Planners are very common, there are a variety of planners, so this has your right plan? The following is a "business negotiation plan proposal sample catering simple", just for reference, welcome to read this article.
Business negotiation plan program model catering simple (a)
One, our background
White horse past the gap, the sun and the moon like a shuttle, snap your fingers between the three years of college has quietly passed. In these three years we *** with a lot of memories. As a professional trade students, we know from strangers, from ignorance to clarity. We witnessed several times together to win the championship splendor and excitement, together with the failure to experience the blow and sadness and tears. I learn together, explore together, witness each other's continuous growth together. In the past three years, we have built a deep friendship with each other. And now, we are about to face another parting in our student life - graduation. After graduation, we will be separated from each other and go our own way, and it will be hard for us to have the chance to get together again. Therefore, before graduation, we organize a meaningful graduation tour for the class.
Second, the travel agency background
Since the reform and opening up, along with the rapid development of the xx tourism industry, China's travel industry has undergone tremendous changes, especially in the last decade, the industry scale continues to expand, the number of employees continues to increase, the business system continues to innovate, and the business environment continues to improve, the travel agency industry has become an important part of China's economic growth, expanding employment channels, the travel agency industry has become a driving force for economic growth.
The theme of the negotiations
Take the initiative to seek a win-win situation. With appropriate conditions on our travel arrangements with the travel agency to reach an agreement.
Four, the negotiation team composition
On the composition of our negotiators, we are selected x negotiators to carry out this negotiation.
The main negotiator is the xxx with comprehensive knowledge, high ideological and political quality and business quality.
The auxiliary negotiators are the commercial personnel familiar with the tourism routes, the price situation, the market situation, xx; familiar with the financial situation and financial knowledge, with strong financial accounting ability of the financial personnel, xx; good at communicating with people, have the ability of goodwill to communicate with the outside world, xx.
The main negotiator is the xxx, the xx, the xx.
Fifth, the interests of the two sides and the advantages and disadvantages of the analysis
Advantages and disadvantages:
Our side of the trip more people and help it to expand the impact of the school, to enhance the image of the student consumer groups in the student population, without too much personal financial resources, limited funds.
The travel agency line planning organization, safety is guaranteed, the service is careful more well-known travel agencies in Guangzhou, there is competition and threat.
Negotiation goals:
1, the most desirable goal: xx yuan / person.
2, acceptable target: xx yuan / person.
3. Minimum goal: $xx/person.
Sixth, the negotiation process and strategy
Negotiation agenda:
1, we went to the travel agency to contact the other side of the negotiators.
2, the introduction of the meeting arrangements and personnel.
3, officially enter the negotiations.
4, to reach an agreement.
5, sign the contract.
6, prepayment of deposit.
7, shake hands and congratulate the success of the negotiations.
VII, negotiation strategy
The opening negotiation strategy:
1, we ask the other side of the current offer, according to the other side of the offer, "never accept the other side of the first offer" as the principle of the other side of the negotiations. The opening to the other side of the asking price and our optimal goal of half the law of counter-offer.
2, if the other party is not willing to open the price, forced, we have to carry out the current offer, if the "price to be higher with the target" principle of opening the price.
Mid-negotiation strategy:
1, with the bite of the strategy to respond to the other side of the opening price or counter-offer: "You still give a more appropriate price."
2. When we make appropriate concessions, remember to ask for something in return.
Negotiation Sprint Stage Strategy:
In the final stage, you can keep adjusting the decisions that have been made to gain further benefits, while clearly writing out what any plus concessions will cost them.
Eight, prepare materials for negotiation
The information of various travel agencies (about the places we want to visit), online collection of tickets for these attractions of the group purchase, the cost of their own chartered bus, the cost of accommodation, the cost of insurance.
Nine, contingency program
1, the travel agency may be in the negotiation by virtue of the status of refused to make concessions on the price, we must play to their advantage to force them to make concessions.
2, the negotiation of travel agencies may be on our side to take a variety of means and tactics, so that we are in a difficult situation, we must keep a clear head, play a good advantage of patience, calmly and flexibly adjust the negotiation strategy.
Business negotiation plan program model catering simple (two)
A negotiation theme
To solve the problem of delayed delivery of clothing fabric claims, to maintain the two sides of the long-term cooperative relationship.
Two, the negotiation team composition
Team leader: xx
Speech: xx
Main talk: xx, the company negotiation plenipotentiary.
Supporting negotiation: xx
Decision maker: xx, responsible for decision-making on major issues.
Technical Advisor: xx, responsible for technical issues.
Legal advisor: xx, responsible for legal issues.
Planning: xx.
Three, the interests of the two sides and the analysis of advantages and disadvantages
The other party's core interests:
1, we are required to deliver the goods as soon as possible.
2, to maintain long-term cooperative relationship.
3, we ask for compensation to make up for the other party's losses.
Our interests:
Solve the problem of compensation, and maintain the long-term cooperative relationship between the two sides.
Advantages of the other party:
1. xx company occupies xx strong share of the domestic xx fabric market, we can not reach cooperation with the other party will cause huge losses.
2, we are in breach of contract, facing negotiations with many contracted companies, and may be in trouble if we fail to reach an agreement.
The other side of the disadvantage:
1, in the law about xx belongs to the scope of force majeure, this point is extremely favorable to us, we can refuse to compensate accordingly.
2. Red Peony was in short supply of xx fabrics, which had a bad influence on the company, and it was urgent to cooperate with us, or else it would cause more losses.
