国际商务谈判策划书

国际商务谈判策划书（精选3篇）

　　(我方：舒婷网络集团;乙方：清华同方责任有限公司)

　　我方(甲方)：

　　舒婷网络集团成立于XX年，是一家游戏网络运营集团，董事会主席兼ceo牛舒婷、以及其它5名个人股东(大多数为舒婷网络董事和权益股东)，创建了现在的舒婷网络集团，它与著名的巨人网络集团有过合作，在中国地区是一个覆盖面广、很有影响的网络集团之一，全国500强企业之一。

　　乙方：

　　同方股份有限公司是由清华大学控股的高科技公司，于1997年6月成立并在上海证券交易所挂牌交易，股票代码600100。XX年清华同方位列“中国电子信息企业500强”第23位，是中国政府重点支持的电子百强企业。

　　清华同方以自主核心技术为基础，充分结合资本运作能力，创立了信息技术、能源与环境、应用核电子技术、生物医药四大产业。

　　在信息产业中，清华同方致力于应用信息系统、计算机系统和数字电视系统领域的技术创新与产品开发，为电子政务、数字家园、数字城市、数字教育、数字传媒等行业提供全面解决方案和成套设备。目前，清华同方在计算机产品、重大行业信息化、数字教育资源、数字电视等领域已具有国内领先的技术实力和市场份额。

　　在能源与环境产业中，清华同方在人工环境、能源环境、建筑环境和水环境等业务领域，以烟气脱硫、垃圾焚烧、水处理、空气调节等核心技术为基础，专业从事能源利用与环境污染控制工程、人工环境工程，并在大中型空调设备方面具有显著优势。

　　在应用核电子技术产业中，以电子加速器、辐射成像、自动控制、数字图象处理技术为核心的系列产品，已达到国际先进水平。

　　在生物医药与精细化工产业中，生产新型成药、药品中间体、原料药品等多种产品，已成为一家新兴的生物医药高科技企业。

　　二、谈判主题

　　我方向乙方公司采购100台电脑

　　三、谈判团队人员组成

　　主谈：牛舒婷，公司谈判全权代表;

　　决策人：张新新， 负责重大问题的决策;

　　技术顾问：王文芳，负责技术问题;

　　法律顾问：付美，负责法律问题;

　　四、双方利益及优劣势分析

　　我方核心利益：

　　1、要求对方用尽量低的价格供应我方同方电脑

　　2、在保证质量质量问题的基础上、尽量减少成本

　　对方利益：用最高的价格销售，增加利润

　　我方优势：

　　1、有多方的电脑供应公司可供我方选择

　　2、在中国地区是一个覆盖面广、有大较有影响的网络集团

　　我方劣势：我方继续这批电脑，迫切与对方合作，否则将可能对公司造成更大损失

　　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。

　　五、谈判目标

　　战略目标：1、和平谈判，按我方的采购条件达成收购协议

　　①报价：1000元

　　②供应日期：一周内

　　底线：①以我方低线报价XX元

　　②尽快完成采购后的运作

　　六、程序及具体策略

　　1、开局：

　　方案一：感情交流式开局策略：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1000元的报价，以制造心理优势，使对方处于主动地位。

　　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。

　　中瑞劳力士手表商务谈判

　　北京益时贸易有限公 劳力士钟表有限公司

　　总经理： 总经理：

　　销售部长： 财务部长

　　采购部部长： 销售部部长：

　　技术总监： 技术总监：

　　Beijing YISHItrade limited company rolex watches and clocks Co., LTD

　　General manager: ZhangRongRong general manager: SHENGQIUSHUO

　　Sale minister: xiaxi financial minister: jianyishuai

　　Purchasing minister:zhangshuang sales department minister: zhangyanxin

　　technical director:liruijin technical director: yuemingzhu

　　中方总经理：欢迎来自瑞士劳力士钟表有限公司的各位谈判代表来北京进行业务洽谈，我是来自北京益时贸易有限公司的总经理张荣荣。首先，由我来介绍我方的谈判代表，这位是我们公司的营销总监夏鑫，这位是我们公司的采购部部长张爽，这位是我们公司的技术总监李瑞金

