international negotiation 情景剧本

《International Negotiation》实验目的及任务一、实验目的

通过国际商务谈判场景设计与演练，掌握国际商务谈判的基本流程及相关专业知识，能够熟练运用各种洽谈技巧，有策略地完成国际商务谈判的开局、中期洽谈、僵局处理、及成功结束会谈，成为具备国际商务谈判专业素质及专业技巧的合格商务人才。

二、实验任务

1.国际商务谈判的基本流程

2.掌握国际商务谈判的基本礼仪、程序、及相关专业知识

3.熟练运用各种国际商务谈判策略与技巧

4.训练并提升国际商务谈判中的个人专业素质与专业技巧

国际商务谈判的程序与策略

谈判项目：为卖家购买手机。

II。谈判团队：三组。

三、双方核心利益、优势与劣势分析。

关于一个公司：一个公司拥有第一个手机品牌，但其价格高于其他手机公司。关于B公司：B公司有其他供货，但

公司需要分批购买。

四、谈判目标：愉快合作，实现双赢。

五、谈判程序和策略

1。准备：对其他公司有很好的了解。

2。发展战略：一个接一个地前进。

三.开场阶段：直奔要点。

4。建筑理解：相互理解。

5。讨价还价过程：双方退一步。

6。收尾阶段：签订合同。

Procedure and Strategies of International Business Negotiation

I. Negotiation Item：Buying mobile phones for sellers.

II. Negotiation Team：The three group.

III、 Analysis of core interests, strengths and weaknesses for both parties.

About A company: A company has the first mobile phone brand, but its price is higher than other phone companies.

About B company: B company has other Supply of goods, but A company needs to buy in batches.

IV. Negotiation Objectives：To make a good cooperation happily and achieve the win - win.

V. Negotiation Procedures and Strategies

1. Preparation: Having a good understanding on the other company.

2. Developing strategies: Go forward one by one.

3. Opening stage: Come straight to the point.

4. Building understanding: Mutual understanding.

5. Bargaining process: Both sides take a step back.

6. Closing stage: Sign a contract.

谈判议题:买方向卖方求购手机

甲:卖方代表A公司

乙:买方代表B公司

角色介绍

甲方:甲首(甲方首席代表)、甲副首(甲方副首席代表)、甲项(甲方项目经理)、甲财(甲方财务总监)、甲法(甲方法律顾问)

乙方:乙首(乙方首席代表)、乙副首(乙方副首席代表)、乙项(乙方项目经理)、乙财(乙方财务总监)、乙法(乙方法律顾问)

经过人员介绍谈判开始

甲首: Good morning , Mr. Wang, glad to meet you!

乙首: Good morning , Mr. Sun, we hope we can cooperate happy.甲首: Today we can gather here , which shows that we are eager to cooperate with each other , so I hope we can make a good cooperation happily and can achieve the win - win . We believe that your company has fully understood our company - - - - - - - a group is the first mobile phone brand.

甲副首: Since 2002, the company has been the top of China ' s most valuable brands for eight years . We believe that you can see the achievements, otherwise will not select us as your supplier.

乙首:Yes , we also we are very sincere to seek cooperation as a result of the achievements of your company . Meanwhile, we

also believe that your company knows about our company’s sales so I hope we can achieve long - term cooperation.

甲法: Since we both have a same goal , now let ' s have a full discussion about the price of a , one of our cooperation projects . Let our project manager introduce the detailed information

甲项: Hello , now let me introduce our cooperation projects , a phone sales . Here are the details : you are required to stock goods every season However , the numbers of the goods are different as the season changes The number of the goods sold in summer is the largest in all , so we made such A project cooperation plan according to your sales .

乙项：We also see your company ' s delivery conditions from which we know that your company try to reduce inventory . We are grateful for the considerable discount that you have made. But, will you supply10 percent more?

甲财: We are glad to hear you want to have more do you have any more requirement in other aspect ?

乙项: We just want to get a discount in the packaging

甲财: No problem , this is what we should do .

乙法:(接过责任书,相互传阅) According to the law , it can be implemented

甲副首: I ' m glad you accept our proposal , then we will talk about the purchase price , we also saw your list of purchases , 5 , 0 0 0 units are wanted We will also offer a reasonable price according to the list . This is our quotation.

乙首: After seen your quotation , I think this one will still have considerable space . Can you give us more discounts on the price, especially on the price of the mobile phones? This is our largest purchase quantity; how about giving us more reasonable prices on these two?

甲副首: Firstly , thank you for give our company such a big quantity , but you can see our sincerity , it ' s hard to make greater concessions on this aspect

乙副首: You also know that we the suppliers we will negotiate with are not only you . We find that your price is higher than other suppliers which we cannot accept. And if we succeeded in negotiations, we will become our long - term partners. 甲副首: You know , in recent years , as the production costs are rising , our prices is almost unchanged . Frankly speaking, our products are designed and packaged according to export standard, so our price is really low.

乙财: I' m afraid I can ' t agree with you on this aspect of quotation , I want to say is that you offer than other

suppliers.

甲首: So shall we have a discuss before replying ?

(讨论几分钟)

甲项: Just now we have discussed with the financial , we are willing to make a concession on mobile phones . How about 1899 each? Do you believe our sincerity so we also hope you can show us your sincerity?

乙项: Really glad you can give us this price , we are willing to accept this price . In order to show our sincerity, we are willing to accept your suggestion, and believe that you can see our sincerity

甲法: I am really glad that we can have a so good atmosphere of negotiations , but I don’t know when your payments will come to us ?

乙法:I ' m afraid we cannot pay all , because all that makes a great number . Let our financial introduce the financial condition

乙财: I carefully economical just now , as we purchase quantity and your company provides preferential . This bill will added up to millions of money. Such a big amount, we cannot pay you at once. So we suggest how about pay on the installment plan? 甲财: We also have economical , this is indeed a numerous

amount . But don’t know how you will pay on the installment plan.

乙财: We put forward the installment in your company is the first one week after the arrival of the goods , after our inspection s we will make pay me in these days , as for the rest of the tail section at the end of the year we will pay you at the end of the year , what is your opinion ?

甲首: Good for our further cooperation , we are willing to accept your suggestion . Next let us secretary to draft the relevant contract, and I really hope that our cooperation to be happy, next time we meet will be the time when sign the contract. Thank you for your coming

乙首:I am pleased that our cooperation could be so happy . Thank you for our hospitality

(The negotiations are over)