购买电脑商务谈判方案完整.doc

购买电脑商务谈判方案
(优质文档，可直接使用，可编辑，欢迎下载）
关于购买联想电脑的洽谈方案

一 谈判主题 :

通过此次谈判能够和联想公司合作，购买到品质好且价格优惠的电脑最终实现共赢,并建立起长久合作的关系

二、谈判团队人员组成

主谈 -—顾成飞
副谈——张平德，段家奇
决策人：负责重大问题的决策——顾成飞
技术顾问:负责技术问题-—段家奇
专业顾问：负责电脑问题-—张平德
法律顾问:负责法律问题—-刘佳君
记录员：负责谈判记录—-段生泽

三、双方利益及优劣势分析

我方核心利益：
1、以优惠的价格购买优质联想电脑,取得售后服务
2、保持双方合作关系
对方利益:
1、用最高的价格销售,增加利润
2、促成双方长期合作关系
我方优势：
1、有多方的电脑公司可供我方选择
2、我方是一个迅速发展的公司
我方劣势:
1、我方现在急需这批电脑，迫切与对方合作,可能对我方造成损失
2、对方在该行业声誉好,失去这个合作伙伴对我方不利
对方优势：对方的电脑品牌在国际上声誉较好,且与其合作的公司较多。
对方劣势：属于供应方,如果完不成谈判，可能损失以后合作的机会.

四、谈判目标

战略目标：1、和平谈判,以优惠的价格、良好的质量和好的服务买到电脑
最高目标：1300元/台
中间目标:1500元/台
底线：1800元/台
订购数量：500台
供应日期：50天内
付款方式:免息分期付款
运输方式:由对方送货
五、具体谈判程序及策略

1、开局陈述：
方案一:感情交流式愉快开局策略:通过谈及双方合作情况形成感情上的共鸣,把对方引入较融洽的谈判气氛中,创造互利共营的模式.
方案二:采取进攻式开局策略：营造低调谈判气氛，明确指出有多家供应商竞争，开出3000元的报价,以制造心理优势，使我方处于主动地位.
2、中期阶段：
(1)红脸白脸策略：由两名谈判成员其中一名充当红脸，一名充当白脸辅助协议的谈成，把握住谈判的节奏和进程，从而占据主动.
（2)层层推进,步步为营的策略:有技巧地提出我方预期利益，先易后难，步步为营地争取利益.
（3）把握让步原则:明确我方核心利益所在，实行以退为进策略，退一步进两步，做到迂回补偿,充分利用手中筹码.
(4)突出优势： 以资料作支撑，以理服人，强调与我方协议成功给对方带来的利益,同时软硬兼施，暗示对方若与我方协议失败,我方将立即与其它的电脑供应公司谈判。
(5） 打破僵局: 合理利用暂停,首先冷静分析僵局原因，再可运用把握肯定对方行式,否定方实质的方法解除僵局，适时用声东击西策略，打破僵局.
3、休局阶段：如有必要,根据实际情况对原有方案进行调整
4、最后谈判阶段： （1)把握底线,：适时运用折中调和策略，把握严格最后让步的幅度,在适宜的时机提出最终报价，使用最后通牒策略。
（2）埋下契机:在谈判中形成一体化谈判，以期建立长期合作关系
（3)达成协议：明确最终谈判结果,出示会议记录和合同范本，请对方确认,并确定正式签订合同时间。

六、准备谈判资料

相关法律资料:
《中华人民共和国合同法》、《国际合同法》、《国际货物买卖合同公约》、《经济合同法》
合同范同、背景资料、对方信息资料、技术资料、财务资料

七、制定应急预案
双方是第一次进行商务谈判，彼此不太了解。为了使谈判顺利进行,有必要制定应急预案.
1、对方不同意我方对报价3000元表示异议
应对方案:就对方报价金额进行谈判，运用妥协策略,换取在售后服务、技术支持、优惠待遇等利益。
2、对方使用权力有限策略,声称金额的限制，拒绝我方的报价。
应对：了解对方权限情况,"白脸"据理力争,适当运用制造僵局策略，"红脸"再以暗示的方式揭露对方的权限策略，并运用迂回补偿的技巧,来突破僵局;异或用声东击西策略。
3、对方使用借题发挥策略，对我方某一个问题抓住不放.
应对措施：
避免没必要的解释,可转移话题，必要时可指出对方的策略本质,并声明，对方的策略影响谈判进程.
七、谈判地点
联想电脑商会议室