　　CM:welcome from Switzerland rolex watches and clocks Co., LTD of everyone negotiators to Beijing for business cooperation, my name is ZhangRongRong, I am the general manager of Beijingyishi trade limited company. First of all, let me introduce our negotiators, this is our Sale minister xiaxin. This is our purchase department minister zhangshuang; this is our technical director liruijin

　　瑞方总经理：非常高兴来到美丽的北京。我是劳力士钟表有限公司

　　总经理生秋硕。下面由我来介绍我方谈判代表。这位是我们公司的财务总监建益帅，这位是我们公司的销售部部长章燕馨，这位是我们公司的技术总监岳明珠

　　SM:I am Very glad to come to beautiful Beijing. I'm the General manager shengqiushuo of rolex watches limited company. Please allow me to introduce our negotiators, This is our company financial minister jianyishuai , this is our company's sales department minister zhangyanxin, this is our technical director yuemingzhu.

　　中方总经理：：贵方从瑞士远道而来，你们那里是海洋性气候，夏季湿润多雨，而我们北京夏季炎热干燥，不知贵方对两个国家气候的骤然变化是否适应?

　　CM:You came from far away and the summer of Switzerland is wet and rain, but we Beijing summer hot and dry,we don't know whether you will adapt to climate change suddenly?

　　瑞方总经理：贵地的气候虽有点热，但是在贵方的周到接待下，我方代表还比较适应。

　　SM:Your climate is a little hot, but in your thoughtful reception, our representatives are used to.

　　中方总经理：很高兴听到你这么说。不知道贵方对我方安排的“长城之旅”还满意吗?

　　CM:We are glad to hear you say so. We don't know whether you are satisfacted with our arrangement of "the Great Wall tour"

　　瑞方总经理：满意，非常满意。北京是一个历史悠久的城市，世界上著名的文化古都，中华人民共和国的首都，今日亲眼看到她的风韵，终于一饱眼福

　　SM: We are very, very satisfied. Beijing is a city with a long history, the world famous cultural ancient capital, capital of the People's Republic of China, today we see her charm, and have a look at last.

　　中方总经理：谢谢贵方的赞美，这是我公司特别为贵公司准备的具有北京特色的小礼物，希望你们喜欢。相信我们的合作一定会圆满成功。

　　CM:Thank you for your praise, this is a small gift with unique characteristics of Beijing that my company especially for you ,hope you like it,and We believe that the cooperation will be a complete success.

　　瑞方总经理：谢谢你们的礼物，期待与贵公司的合作。

　　SM:Thank you for the gifts, we are looking forward to the cooperation with your company.

　　中方总经理：好的，那么我们开始谈判吧!

　　CM:ok, let’s come to the point!

　　瑞方总经理：我公司的国际知名度和品牌影响力，贵方也一定有所了解，我公司的劳力士手表在世界市场上一直都很受欢迎。考虑到中国强大的潜在消费市场，此次谈判，我方希望能与贵方达成大批量的交易。下面请我们的销售部部长给贵方介绍一下我们的合作产品。

　　SM:you must have some idea of our company's international reputation and brand influence , the rolex watches of our company in the world market has always been very popular. Considering China's powerful potential consumer market, we hope to reach large quantities of trade with you. Next, please our sales department minister to you about our cooperation products.

　　瑞方市场部部长岳：很高兴你们选择劳力士!相信你们是明智的选择。劳力士着重庄重，实用，不显浮华。另外它的性能包括全自动、单历、双历、防水、防尘等，做工精益求精，特别是表盘、表把以及表带雕刻成的王冠更是其高品质的标志。

　　You must have found that is was a wise choice to choose Rolex.It's performance including automatic, single calendar, double calendar, waterproof, dustproof, keep improving, especially the dial, work table and rolex watches strap, carved into crown is the symbol of high quality.

