国际商务谈判模拟实训 Global Corporation vs Hi-tech Corporation 6 (Part A)要领.pptVIP

Global Corporation vs. Hi-tech Corporation The subject of negotiation Global and Hi-tech are negotiating an alliance for the manufacture and sale of welding and paint spraying robots. There are several issues such as the number of models, quantity, price, royalty rate and technology sharing still to be resolved. We invested $ 300 million during the past three years to improve factory automation products and services. We spend about 2% of sales on product development. The sellers background Hi-tech is the leading manufacturer of integrated electrical machinery in Japan. It is a research-oriented company run by scientists. It spends 5.9 % of sales on RD and employs more than 9 000 researchers. Team members Chief negotiator:Li suzhen Decision maker:Li qijuan Legal consultant:Liu jing Technical director:Hu qin Goals Long-range strategic objective Short-term strategic objective SWOT analysis--For us Strengths weakness Opportunity Threat SWOT analysis--For the other party Strengths weakness Opportunities Threat Strategies Opening Strategies Bargaining Strategies . Negotiation agenda enter the area; introduce the team members; negotiation in terms of price,quantity ,the number of models,royalty rate and technology sharing; conclude the agreement; sign the contract; congratulation. Emergency plans When an international business negotiation reaches a stalemate, switching to another topic. if necessary, according to the actual situation on the original plan to be adjusted in the adjournment stage. When the other party deliberately provocative, you should keep calm , don’t fall for it. * * * * The negotiation plan for Our background Our company, a large, diversified manufacturer of electrical products based in America, had annual sales of $12 billion last year. It is a leading manufacturer of equipment which uses minicomputers to guide machine tools in the manufacture of complex, precision parts. To become a profitable, innov