Company business negotiation plan template
Procurement negotiations on Wal-Mart Huzhou store and Huzhou century-old store Zhou Shengji
I. Negotiation theme
1, theme: about Wal-Mart Supermarkets Huzhou store and Huzhou century-old store Zhou Shengji negotiation
2, background: the township of fish and rice, silk overlooking the Huzhou, abound in a variety of many snacks, such as Ding Lianfang thousand sheets buns, Zhou Shengji wontons, Zhou Shengji chicken claws, Zhu Boss dumplings, etc. Among them, the "first in Jiangnan," which is the most important. Various kinds of snacks, such as Ding Lianfang thousand-sheet buns, Zhou Shengji wontons, Zhou Shengji chicken claws, Zhu Boss zongzi, etc., of which "Jiangnan first claw" Zhou Shengji chicken claws are the most famous, the most favorite of the local people, as a souvenir gift to friends and relatives. Wal-Mart Supermarket Huzhou branch for the needs of the consumer population in Huzhou, special counters, Huzhou specialty gift counter, purchasing Zhou Shengji chicken claws.
Second, the composition of the negotiators
1, the chief negotiator: control the overall situation of the negotiations, supervise the negotiation process, grasp the negotiation process; organization and coordination of professionals and negotiation team views, decide the important matters in the negotiation process, leadership and decision-making power; report on the negotiation work, on behalf of the unit contract.
2, business representatives: that is, professional negotiators, to explain the purpose and conditions of their own side of the negotiations, to understand the purpose and conditions of the other side, to find out the differences and gaps between the two sides; and the other side of the business negotiations on the details of the negotiations; to the chief representative of the basic ideas of negotiation and financial analysis of the views of; modify the drafting of negotiating instruments of the relevant provisions.
3, the legal representative: confirm the legal status of the other side of the economic organization, supervise the negotiations within the scope of the law, check the legitimacy of the negotiation documents, the authenticity and integrity, and draft the relevant legal documents.
4, financial representatives: the negotiations on price accounting, payment terms, payment methods, settlement currency and other financial issues related to the gatekeeper.
5, technical representatives: responsible for the production technology, food safety testing, quality standards, product acceptance, technical services and other issues related to the negotiations, but also for the negotiation of price decisions as a technical adviser.
6, recorders: accurate, complete and timely record and organize the content of the negotiations.
Third, the negotiation objectives
1, the price target: Zhou Shengji chicken claws market price of 24 yuan / catty, we expect the price of 17 yuan / catty, the bottom line price of 22 yuan / catty; if calculated by only, the market price of 2 yuan / only, we expect the price of 1.5 yuan / only, the bottom line price of 1.8 yuan / only; if the boxed 12 / box, the expectation of the price is the same as above.
2, delivery target: our orders are very high requirements, once the order is issued, the supplier must be within twenty-four hours in accordance with the order above the number of shipments. If you can not, you must give a reply within twenty-four hours, we will re-order.
3, the payment method target: the use of batch delivery, batch payment method, the amount paid in each batch is only a part of the total amount of the contract.
4, the quantity target: we use a large number of purchases, you can specify a certain amount of overflow of short-loading terms; will be the number and price linked. Divided into two kinds of quantity requirements, boxed and bulk, and to ensure that the number of units per box is consistent, unit price and bulk consistency.
5, quality objectives: all food production date must be within 24 hours of the day to ensure its freshness. Each chicken claw is vacuum-packed in the form of packaging, packaging should be labeled with the anti-counterfeiting identification mark of the Ming century-old store Chow Sang Kee, the date of production, shelf life, manufacturers and other basic information, and choose the size and weight close to the chicken claw packaging to facilitate the promotion of the promotion by individual or box.
