The steps of simulating business negotiation are as follows
Simulated business negotiation process (30 minutes)
I. Opening Stage (5 minutes)
1. Admission and introduction of personnel from both sides (***2 minutes)
(1) Introduction of the main participants in this negotiation.
(2) Introduction of the personnel of the entrusting party in this negotiation.
2. Company and product introduction (***3 minutes)
(1) The owner introduces the company and products.
(2) The customer introduces the company. (This stage is the opening stage of the negotiation. The two sides face each other, but one side must not speak or interfere with the other. )
During the opening stage, both parties shall complete the following instructions:
(1) Admission, seating and greeting shall conform to business etiquette.
(2) Strategically introduce their negotiation conditions to each other.
(3) Test the negotiation conditions and objectives of the other party.
(4) Conduct a preliminary confrontation on the contents of the negotiations.
(5) Don't expose your bottom line easily, but don't delay the negotiation process by hiding too much information.
(6) It is best to get the key information of the opponent at the end of the opening.
(7) You can take the lead, but you can't bully others or be one-sided. (8) Appropriate use of pre-negotiation strategies and skills.
Second, the mid-term negotiation stage (13 minutes)
(1) Both parties state their understanding of the market situation.
(2) Determine the quality, price, terms of trade, payment method and quantity of the goods. ① The quality must be fragrant rice originating in Thailand, and the other party needs to issue an official certificate of origin and an official quality inspection and quarantine certificate. ② Price quotation: 1500 tons or more, 8,500 yuan/ton; 1500- 1000 tons; /kloc-8600 yuan/ton under 0/000 tons; Bottom line:1500t; 8700 yuan/ton; 158. Tonnage 1000 tons or less is 8900 yuan/ton ③ Terms of trade, tack ④ terms of payment FOB Bangkok, T/T ⑤ quantity, 3000 tons. If this stage is the main stage of negotiation, both sides can speak freely, but pay attention to etiquette.
When one party is speaking, the other party shall not interrupt at will until the other party has finished speaking. You can't talk too much to make the other person have no chance to speak, and you can't be silent to make the other person behave.
At this stage, both parties shall complete:
(1) Conduct in-depth negotiations on key issues in the negotiations.
(2) Use various strategies and techniques to negotiate, but don't provide false or fabricated information.
(3) Find the unreasonable places of the other party, and negotiate where you can ask the other party to make concessions.
(4) in order to reach a deal, look for * * *.
(5) Maximize your own interests.
(6) Solve the main problems in the negotiation topics and reach an intentional understanding on the main aspects.
(7) In case of deadlock, the two sides can change the subject and continue negotiations.
(8) Both parties shall not entangle too many irrelevant topics or ask too many intellectual questions.
(9) Pay attention to the use of various strategies and skills in the negotiation process.
Third, the final negotiation (sprint) stage (5 minutes)
This stage is the last stage of the negotiations. Both sides return to the negotiating table and speak freely, but pay attention to etiquette.
At this stage, both parties shall complete:
(1) Make a final confrontation on the negotiation conditions and try to reach a deal.
(2) In the final stage, try to strive for favorable trading conditions.
(3) The outcome of the negotiations should focus on maintaining good long-term relations.
(4) Say goodbye in line with business etiquette and thank each other.
Four. Signing the contract (2 minutes) Both parties shall sign the final contract.
Verb (abbreviation of verb) summary (5 minutes) Both sides summarize the simulated negotiation respectively.