　　中方采购部部长李：是的，该名牌手表在制造方面使用先进设备、高质材料，达到了加工精细、高光洁度。很高兴和贵公司合作。贵方能具体介绍一下这款表吗?

　　Yes,this famous brand watch manufacturing use advanced equipment, high quality materials to processing fine, high finish.we are very glad to cooperate with you.could you be more specifice on the style of Rolex?

　　瑞方岳：没问题。劳力士有金色全钢表带，白色珍珠贝母表盘，另外它拥有瑞士特制精准机械机芯、恒久耐用镶钻刻度显示

　　ok ,Rolex White pearl had carried dial,Swiss precision machinery had special machine core,permanent and durable,Had set auger scale display

　　中方李：听起来很不错!但我想确定一下这款表是否是高精度全钢抛光表扣处理，高硬度蓝宝石水晶防眩表面，三针走时是否精准是否有3点位置日历显示功能。

　　Sounds good! I want be sure that if they had high precision steel polishing clasp processing and had high hardness sapphire crystal surface the glar .Besides, when walking three needles had provides Accurate 3 point had calendar displays

　　瑞方岳：这些方面贵方不用担心。另外我们还拥有多方系列，各具特色。例如探险家型(EXPLORER)，附带24小时红色辅助针，以方便探险爱好者辨别日夜。劳力士金表潜航者型(SUBMARINER)，防水深度超过300米。游艇名士型(YACHT　MASTER)，配有可旋转外圈，方便计算时差。游艇名士型(YACHT　MASTER)，配有可旋转外圈，方便计算时差。游艇名士型(YACHT　MASTER)，配有可旋转外圈，方便计算时差。宇宙计型(COSMOGRAPH)，为一款多功能手表，能满足工程、运动及商业等多种需要。

　　Do not worry about it ,in addition,we have series of watches.For example, Rolex watch the silent hunter type (SUBMARINER), waterproof deepness more than 300 meters. EXPLORER type (EXPLORER), 24 hours with red needle to assist convenient adventurers distinguish night and day.The YACHT elites type (YACHT MASTER), with inner can rotate, convenient calculation jet lag. Program type (COSMOGRAPH) universe, as a versatile watches, can satisfy engineering, sports and business DuoZhong need.

　　中方李：你们的种类确实挺丰富，我方很满意!但现在据我们了解，格林尼治型(GMT　MASTER)，其可转动外圈及24小时指针，不仅同时显示两个时区时间，更可将时针独立移动至另一时区，而毋须移动分针及秒针。 市场前景更广阔。

　　The type of you really have a rich, we are satisfied! But as we know, Greenwich type (GMT), was selled well noedays.

　　瑞方岳：英雄所见略同。我正想介绍这款了。好巧呀。

　　Yue: great minds think alike. I just want to introduce this payment. what a coincidence!!!!! the MASTER can rotate outer ring and 24 hours pointer, not only shows at the same time two time zones, the more time can be moved to another hour hand independent time zone, and shall not be obliged to mobile minute hand and a second hand.so it maybe has more reday market in the fucher

　　CP张: Goog!thanks for the introduce .we have seen your samples and we are totally interested in your products. So , we shall be obliged if you will give us your catalogs and price list

　　SS章: We ve specially made out a price-list which cover those items most popular on your market. Here you are.

　　CP张: Oh, its very considerate of you. If you ll excuse me, I ll go over your price-list right now.

　　SS章: Oh, Take your time,.

