主方negotiation-plan(谈判方案-).docVIP

Negotiation plan of Haorun Group 1. Background information As a Real Estate Investor, we won the bid of a plot of land with about 20000 m2... We are planning to build a office building. Though a bid, we have found the best contractor. And five representatives of our contractor, ## Company, were invited to *** for negotiation. Content Theme: To build a 10-story office building with a reasonable price. Goals ①Space usage: to maximize space utilization rate A. Afforested areas: 10.3% B. Office space: 80% C. Parking lots: 300 ② Costs A. Ideal target: B. Acceptable aim: C. Minimum target:Completion date: one year after signing the contract Acceptance date: one week after the completion date 5) Supervision A. Site supervise B. Reports on progress Agenda The first day 9:00 A Welcome at the Airport 9:30—11:00 visit our company 11:00—12:30 serve them with lunch 3:00pm—4:00pm have a preliminary negotiation in afternoon tea time The second day 9:00—11:00 official negotiation 3：00－6：00 discussion about contract provisions The third day 9:00—11:00 sign the contract and take a photo 11:00—12:30 Giving a Banquet to celebrate the cooperation Negotiation venue We are going to hold the negotiation at the meeting room of our company. Negotiation methods and tactics Negotiation method After every members in our negotiation team know exactly what we want to achieve, we are going to highlight those questions which are good for us and avoid those do harm to us during the negotiation. Most importantly, we will stick to our minimum goals. Negotiation strategies ① Avoidance. To focus more on discussing issues that benefit us and avoid those go against us. ② Have the initiative to understand the other party. “Know the enemy and yourself, and you can fight a hundred battles without the danger of defeats.” To understand the need of the other party, we have to two things: W