宿州学院谈判小组

2021—4-10

目录

一 、谈判主题
二、 谈判团队人员组成
三、双方利益及优劣势分析
四、 谈判目标
五、程序及具体策略
六、制定应急预案
七、谈判地点

商
务
谈
判
计
划
书

商品贸易订购合同

甲方(买方):
地 址：
电 话:
联 系 人：
乙方（卖方）:
地 址:
电 话:
联 系 人：

甲乙双方根据平等互利,协商一致原则，同意签订本合同，共同信守。
1．货物名称、型号规格、基本配置、单位、数量、单价、金额及合同价见表1:
号序
货物名称
型号规格
单位
数量
单价
金额（元）
1

2

3

合计:人民币（大写)

2．技术资料
乙方应随货物以书面形式提供下列资料： 产品简介、使用手册 、产品合格证、产品保修卡给甲方。
3．付款方式
3．1本合同以(币种），（现金或银行转账）方式付款,并预付定金。
3．2货物经验收合格后,在第个工作日开始付款，分别付款。
4．付货方式：分次付货，分别付货。
5．交货地点　_____ _______ .
6．运输方式为，由甲方承担，乙方承担费用。
7．货物验收
7．1 本合同的货物验收期为货物正式运至交货地点七天内.
7．2货物检验比例为，由甲方承担，乙方承担费用。
7．3货物检验方为。
8．质量保证：包换,包退,包修。
9．贸易保险：投保险种,由甲方承担，乙方承担费用；若发生事故，险金利益分配甲方占,乙方占。
10．合同生效
10．1 本合同在甲、乙双方法定代表人或授权代表签字盖章后生效.
10．2 本合同一式两份,以中文书就，甲、乙双方各执一份。
11．双方需要说明的其他事项
--——-—————-——--—-—--—---——--——--—-—————---———----—-——-—-————————-——----—--——-—-—-—----——----————-—-—-———-———--——---——
签约方： 签约方:
甲方单位（盖章）: 乙方单位 （盖章）：
甲方法定代表人（签章）： 乙方法定代表人（签章）:
年 月 日 年 月 日

长沙民政职业技术学院商务英语专业质量目标测试试题
（试卷一）
考试模块:商务英语谈判 考试时量:90分钟

一、注意事项
1、所有考试项目均为机上操作。
2、开考后,考生必须在K盘上新建一个文件夹，命名为:考生号（即考生 当日抽考号码)+BUSINESS ENGLISH,考试结束前将答卷另存入该文件夹，否则答卷无效.
3、考试期间如果遇到问题请及时找监考老师，不得私自更换电脑。
4、考试过程中以及考试结束后，考生不得随意关闭电脑或重启电脑，否则 造成数据丢失由考生本人负责。

二、考试要求
（一)国际商务信息检索
1、阅读并理解所给信息；
2、检索并筛选有效信息；
3、填写并翻译所需信息.
（二）外贸英语函电撰写
1、理解命题要求,确定函电性质;
2、函电格式正确,字数达标；
3、表达流畅，文字通顺,逻辑合理。
（三）商务谈判案例分析
1、阅读并理解所给案例；
2、熟悉进出口业务流程,并运用跨文化交际技巧分析案例;
3、借鉴国际贸易惯例,解决所给案例问题。

三、考试资料
（一）出口方基本情况
Company
BROAD Air Quality Technology Group
Url
://www。broad /
Office Address
Yuanda Town Yuanda 3rdroad, Changsha, Hunan, China
Zip code
 410138
Phone
086-0731-84086688
Fax
086—0731-84552000
E—mail
css＠

（二）进口方基本情况
Company
Galaxy Refrigeration Private Limited Co.
Url
：// galaxyintl。com/
Office Address
No。 D-8， Shanti Kunj, Near Church, Vasant Kunj New Delhi， India
Phone
+(91)-(11)—26130435
Fax
+(91）—（11）—26130436
E-mail
chanderkumar@hotmail。com ,