　　CP张: After going over your price-list and catalogues, we are interested in(GMT　MASTER) and YACHT　MASTER, but we found that your price are too high than those offered by other suppliers. It would be impossible for us to push any sales at such high prices.as far as we know the market price is on more than 10000 dollor

　　SS章: what?it must be the primary price. You must know that the cost of production has risen a great deal in recent years while our prices of Chinaware basically remain unchanged. To be frank, our commodities have always come up to our export standard and the packages are excellent designed and printed. So our products are moderately priced.

　　CP张:Im afraid I cant agree with you in this respect. I know that your products are attractive in design, but I wish to point out that your offers are higher than some of the quotations. Ive received from your competitors in other countries. So, your price is not competitive in this market.

　　SS章:As you may know, our roducts which is of high quality have found a good market in many countries. So you must take quality into consideration, too.

　　CP张:I agree with what you say, but the price difference should not be so big. If you want to get the order, youll have to lower the price. Thats reasonable, isnt it?

　　SS章:: Well, in order to help you develop business in this line, we may consider making some concessions in your price, but never to that extent.

　　CP张: If you are prepared to cut down your price by 8%, we might come to terms.

　　SS章:8%? Im afraid you are asking too much. Actually, we have never gave such lower price. For friendships sake, we may exceptionally consider reducing the price by 5%. This is the highest reduction we can afford.

　　CP张: You certainly have a way of talking me into it. But I wonder if when we place a larger order, youll farther reduce your prices. I want to order one container of 格林尼治型(GMT　MASTER and 438 sets of YACHT elites type (YACHT MASTER)

　　SS章:I can assure you that our price is most favourable. We are sorry to say that we can bring our price down a still lower level.

　　中方李：那现在我们谈谈包装吧。你知道的，在一定程度上包装同产品一样重要。Now,let us talk about packing it. Packing has a close bearing on sales.

　　岳：是的，我非常同意。包装有助于推销产品。人们购买这种商品通常用来赠亲友，所以精美高雅的设计至关重要。

　　Yes ,I agree with you .This kind of article is often bought as a gift, so exquisite and tasteful design is of prime importance. Packing will help push the sales. Good packaging can reflect the honour of rolex!!!!!

　　李：很高兴在这个问题上我们达成共识。

　　Lee: I'm happy to be in this issue we reach a consensus.

　　岳：那么，这些产品的包装您有什么想法?

　　Yue: so, these the packing of the products you have any idea?

　　李：我们希望原装盒子包装。这样具有正品保证

　　Lee: we hope that the original box packaging. So has the quality goods guarantee.

　　岳：劳力士(Rolex)包装附有蚝式、外包装纸盒、内盒、小枕头或者夹子、 COSC漆牌、防水标签、证明书/COSC证书、 说明书。

　　Rolex (Rolex) packing will oyster type, with the outer packing box, inside box, support, Rolex watches small pillow or clip, COSC paint brand, waterproof labels, certificate/COSC certificate，manual。

　　李：包装必须很坚固，能承受野蛮装卸。

　　LEE:The packing must be strong enough to withstand rough handing.

　　岳：买方通常很注意包装许多国外客户已经认可了我们标准化的包装

　　YUE: you can totally rest assured.we know buyers always pay great attention to packing.Our standardized packing has been approved by many foreign clients.

　　李：听起来很好!但是为了促进销售，我可以提出其他意见吗?

　　Lee: sounds good!!!!! But in order to promote sales, I can put forward to other comments?

　　岳：可以，请说!

　　Yue: yes, please say!!!!!

　　李：宇宙计型，格林尼治型能否根据他们特有的风格进行包装设计，使其别致且引人注目。

　　Lee: cosmic plan, can according to the type of Greenwich their own style of packaging design, make its unique and compelling.

　　岳：这也是我方的一大特色。根据每款的特有性能我们都有独具特色的包装。 Yue: this is one of the features of our. According to each of the special performance we all have a unique characteristic of the packing.

