, so that both students and contractors can be satisfied and achieve a win-win situation.

The fourth preparation stage

includes seeking legal support and citing past cases, so as to achieve the purpose of defining the negotiation objectives and the breakthrough point.

At the same time, get to know the negotiating partner, collect as much information as possible, including his personality, position and tenure, and negotiate with the other party to determine the general rules, including the arrangement of negotiation time and place, etc.

Composition of the negotiation team:

Chief speaker: the school's plenipotentiary for negotiation;

decision maker: school leaders are responsible for making decisions on major issues;

technical consultant: the school technicians are responsible for technical issues;

legal adviser: the school legal personnel are responsible for legal issues.

Five core interests and advantages and disadvantages analysis

(1) Our core interests: 1. Reduce food prices; 2. Ensure that the food is hygienic and nutritious; 3, the contractor and students trust each other, improve the relationship and prejudice, to achieve a win-win situation.

(2) the interests of the other party: 1. The high income of the food price; 2. Reduce costs as much as possible.

(3) Our advantages: 1. Our school leaders have the right to decide whether the contractor can undertake the canteen window package; 2. There are many contractors in the market who want to enter the catering industry in our school, and the market competition is fierce; 3. We represent the interests of 8,111 students and hundreds of teaching staff in our school, which can be said to represent the interests of the masses and the collective. In socialist countries, when the interests of the masses and the collective are threatened, the interests of a few people should be subordinated to the interests of the majority.

(4) Our disadvantages: 1. We can't supervise and inspect the contractors in the canteen every day; 2, can't understand the market environment in time, can't investigate the market source and market price of canteen food raw materials; 3, do not understand the management, the cost and profit of the other party is not clear.

(5) Advantages of the other party: the other party belongs to the relative supplier in the market, has a monopoly position on campus catering, and the demand elasticity of students is poor. Moreover, by taking advantage of the ambiguity of the external management of the other party, food prices can be raised or lowered at will. The other party has a strong economic strength as the foundation, and will ask legal experts to solve the problem when necessary.

(6) Disadvantages of the other party: The other party has a contract period, and the "public grievances" within the contract period will affect the next year's contract. Whether it can be contracted continuously depends on the opinions of the masses to a certain extent.

VI Strategies and methods of negotiation

(1) The negotiation method combines horizontal negotiation with principled negotiation. In the process of negotiation, after determining the main issues designed in the negotiation, all the topics to be negotiated are spread out horizontally and a number of topics are discussed at the same time. You can use both hard and soft tactics in your position

(2) Negotiation strategy

1. Opening:

Scheme 1: Emotional communication opening strategy: by talking about the cooperation between the two sides, you can bring the other side into a more harmonious negotiation atmosphere

Scheme 2: Take an offensive opening strategy: create a low-key negotiation atmosphere and forcefully point out that the other side's vegetable price is too high and the food hygiene situation. Ask the school to change the canteen contractor, so that we can take the initiative.

Countermeasures for the other party to put forward their own objections:

① Strategies for taking advantage of the topic: listen carefully to the other party's statement, grasp the other party's problems, attack and break through

② Combine with the facts: send student representatives to speak on behalf of the students at the right time.

refute it

2. Mid-term stage:

① Red face and white face strategy: two negotiators, one of whom acts as the red face and the other as the white face, assist the negotiation, shift the negotiation topic from the location of the strike event to the delivery date and long-term interests in time, grasp the rhythm and process of the negotiation, and thus take the initiative

② The strategy of advancing step by step: skillfully put forward our expected interests. Strive for benefits step by step

③ Grasp the principle of concession: make clear where our core interests lie, implement the strategy of retreating for advancing, retreat one step and two steps, make circuitous compensation, make full use of the chips in hand, and give back the amount of compensation in exchange for other greater benefits when appropriate

④ Outstanding advantages: support with information, convince people by reasoning, emphasize the benefits brought to the other party by the success of the agreement with us, and at the same time, apply both soft and hard methods. Suggest that the other party will suffer huge losses if the agreement with us fails

⑤ Break the deadlock: make rational use of the suspension, first calmly analyze the causes of the deadlock, then use the method of affirming the other party's behavior and denying the essence of the other party to break the deadlock, and use the diversion strategy in time to break the deadlock

3. Break the deadlock stage: if necessary, adjust the original plan according to the actual situation

4. Final negotiation stage: Use compromise and reconciliation strategy in a timely manner, strictly grasp the extent of the final concession, put forward the final offer at a suitable time, and use ultimatum strategy

② to bury the opportunity: to form an integrated negotiation in the negotiation with a view to establishing a long-term cooperative relationship

③ to reach an agreement: to clarify the final negotiation result, show the meeting minutes and contract samples, and ask the other party to confirm. And confirm the date of signing the contract

7. Risks and forecast effects of negotiation

Negotiation risks:

(1) The other party may refuse to make concessions on price due to its dominant position in the negotiation, and we must exert our own advantages to force it to make concessions.

(2) During the negotiation, our opponents may adopt various means and strategies to get us into trouble, so we must keep a clear head, give full play to the advantages of patience, and adjust the negotiation strategy calmly and flexibly.

Prediction of negotiation effect: the two sides will succeed in the negotiation under reasonable conditions, achieve a win-win situation, and both sides can end the negotiation amicably, achieve success and realize long-term friendly cooperation.

VIII. Expected cost of negotiation

VII. Agenda of negotiation

1. Both parties enter the venue.

2. Introduce the arrangement and participants of this negotiation.

3. formally enter the negotiation.

4. reach an agreement.

5. sign the agreement.