Fourth, the negotiation process and strategy
1, the order of negotiation issues
Highly concerned about the H commodity price commodity quantity
commodity quality social reaction
commodity quantity commodity price medium concern M commodity packaging commodity quality
social reflection commodity packaging low concern L the other party's ability to the other party's ability
2, the opening stage strategy
Program 1: Consultative opening strategy. Negotiation, affirmative language statement, so that the other party to our goodwill, to facilitate the understanding of the two sides of the negotiations, resulting in a "consistency" feeling, so that the negotiating parties in a friendly, pleasant atmosphere to start the negotiation work. Since the two sides have no business dealings in the past, the first contact, hope to have a good start. You should use diplomatic language and neutral topics to make both sides start in an atmosphere of equality and cooperation. Gesture should not be humble, calm without losing enthusiasm, confident but not arrogant, grasp the balance, and smoothly open the situation.
Program 2: opening strategy on offense. Create a low-key negotiation atmosphere, point out our advantages, so that the other party has a sense of trust, so that we are in an active position.
Quotation stage strategy
3.1 Determination of the order of quotation
Quotation timing strategy to take the first quotation strategy, in the negotiating power is quite strong or stronger than the other side of the negotiation, the first quotation, is conducive to the drawing of a baseline, the final agreement will be reached within this range, but also conducive to our grasp of the conditions of the transaction.
3.2 The choice of quotation strategy
The use of price starting point strategy, the first proposed a lower price than our actual requirements as the starting point for negotiation, in the process of negotiation to attract the seller to make concessions to the seller, attempting to beat the price of similar rivals to participate in the competition, and then with the seller to carry out the real negotiation, forcing it to make concessions to achieve their own purposes.
At the same time, the use of differential offer strategy, for the nature of the customer, the number of purchases, transaction time, payment methods, etc., to take a different offer strategy, especially for new customers, in order to open up new markets, you can give appropriate concessions.
3.3 Bargaining stage strategy
The use of stone skills, we intentionally put forward a number of assumptions, through the other side of the response and answer to figure out the other side of the intention to seize the favorable opportunity to reach a deal,
, to find out the other side of the real, as far as possible, to get some of the information that is usually not easy to obtain, for example, "If we buy the number of times, your side of the price? What is your price?" If we provide the packaging materials, what is your price?"
4, the magnitude of concessions designed
Clearly 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. As a buyer, we can make incremental concessions relative to the seller. Although in concessions, but to let the other side clear, our concessions are getting smaller and smaller. In terms of content, by taking bulk orders, we can expand our purchasing efforts. Make it clear that we can reach a long-term partnership with the other side. In the payment method, you can change the installment payment for a one-time settlement.
5, the overall strategy of negotiation
The use of first bitter and then sweet strategy, want Chow Sang Kee in the price to give some discounts, but also estimated that if they do not do the corresponding concessions on the number of the other party is afraid that it is difficult to accept this request. In addition to price, at the same time in several other aspects of the more demanding terms, as a blueprint for negotiation, such as the weight of the unit chicken claws, transportation conditions, delivery deadlines, payment terms and other aspects. In the process of bargaining for these terms, intends to make the seller feel that we are willing to make concessions on a number of other trading conditions, forcing the seller to make concessions on price.
V. Negotiation of the advantages and disadvantages of the analysis
1, our advantages and disadvantages
1.1 Advantages and disadvantages:
High brand awareness, access to Wal-Mart supermarkets, means that the brand credibility and reputation of the further increase in sales volume. We do not charge rebates to suppliers, do not charge entry fees, and with suppliers to analyze the cost structure, to help suppliers to improve the process, improve quality, reduce labor costs, control inventory, *** with find effective ways to reduce costs.
Strong assets, Walmart is a large warehouse supermarket, is a company with assets of more than $ 200 billion, has a strong scale of operation advantages, and focus on saving money, committed to reducing operating costs, so that it is more competitive. For important suppliers to provide a reasonable placement of goods space, and also allows suppliers to design their own merchandise display area, designed to create a more attractive, more professional shopping environment.
1.2 Weaknesses:
Wal-Mart adopts daily flat prices, discount sales, special offers, and provides suppliers with low prices.
Opponent's Strengths and Weaknesses
2.1 Strengths
Zhou Shengji Chicken Claws, as a unique 'snack in Huzhou, is in short supply every day, and consumers have a high opinion of chicken claws.