　　李：想的这么周到!很高兴和你方合作,包装能否防水、防震、防磁 Lee: think so considerate!!!!!we are very happy to cooperate with you. Packing can waterproof, shock, the magnetic? Life had water-proof, shock-resistant and anti-magnetic The proof-was placed, shoresistant- -the magnetic

　　岳：那是必须的!

　　Yue: that is a must!

　　李：还有一件事情，因为蓝色在我国很受欢迎，可以把这种颜色考虑进包装中吗?让蓝色作为基调可能有好处。

　　Lee: and one more thing, because blue in our country is very popular, can put the color, considering the package? Let the blue as fundamental key may be good.

　　岳：哦，是吗?我们会考虑。我会尽快的按贵方要求进行设计，保证给你们一个满意的创新样品。由您决定一个。

　　Yue: oh, really? We will consider. As soon as possible to meet your requirements for design, to guarantee you a satisfactory innovation samples. Do as your decided

　　李：哇!你们真是处处周到!祝我们合作愉快!

　　Lee: wow!!!!! You are thoughtful everywhere!!!!! I wish our cooperation happy!

　　岳：谢谢!您真是过奖了。合作愉快!

　　Yue: thank you!!!! You flatter me immensely. The cooperation happy!

　　CP张:Come on,now that we’ve already made some concessions,I accept this

　　张荣: 好吧 我们已经谈妥了价格、质量和数量问题，现在让我们来谈谈付款条件，如何

　　CM: Well, we have settled the question of price, quality and quantity. Now what about the terms of payment?

　　生: 我们只接受不可撤销的凭装船单据付款的信用证

　　SM:We only accept payment by irrevocable letter of credit payable against shipping documents.

　　张荣:你们能不能考虑例外，接受承兑交单或付款交单

　　CM:I see. Could you make an exception and accept D/A or D/P?

　　生秋硕: 我们坚持用信用证条款

　　SM: I’m afraid not. We insist on a letter of credit.

　　张荣: 坦率地说，信用证会增加我方进口货物的成本，要在银行开立信用正，我方必须付一笔押金，这样一来，那一部分的资金就无法周转，因此，会增加我方成本

　　CM:To tell you frankly, a letter of credit would increase the cost of our import. When I open a letter of credit with a bank, I have to pay a deposit. That’ll tie up our money and add to our cost.

　　生：你可以与开证行商量一下，看能否将押金减少到最低限度

　　SM:Please consult your bank and see if they will reduce the required deposit to a minimum.

　　张荣: 即使那样，开立信用证还要付银行手续费，假如你方能够接受承兑交单或付款交单，这就帮了我方的大忙了。你就当作有信用证一样，向我方开汇票，这对你来说区别不大，但对我方关系很大

　　CM: Still, there will be bank charges in connection with the credit. It would help us greatly if you would accept D/A or D/P. You can draw on us just as if there were a letter of credit. It makes no great difference to you, but it does to us.

　　生：你一定知道，不可撤销的信用证给出口商增加了银行的担保，我们出口一向要求用信用证;反过来讲，我们进口也要求采用信用证付款。

　　SM: Well, , you must be aware that an irrevocable letter of credit gives the exporter the additional protection of the banker’s guarantee. We always require L/C for our exports. And the other way round, we pay by L/C for our imports.

　　张荣: 都退让一步吧，货价的15%用信用证，其余的用付款交单，你看怎样

　　CM:To meet you half-way, what do you say to 50% by L/C and the balance by D/P?

　　生：好的，同意

　　SM:Well，you can say that again

　　张荣：接下来我们谈一下运输和保险吧!

　　CM:Lets come to the shipment and insurance, What do you think of our proposal?”

　　：好的，请讲吧!

　　SM:Yes”，“Please go on”，

　　CS夏：I think you may know what we manage is Rolex watches. It requires waterproof and safey-transportation, especially during the long time of ocean shipping which will be full of lots of risks. All the above factors make it not work without excellent transportation technology.