（三）出口方信息
BROAD Air Quality Technology Group is an enterprise based on the vision of unique technologies and philosophy of preserving life。 All BROAD products and services have essentiallyoptimized human life and the environment of the earth, BROAD Air Conditioning Equipment Co。Ltd supplies no-electric central air conditioning powered by natural gas and waste heat as well as packaged water distribution system.
BROAD Energy Utilization Co。Ltd provides energy management contract service, district cooling-heating-power system(CHP） investment， building and operation.
BROAD Sustainable Building Technology Co.Ltd provides factory-made sustainable building with level 9 earthquake resistance, with 6 times material less, 5 time energy efficient, and 20 times air purification。
BROAD Air Quality Technology Group headquartered in Changsha， China has already exported products to more than 70 countries.
Company Development Path
On June 5， 1988, using USD 3，000 the company was registered in Chenzhou, Hunan to develop heating equipment。
In 1992， the company relocated to Changsha to start producing large scale non—electric central air conditioning chillers and equipment
In 1998 the company’s non-electric air conditioners entered the international market
In 1999 the company began producing packaged central air conditioning systems
In 2005 the company began producing air quality products， which are now sold in more than 60 countries around the world。
Products
The Complete Set of Central Air Conditioning Equipment （Including hot water, to automate a building）
Services
After Sales Service, Trusteeship Service, EMC, Engineering Design Consulting
Value
Healthy, Energy Efficient， Cost Saving
Comments from Premier Wen Jiabao
BROAD non—electric air conditioning is the Circular Economy
BROAD is not a common company. You have made a special contribution to the country.

四、测试试题
Section I国际商务信息检索 （本题共45分）
Directions：Read the following brief introduction toGalaxy Refrigeration Private Limited Co。 from the official website of the company。
A Brief Introduction toGalaxy Refrigeration Private Limited Co。
Established in the year 2003， we, Galaxy Refrigeration Private Limited Co。 are engaged in the sphere of importing and supplying a wide range of white westing house chillers, white westinghouse dishwasher， white westinghouse dryers and white westinghouse microwaves。 These are procured from one of the most reliable home appliances company, White Westinghouse of USA。 Apart from this company， we are also associated with various other original manufacturers such as Sony, Compaq, Yamaha, JVC， Sanyo, IBM, HP， Canon， Samsung, Nokia， Bosch, and Olympus, from where we procure these products and supply to our clients spread all over the world.
The entire range is manufactured at advanced laboratories that are equipped with latest equipment ensuring optimum performance of the refrigerators， ventilation systems, commercial ventilation systems, chilling units， commercial chilling units and others units。 Already checked at manufacturers end, we also check the quality of these White westinghouse Refrigerators， White westing house Freezer， White westinghouse Microwave， White westing house Air Care and White westing house Washer & Dryer at our end and provide defect free products to our clients.
（11）Being a client centric organization, we ensure trouble free functioning of these products and hence， we provide prompt after sale service to them。 Under the able guidance of our owner， Mr. Naresh Kapoor and Mr。 Chandar Kumar， who have been in this business for 20 years， we have touched new heights of success in the industry.
Our Associate
We take pride in being associated with White Westinghouse that is one of the leading home appliances companies of USA. The company was formed by the acquisition of the Westinghouse Electric Corporation's Appliance Unit by white consolidated industries in 1975。 Later on the company entered into the Appliance Industry and acquired COPEMAN Electric Stove Company In 1917。
It started manufacturing electric products that included automatic washing machines， frost-free refrigeration and other that have been appreciated all over the world by global clients for low power consumption and low maintenance。  （12)These products are engineered with superior technology by using quality raw material and components that ensure durable performance & high functionality。 We are a prominent importer of various electronic items from different companies such as:
· Sony
· Compaq
· Yamaha
· JVC
· Sanyo
· IBM
· HP
· Canon
· Samsung
· Nokia
· Bosch
· Olympus
· White Westinghouse
Quality Assurance
We are a quality conscious organization and ensure that our electric appliances such as ventilation systems, commercial ventilation systems， chilling units， commercial chilling units， automatic washing machines, stainless steel refrigerators， commercial washing machines, etc， are up to the mark and provide great level of satisfaction to our clients。 (13)Even being a supplier， we ensure that the entire range of products， we procure from renowned vendors and manufacturers are tested on various quality parameters so that our clients face no trouble in using these products。
With an aim towards offering maximum client satisfaction， we test our Refrigerators, Chilling Units & Ventilation and Washer & Dryer rigidly and follow stringent quality measures. We test our cooling and refrigeration solutions on the following parameters:
• Noise level
• Temperature and corrosion resistance
• Functionality
• Robust construction
Warehousing
In our unit we have a large warehousing facility to store our Refrigerators， Chilling Units ＆ Ventilation and Washer ＆ Dryer。 (14)The unit is managed by expert and efficient warehousing professionals, who manage proper inventory and helps us in storing the above mentioned range systematically。 The warehouse is segregated into various sections, so that we can store the products separately ensuring fast retrieval of the same， when needed. Further, the products are stored after proper labeling and packaging。 We use high quality of packaging material to protect our products from dust， water and heat. Our warehousing professionals maintain a proper inventory to ensure systematic arrangements of every consignment。
Wide Distribution Network
Over the period of time， we have developed a wide distribution network all over the country that has helped us in creating large clientele。 (15）Our distributors have rich industrial experience and market knowledge that assist us in serving our clients in best possible manner.
They understand the market dynamics that enable us to procure desired products from our associates and fulfill the requirements of the clients within committed time frame. Further， due to our expert procurement agents， we have been able to source reliable ventilation systems， commercial ventilation systems， chilling units， commercial chilling units, automatic washing machines, stainless steel refrigerators, commercial washing machines， refrigerators, chilling units & ventilation and washer & dryer for our valued clients. Further， we have also tied up with various C＆F Agents, who assists us in ensuring quick delivery。

