欧尚超市谈判培训资料.ppt

Auchan2003 Negotiation Handbook欧尚2003年谈判手册Trainee buyer – March 2003 A- The principles of Auchan 欧尚的规则 B- The heart of the negotiation mission 谈判工作的关键所在 C- The peripherals of the negotiation mission 谈判工作的辅助条件 A- The principles of Auchan 欧尚的原则 1- Fair selection of suppliers: 公平对待供应商 Seeing the competition among them 看到他们之间的竞争性 No misuse of power 不滥用权利 Balance of supply sources 权衡利弊 Taking economic, social and quality aspects into account 综合供应商的经济性、社会性及质量等因素 Coverage or product distribution costs 预计和分配可能发生的费用 A- The principles of Auchan  欧尚的原则 2- Observance commitments 遵守事项 Purchasing conditions 采购条件 Firm orders 公司定单 Payment terms period and conditions 付款条件和周期 A- The principles of Auchan欧尚发的原则 3- Loyalty and partnership 忠诚与合作 Lasting mutual commitment 永久、共同的义务 Both parties progress 共同发展 (lower cost prices, development of new products, improvement in service rendered) 降低价格、发展新产品、改善服务 A- The principles of Auchan欧尚发的原则 4- Good manners and reception of suppliers: 对供应商的礼貌接待 Politeness and good faith 诚信有礼 Quality of supplier reception 供应商接待质量 Objective analysis of supplier bids 有目标的分析供应商报价 A- The principles of Auchan欧尚发的原则 5- Honesty 诚实 Auchan has a very strict policy which forbids and prohibits the solicitation, offering or acceptance of any gifts, gratuities, souvenirs or any form of “pay-off” or facilitation fee as a condition of doing business. 欧尚严令禁止任何以接受供应商的礼物、纪念品、回扣等 馈赠作为商务合作条件的行为。 Any supplier who violates such regulation will be subject to all loss of existing and future business 如有上述行为的供应商将被取缔供应商资格。 Any cases will be reported to the appropriate governmental authorities 一旦发生上述行为，必须向所属上司汇报。 Remember that negotiation is not about being right, it is about winning ! 记住谈判没有对错，它关系到胜利！ Main contract, page 1, part 1 : Supplier identification Supplier’s Logali code, given by Shanghai BO Main contract, page 1, part 1 : Supplier identification Listing and delivery ability for the supplier Main contract, page 1, part 1