　　SF建：I think so, we always had good cooperation with the shipping company---Danish company. There has been seldom damage in our usual foreign trade in the past. So in the transportation of products, you can totally rest assured.

　　CS夏: :i am very glad to hear that.Now let’s talk about the insurance.

　　We believe that your company can provide safe transportation.

　　我想贵方应该知道，我公司经营的是劳力士手表，它的特性要求了运输过程要是防水的，安全的。尤其是海运时间长，风险多，没有过硬的运输技术是不行的。我方长期与运输业巨头—马士基公司有良好的业务关系，在我们以前的对外贸易中极少有产品损坏的事情发生。所以在运输方面贵方可以完全放心我们相信贵方可以提供安全的运输

　　SF建：In insurance we are VIP customers all the time in Ansheng insurance company—the second excellent insurance company in the world. We are enjoying a set of the favorable menus. It can save you a large sum of premium. So if we are responsible for the transportation and insurance business, I think it will be a mutual benefit particularly for you.

　　CS夏:We learn that you know a lot about the market in China. So we accept the term of the trade of CIF.But we’ll appreciate it if you can decrease 50 dollars each.

　　SF建：It seem that your requirement is too harsh. Our CIF offers are already very low.Nowadays the crude oil price increasingly rise in international market. The freight charges go up continuously too .What’s worse ,the unstability of Iraqi situation and constantly happening of terrorist incidents in recent years cause Arabian countries to the contagonistic mood of America European countries .We insure you all these risks .In view of these factors ,we can’t accept to the requirement to decrease 50dollars indeed .Since you are really sincere ,we could consider lowing20dollars.

　　CS夏:20 dollars?iam afraid we can not accept it.anyway,please give same time to discuss it,we will tell you the result latterly.

　　买卖方讨论。。。

　　CM张荣:After our discussion ,if you can’t decrease ,we require to insure F.P.A and clash and breakage instead of all risks.

　　SM:：well,to meet you on half way,We agree your requirement ,we’ll insure F. P. A. and clash and breakage and insurance and freight are5 0dollars in total .

　　张荣：既然我们已经就价格、包装、付款条件、运输和保险等达成一致意见，现在我们就开始签订合同吧。

　　CM:Now that we have reach an agreement about price,packing,terms of payment,shipment and insurance,etc.i propose we singe the contract imediretely. What do you think of our proposal?”

　　硕好的，我同意。

　　SM:All right,let’s begin.

　　张荣：请仔细阅读合同草案，并就合同各条款提出你的看法好吗

　　CM:Would you please read the draft contract and make your comments about the terms?

　　生：就合同双方要承担的义务方面，我们没有什幺意见，我们确信合同会顺利执行的

　　SM:We don't have any different opinions about the contractual obligations of both parties. We are sure the contract can be carried out smoothly.

　　：我们对合同各项条款全无异议，签合同如何

　　CM:We have agreed on all terms in the contract. Shall we sign it now?

　　：我同意

　　SM:I couldn’t agree with you more.

　　张荣：现在我们达成一致，我相信我们的洽谈是愉快而富有成效的

　　CM:Now we have reached an agreement. I believe our discussions have been fruitful and delighted.

　　生：很高兴我们能达成一致

　　SM:I’m glad that we have arrived at the agreement

　　张荣：我真诚地希望我们之间的交易额在不久的将来可以扩大!

　　CM:I sincerely hope that the volume of trade between us will be even greater in the near future.