Our disadvantage:
1. The delay in delivery will bring profit and reputation loss to our company.
Our advantage:
1, the legal advantage: the provisions of the xx is force majeure.
2. We can not use the penalty clause for delayed delivery generated by force majeure according to the contract law.
Fourth, the negotiation goal
1, the strategic goal: decent, pragmatic solution to the problem of compensation, focusing on reducing losses, and maintain the long-term relationship between the two sides.
Reason analysis: so that the other party fully understand that the delivery as soon as possible is far more important than the demand for our compensation, the other party is urgently required to maintain long-term cooperative relations with us.
2, compensation target:
Offer: ① compensation: xx million yuan
② delivery date: x month xx
③ preferential treatment: in the same conditions of priority supply, and in the cooperation of x% (tends to be the cost price)
Bottom line:
① agreed to the other side of the compensation xx million yuan, we admit the mistake, to restore the reputation of our company. Our company's reputation loss.
② Delivery as soon as possible to minimize the loss of the other party.
③ The other party and our long-term cooperation.
V. Programs and specific strategies
1, the opening:
Program 1: emotional exchange opening strategy: by talking about the two sides of the cooperation to form emotional **** Ming, the other side of the introduction of a more harmonious negotiating atmosphere.
Program 2: take the offensive opening strategy: to create a low-key negotiation atmosphere, pointed out that we have xx because of xx lead to xx fabric delivery delays, for "force majeure" and the right not to compensate you for xx million yuan of fines, in order to create a psychological advantage, so that we are in an active position.
The other party questioned xx belongs to the provisions of force majeure refused to compensate for the countermeasures:
1, the theme of the strategy: listen carefully to each other's statements, seize the other side of the problem point, attack, breakthrough.
2, the principle of combining law and facts: put forward our legal basis, and analyze the strike incident to refute it.
3, the mid-term stage:
(1) red face and white face strategy: by two members of the negotiation, one of which acts as a red face, one acts as a white face to assist in the negotiation of the agreement, the negotiation topic from the positioning of the "compensation for delayed delivery of apparel fabrics," the transfer of the delivery date and the long-term interests of the negotiation to come up to grasp the rhythm and process of negotiation, so as to take the initiative. The first step is to make sure that you have a good understanding of the situation, and that you have a good idea of what is going on.
(2) layer by layer, step by step strategy: skillfully put forward our expected goals, first easy and then difficult, step by step to strive for benefits.
(3) grasp the principle of concession: clear where our core interests, the implementation of the strategy of retreat, retreat one step into two steps, to do a roundabout way to compensate, make full use of the chips in hand, when appropriate, you can give back the amount of compensation in exchange for other greater benefits.
(4) highlighting the advantages: to support the information, convince people with reason, emphasize the success of the agreement with us to the other side of the benefits, while soft and hard, suggesting that the other side if the agreement fails with us there will be huge losses.
(5) to break the deadlock: reasonable use of the pause, first calmly analyze the reasons for the deadlock, and then can be used to grasp the other side of the form, deny the other side of the substance of the method of lifting the deadlock, and in due course, with the strategy of the East meets the West, to break the deadlock.
(6) recess stage: if necessary, according to the actual situation of the original program to adjust.
4, the final stage of negotiations:
(1) grasp the bottom line: timely use of compromise and reconciliation strategy, strictly grasp the magnitude of the final concessions, at the appropriate time to put forward the final offer, to prepare for the ultimatum.
(2) burying the opportunity: in the negotiations to form an integrated negotiation, with a view to establishing a long-term cooperative relationship.
(3) Reach an agreement: clarify the final negotiation results, present the minutes of the meeting and the model contract, ask the other party to confirm, and determine the time to formally sign the contract.
Sixth, prepare the negotiation materials
Relevant legal information:
The People's Republic of China **** and the State Contract Law, the International Contract Law, etc..
Remarks:
The so-called force majeure, in China's General Principles of Civil Law refers to "unforeseen, unavoidable and insurmountable objective circumstances".
The United Nations Convention on Contracts for the International Sale of Goods: force majeure refers to unforeseen, unavoidable and insurmountable objective circumstances.
Seven, the development of contingency plans
The two sides are the first time to conduct business negotiations, do not quite understand each other. In order to make the negotiations go smoothly, it is necessary to develop a contingency plan.
1, we recognize the breach of contract and are willing to pay compensation, but the xx million dollars to disagree.
Response program: price negotiations on the amount of compensation, the use of compromise strategy, in exchange for a longer delivery period, to achieve mutual benefit **** win.
2. The other party used the limited power strategy, claiming that the amount of restriction, rejected our proposal.
Response: Understand each other's authority, the "white face" reasoning, the appropriate use of the creation of the reins of the strategy, the "red face" and then reveal the other party's authority to imply the way the strategy, and the use of circuitous compensation techniques to break through the reins of the situation. It is easy to use the strategy of sound east to strike west.
3. The other side uses the strategy of using the topic to play on a secondary issue to catch us.
Response: Avoid unnecessary explanations, you can change the subject, if necessary, you can point out the nature of the other side of the strategy, and declare that the other side of the strategy affects the negotiation process.
4. If the other party insists on not making any concessions on the claims, and does not make a positive response on the delivery date. Then we first highlight the importance of long-term cooperation with the other side and imply that the failure to reach an agreement with us will bring the negative effects of the industry.