2.2 Disadvantages
In Huzhou City, there are only three Zhou Shengji retail brick-and-mortar stores, and only the day of the sale of deli marinade, including chicken claws, as a specialty gift inconvenience, put the time does not last.
Inconvenient transportation, there is no parking lot in front of the store, which is not convenient for consumers to stay.
Specialty products are only relatively well-known in Huzhou area, the popularity is not popular enough.
Business is not enough.
Macro market environment analysis
Retail is a cruel industry. Few industries have changed as dramatically as retail in the last 30 years, with every sales planning, pricing and promotional decision being mimicked by competitors. Today, the major food market standardization, charging farmers stall fees, so that the food market farmer's food is no longer cheap, the food market opening hours are not as long as the super long, to meet the late from work late urban white-collar workers, the general popularity of supermarkets to promote the level of public consumption, and with the establishment of the major supermarkets, the market is gradually diversified, the pressure of competition can be imagined.
Six, negotiation time
1, understanding, choose the morning of the working day, this time, you can clearly understand the other side of the production and work conditions and other aspects.
2, negotiations, choose the end of the month or the beginning of the next month, this time, the company has generated the company's financial statements, the company's financial indicators can be controlled to facilitate the understanding of the company's financial situation, and is conducive to the other side of the understanding of our sales targets, revenue targets, etc.
3, negotiations, choose the morning of the working day, this time, you can clearly understand the other production work conditions.
3, signing, choose Friday's dinner time, this time is exactly the last time period of the week's work, considering the other party is eager to complete the work to enjoy the double holiday, conducive to our conditions.
Seven, the negotiation site
1, understanding, choose the other Zhou Shengji production site, we went to the personnel from the commercial representative, technical representatives, record keepers, mainly to understand each other's production, safety and environmental monitoring, food freshness, and so on.
2, negotiation, choose our Walmart's specialty gift display counter and the sales department, have invited the other side to observe our sales for the other side to set up a gift display counter, as well as to the sales department to learn about our sales, sent business representatives, financial representatives, sales managers, record-keeping reception.
3, signing, choose a beautiful environment, excellent conditions, with the ancient hotel, skillfully arranged talks place, safe and comfortable, warm and friendly psychological feeling, not only can show our enthusiasm, friendly and sincere attitude, but also make the other side of our sincere intention to express deep gratitude, our personnel by the chief negotiator, business representatives, legal representatives, recorders.
Eight, the negotiation contingency program
1, strategy (if we have backed down to the bottom line, but the other party is not satisfied, insist on more concessions): to force the other party to make concessions to the other side of the strategy or to prevent the other side of the offensive strategy.
1.1 forcing the other side of the concession strategy:
The use of competition, reap the benefits of the strategy. Creating and utilizing competition is always the most effective weapon and strategy to force the other party to make concessions in negotiations. We can invite all possible sellers, such as Zhou Shengji biggest competition peer Ding Lianfang, Zhu Boss, with them to discuss the conditions of the deal, the use of competition between sellers, each breakthrough, to create favorable conditions for themselves, the use of competition between sellers, so that the buyer to profit. Specific methods include: inviting several sellers to participate in collective bargaining, and negotiating with one of the sellers in front of all the sellers on terms favorable to us in order to force the seller to accept the new terms. Because in this case, the seller in the pressure of competition, such as do not agree to new conditions, for fear that the business is competing with others, will have to yield to our will.
1.2 to stop the other side of the offensive strategy:
If the negotiation process, the other side of the constant attack, sharp, aggressive words, we can take the fatigue tactics, the purpose is to make such negotiators fatigue through a number of rounds of the tug-of-war, so that this kind of fatigue bored, so as to gradually wear down the sharpness; at the same time also reversed the disadvantage of us in the negotiation, and so on, until the opponent exhausted, dizziness, when we can reverse to the defense. When the opponent is exhausted, dizziness, we can counter-attack, prompting the other side to accept our conditions. If we are sure that the other side than their own more eager to reach an agreement, then the use of fatigue tactics will be very effective.