　　：谢谢合作生

　　SM:Same here ， I really appreciate your cooperation

　　张荣：不客气

　　CM:You are most welcome

　　一、谈判主题：以适当价格购买4种型号本田雅阁汽车各10辆

　　二、谈判团队人员组成：

　　小组成员：徐燕萍0606540140、李虹0606540113

　　朱国芳0606540156、陆燕0606540122(组长)

　　小组分工：主 谈： 陆燕 (公司谈判全权代表);

　　决策人： 朱国芳 (负责重大问题的决策);

　　记录员： 李虹 (负责记录谈判内容);

　　财务顾问： 徐燕萍 (负责计算价格、核算利润);

　　三、双方利益及优劣势分析：

　　我方利益：我方是汽车代理商，要求尽早交货，力求建立双方长期合作关系;

　　对方利益：要求对方尽早付清货款，力求建立双方长期合作关系;

　　我方优势：我公司拥有大量的客户资源，购买需求量较大;

　　我方劣势：目前属于汽车销售淡季，我公司资金流动紧张，付款日期会延迟;

　　对方优势：款式新颖，型号齐全，能满足不同消费群体的需求;

　　对方劣势：由于交通等方面原因，交货日期较晚;

　　四、谈判目标：

　　1、战略目标：在互惠互利的基础上，以适当合理的价格完成此次交易;

　　原因分析：双方都有意建立长期合作关系;

　　2、成交目标：

　　①报价：第八代雅阁Accord 2.0MT 18万

　　第八代雅阁Accord 2.4 ATEXL Navi 24万

　　第八代雅阁Accord 3.5 AT 28万

　　第八代雅阁Accord V6 3.5 31万

　　②交货期：1月后，即20xx年1月31日;

　　③技术支持：要求对方派一个技术顾问小组到我公司提供技术指导;

　　④优惠待遇：在同等条件下优先供货;

　　⑤底线：保证我公司有20%左右的盈利空间;

　　五、准备谈判资料：

　　①合同、背景资料、对方信息资料、技术资料、财务资料

　　②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》

　　备注：《合同法》违约责任

　　第一百零七条 当事人一方不履行合同义务或者履行合同义务不符合约定的,应当承担继续履行、采取补救措施或者赔偿损失等违约责任。

　　联合国《国际货物买卖合同公约》规定：不可抗力是指不可抗力是指不能预见、不能避免并不能克服的客观情况。

　　六、程序及具体策略：

　　(一)开局：

　　因为这是双方第一次业务往来，应力争营造一个友好、真诚的气氛，以淡化和消除双方的陌生感，以及由此带来的防备甚至略含敌对的心理，为实质性谈判奠定良好的基础。

　　方案一：情感交流式开局策略：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。

　　方案二：采取一致式开局策略：以协商、肯定的语言进行陈述，使对方对己方产生好感，产生双方对谈判的理解充满“一致性”的感觉，从而使谈判双方在友好、愉快的气氛中展开谈判工作。

　　(二)中期阶段：

　　1、唱红百脸策略：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，适时将谈判话题从价格上转移至交货期及长远利益上来，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，适当时可以退让赔款金额来换取其它更大利益;

　　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将会有巨大损失;

　　5、货比三家策略：利用对方存在竞争对手的可能性来与正在进行的谈判进行场外对比，给对手造成同一产品的压力，让其能够做出相应的让步;

　　6、打破僵局策略：合理利用休息时间，首先冷静分析僵局原因，再运用把握肯定对方形式，否定对方实质的方法解除僵局，适时用声东击西、角色互换策略，打破僵局;

　　(三)休局阶段：

　　如有必要，根据实际情况对原有方案进行调整。

　　(四)最后谈判阶段：

　　1、最后通牒策略：适时运用折中调和策略，把握严格把握最后让步的幅度，在适宜的时机提出最终报价;

　　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，对方确认，确定正式签订合同时间;

　　七、制定应急预案：

　　1、对方使用权力有限策略，声称金额的限制，拒绝我方的提议。

　　应对方案：了解对方权限情况，“白脸”据理力争，适当运用制造缰局策略，“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;或用声东击西策略。

　　2、对方使用借题发挥策略，对我方延迟付款问题抓住不放。

　　应对方案：避免不必要的解释，可转移话题，必要时可指出对方的策略本质，双方以长期合作为目标，不能因小失大。

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