Task 1： Search for useful information in the passage and complete the summary below. Fill in each blank with NO MORE THAN THREE WORDS. （15分）
Galaxy Refrigeration Private Limited Co. Profile
Founded in 1, Galaxy Refrigeration Private Limited Co。 specializes in 2 of White Westinghouse Appliances, which are 3 from one of the most reliable US4 company， White Westinghouse. The company also procures from various other 5and supplies to the clients spread all over the world。 With an aim towards offering 6， the company teststhe products rigidly and follows stringent 7.The company has a 8 to store the products.It has developed a wide 9network all over the country that helpsto 10。

Task 2： Translate the underlined sentences in the passage into Chinese.(30分）
11. Being a client centric organization， we ensure trouble free functioning of these products and hence, we provide prompt after sale service to them。

12。 These products are engineered with superior technology by using quality raw material and components that ensure durable performance ＆ high functionality.

13。 Even being a supplier， we ensure that the entire range of products, we procure from renowned vendors and manufacturers are tested on various quality parameters so that our clients face no trouble in using these products。

14。 The unit is managed by expert and efficient warehousing professionals， who manage proper inventory and helps us in storing the above mentioned range systematically。

15。 Our distributors have rich industrial experience and market knowledge that assist us in serving our clients in best possible manner。

Section II外贸英语函电撰写 （本题共35分）
Directions： You are required to write a letter based on the following situation with at least 150 words. （Note： Your letter should adopt the modified—block style.)
Situation：As a sales representative of BROAD Air Quality Technology Group， you are going to write to a client ofGalaxy Refrigeration Private Limited Co。 to discuss the insurance terms for X Vacuum Boiler。 （For more information about the two parties， please refer to the background information given above。)
The following aspects should be included in the letter：
Indicate the inside addresses of the sender， the receiver， the date， the complimentary close and the signature;
Indicate the L/C No。， value and issuing bank；
Request for covering TPND and SRCC in addition to FPA and War Risk;
Emphasize that the additional insurance terms were not agreed upon by both parties;
State the usual practice of the seller for the nature of the contracted goods and explain the reason;
Agree to cover the excessive risks at the buyer’s cost；
Suggest amending the L/C to cover the extra premium。

SectionIII商务谈判案例分析 （本题共20分）
Directions： Read the following case and analyze the problem with at least 100 words。
Case： BROAD Air Quality Technology Group established a CIF contract withGalaxy Refrigeration Private Limited Co. in India, selling 1500 units Broad Fresh air machine （1,000 units of TB100; 200 units of DC3.6 and 300 units of DC5。4). BROAD had issued against all risks, from Chinese warehouse in Shanghai to the warehouse of the importer in Mumbai. Later, when the goods were being shipped from warehouse to shipping terminals， the losses within the scope of the risk of underwriting occurred. Bearinginsurance policy and the certificate for the damaged goods， the importer asked for compensation from the insurance company， while the insurance company refused to compensate it， saying that the importer at that time did not have insurance benefits to the goods。