2, members (if we determine the negotiation members for some reason can not arrive on time, who should be replaced; negotiations, due to a person's physical discomfort or accidents and can not continue to negotiate, the negotiation team how to work part-time with each other)
Successful negotiation requires the collective wisdom of the team and the members of the tacit cooperation, the cooperation of all the team and the division of labor is particularly important.
2.1 The cooperation and division of labor between the main negotiation and the auxiliary negotiation, communicating with each other about the process, maintaining progress, controlling the whole situation, arranging the distribution of personnel, and resolving emergencies in a timely manner.
2.2 "foreground" and "background" cooperation and division of labor, "foreground" is directly involved in the negotiations, "background" refers to the foreground advice and preparation of materials and evidence. If the "foreground" has a situation, "background" to make up.
2.3 Other cooperation and division of labor, business terms in the choice of business personnel, technical terms in the choice of technical personnel, legal terms in the choice of legal personnel, financial terms in the choice of financial personnel, as far as possible, do not cross, to achieve optimization.
IX. Prepared information and documents
1. Negotiation of the company's own situation
As the largest private employer in the United States and the world's largest retail chain, Wal-Mart opened 7899 shopping malls around the world *** in 16 countries, with a total of more than 2 million employees, and 200 million weekly visits to Wal-Mart's customers, is the most powerful retailer. Started from a small town to regional domination, and eventually made it to the United States has experienced a long international road. Supermarkets are characterized by daily flat prices, concessionary sales, and special offers.
2, the situation of the negotiation opponents
Zhou Sheng Ji is a well-known traditional snack bar in the southern part of the Yangtze River, including chicken claws in marinade known as "the first claw in the South", has played the brand. Access to "Zhejiang Province, high-quality assured food", "National Green Catering Enterprise", "National 100 consumer confidence unit" and other honors. The other side wants to borrow the Walmart platform to open more markets.
3. Information about the negotiators
The negotiation team consists of six people, see the second major point above for details, who have good quality and ability. Negotiators have a high sense of teamwork, the ability to observe and judge rob, with flexible on-site control ability, clever language skills, a high degree of self-confidence, psychological tolerance, focus on etiquette and manners
Negotiators from different departments, can achieve complementary knowledge, personality coordination, and a clear division of labor effect. The chief negotiator to choose more carefully, requiring comprehensive knowledge, decisive decision-making ability, strong management skills, with a certain authority status.
4, the relevant situation of competitors
HUZHOU **** Wumi, Tesco, Nonggongshang, RT-Mart, Starburst, Zhenbei, and neighboring supermarkets such as the oldest room supermarkets, including Zhenbei supermarket for the leader, monopoly of the Huzhou area, Zhenbei supermarkets is the Huzhou local name of the enterprise Zhenbei Group, the longest rooted in Huzhou, the most prosperous areas of the city for each supermarket set up in the people of Huzhou, have a good reputation in mind, most of which are the most popular. In Huzhou people's heart has a good reputation, most of the Huzhou citizens have Zhebei Building consumer card. However, the price of consumption in Zhebei Mansion is slightly higher than that of the same supermarket.
5, the government's relative policies and regulations
The local government encourages local specialty snacks to expand abroad, driving the local tourism industry. According to the "Procurement Law" the purchaser can be based on the special requirements of the procurement project, the specific conditions of the supplier, but shall not be unreasonable conditions for the implementation of differential or discriminatory treatment of suppliers.
X. Simulated Negotiation
(a simulated dialogue, such as how to price the use of language expression statements, strategies)
Our side: "This counter is specially designed for your unit carefully. If you are not satisfied, we can negotiate to modify the layout."
(Using transpersonal thinking, emphasizing "you" when it comes to favorable conditions)
The other side: "Thank you for being so considerate."
Our side: "This counter is the most visible and best-selling location after market research. And we don't charge any entry fee at Walmart, do you think the price can be lower?"
(With the help of questioning, borrowing a third party to influence each other's judgment. And use the principle of one step back and two steps forward).
The other side: "If you can buy 20% more, we can consider a lower unit price."
(using if conditions + fuzzy statements)
Understanding that the price reduction is within our price target, the two sides signed the contract.