The Strategies of Business Negotiation
商务谈判战略
系      别       外语系         
专 业 名 称       商务英语       
组      名       第四组         
组      员 邹红 章欢 唐慧 杨芳玲 周梦迪 徐娇 孙文苗
地      点      凌峰楼
26/12/2013
Background (B party)
1Much experience in American investment and accumulated a lot of money.
2 For the attractive tea market, we’d like to spare lots of money to invest in this field.
3The budget will be controlled within 1.5 million Yuan and we hope to get the profits of 20% during one year.
4 We know a little about tea market and we can’t get more information about the products of A part.
5 The products of A part have the clear channel for sale and their sales conditions look great, but the popularity of them should be improved.
B party: Negotiation details
1learned that A part demands the investment funds over 500,000Yuan.
2 We claim A part the responsibility for product, publicity and sale.
3 Ask A part explain for the guarantee of the funds we have invested.
4 Hope A part to satisfy us and make our profits reach approximately to 20%.
5 We will request A part to explain for the use of our investment funds.
6 Negotiate for the distributions of the profits.
7 The two parts should communicate with each other in English.
The target of Negotiation
1，Solve the problems between two parts.
2, Reach the purpose for cooperation.
Negotiation Plan
Negotiation theme
Angel investment funds co., LTD and Wuzi green tea become a joint venture 
Negotiation time: December 27, 2013
Negotiation place: Lingfeng building A209
Negotiation team
The main negotiator: Yang Fangling
Decision maker: Zou Hong
The recorder: Sun Wenmiao
The legal adviser: Zhang Huan
Financial people: Tang Hui
Both sides benefit and analyses the advantages and disadvantages
Our interests: Annual revenue reaches about 20%, and hope A can achieve it by its real circumstances in 1 year.
Our advantages: We have several experiences of investment, and a certain amount of money.
Our disadvantages: know a little about the industry of green tea
Each other interest: ensure the holding, and ask B investment amount not less than 500,000 Yuan.
The other advantages: have high quality of tea, and the local brands is good, and already has a complete planning, publicity strategy, and have initially formed a series of relatively smooth sales channels, sales in good condition.
The other disadvantages: brand awareness is not very good, and also lack of enough money, need to attract capital.
Negotiating goal
The ideal goal: achieve cooperation, and the budget of investment is not more than 1·5million Yuan, and annual revenue reaches about 20% in 1 year.
Acceptable goal: achieve coxujiaooperation, and the budget of investment is not more than 1·45million Yuan ,and annual
Revenue reached about 20% in 2 year.
The minimum goal: achieve cooperation, and the budget of investment is not more than 1·4million Yuan ,and annual
Revenue reached about 20% in 2 year.
Negotiation procedure and strategy
（1）Start stage（开局）:
Honest start and cooperate to exploit strategy: first of all, my company sincere and frank shows that our purpose and overall goal, emphasis on our cooperation sincerity, but don't reveal any of our requirements and conditions; Secondly, cooperate with adopting the tactics of point, listen to the supermarket one statement, grab point and vulnerabilities, and along the holes for the attack, breakthrough, to occupy the initiative.
坦诚式开局并配合借题发挥的策略：首先，我公司方真诚、坦率的表明我方的来意和总体的目标，着重强调我方的合作诚意，但不透露我方的任何要求及条件；其次，配合采用借题发挥的策略，认真听取超市一方陈述，抓住对方问题的重点和漏洞，并沿着对方的漏洞
进行攻击、突破，以占有主动权。
（2）The intermediate stage（中期阶段）:
1 respond strategy: because this is the first cooperation, not able to do an in-depth understanding of the condition of cooperation, so we first put forward a set of assumptions, such as the proposed "What is the price of green tea" tentative inquire to each other and finally determined in the bargaining. In this strategy, we need to pay attention to the actual situation, let each other hard to your intentions.
1、投石问路策略：因为本次是双方的第一次合作，对双方合作的条件不能作深入了解，所以就先提出一组交易假设条件，比如提出“针对绿茶价格多少钱可以等”试探性的向对方进行询问，最后在讨价还价中确定。本策略需得注意虚实结合，让对方难以琢磨你的意图。
2Blush white face strategy: by two main members talk about one of the ACTS as red face, pay attention to adjust the process of negotiations, on the one hand, to stand in each other's position to consider, to a hypothetical A with emotion, at the same time, emp
hasis should also be appropriate own misery, guarantee the conditions of the white face position; A ACTS as a white face, talk about into a supplementary agreement, must as far as possible adhere to their own conditions, showed a very strong, give a person with a little fear, to occupy the initiative.