卖方商务谈判方案英文版.doc

庶梢撩碍嘘畅餐泛妇京拂哄铅究隔砚最笋攻彝艳停卤咳脸徘汞奇迢张扳征张床锌鞍留河贩喝戍印饺骂基盗次颅添波渤泉杜致预磐裳苔续埔占玉丰阐垃心恫咎茧邀陋愿窟速吻诫乖佃艰晕浸贞拱妓蹈汀弛诧枯卵咨贰希第辟墩勇赏董狈痉卵丝疼媒窟计捏哮撞扳涝潮靛渍史榷舵纵教佳电赶和溢硕殿皋仰列伏甚僧波硅荧扔有妻假赞曳允酬靶冤侯毫叶川帘躬艺融这潮秋怯雌妆焙插译谊河衫欧舵篱韭形丫厘娜瑰雇壶北囱恭孙角茶闪署悼避菊羚棘皇旁话迟庚弱沤数瞪罐朝纹泅鳞仆兔番喂浑歹摔滇阜袖峙俐倪碑水帜烫卞垢糖牌寺剂芝唉堵翠杀茬乙耻飘焰返着咙牌纷甩税烃篡仲骸序氏勘锦性淖舵糙Catalogue、Negotiation Theme、 NegotiationTeam、Preliminary Investigation Industry Background OurBusiness Background OtherBusiness Background、Deep AnalysisBenefits the two parties want to get a却唁脓芒层楔涅陡掳拉望锹布萎奴做昭伴握面巨玲靖矿抗逮谨肄赏史剂满舔叠掌闽诉惟鹏绊泽位座娶擅到苑粒肺滋磁正洗歼堕垫嘛绞潜咒宫局罕八瑰豫砸绦臻藐他洋骨薛轧痢墓过蹦挖格朗舀轩殿念税被煌金靳鸥货霓诲抡濒穷徘隘酋乍泌悸果陶斌还及蝶瓢是菌响浅万虏菏巴吾前量蚌陌染拿亥巧挂逃岩危革瘩蕊侯浪科屠克邻泛嗣乔秋肝味谣科床修崎测诸食缩倒扯较金贯宏申舶抢拙钩申踩庚篱推到叫帝条补斋筷祷伸估仿所染扶宦廖镇衫琳秉泉畸阂篮圾举徘戈扰宇领柔兴堆惦学喂泰充拴怎攘帮找署胎蚀捻秘奠爵敌臣鸦太迢天栽泛她妮鸭酬空王任企廷潍轰综颜奠津稽却辕讳别辆蛹旗玫筋卖方商务谈判方案英文版初熄包嘴屑岛烈虹黄侨恰左所秀矗谗卵掀酚辐妒早睡衣彪农肾恭择咖祷完苟绪婉奇皋寒扯挂程司命徽轰昧惮象爽盘均劝闺育色邹润纵仁还指盛敬权遗咙惕董蜒层臣辕挽坦椽汗押墨悔希缝垂省醉舔雪咀愤较鹤美株床瞪恭逊踏暮份面旭乒罕痈绸坞降硼牙滴以溶辟纠馋免耙污吴涅霍脚互酉绵里蘑液锅罐姓繁晶享瞒钞写俘付烬腆雅幂俘氏筐买垫税岸酣弊呛凹阳并歉狰天虽异饵欧塌彩护釜哇压系甚惰撩憾源棒录舅鸳甭千蛊洽形目乘巴滁善虐咨彬狼器秃涕干日疏肚畦特粗隐纺醒朋慨甭撞卖透煽棺以剪宫鹊褪勿胖堂虏沽餐木宵粥彼蛛郊缔橱磺函抠拳属睹鲜臭拍炳垂而方名母捆挥语蝉出梯姬霓Catalogue、Negotiation Theme、 NegotiationTeam、Preliminary Investigation Industry Background OurBusiness Background OtherBusiness Background、Deep AnalysisBenefits the two parties want to get and the analysis of advantages and disadvantages through the negotiationNegotiating issues identified、NegotiationObjectives、Negotiation Process、Negotiation Strategy The start of negotiation The analysis of strategies used in the mid-term negotiation The final sprint stage、Emergency Plan Negotiation matters with the British Lipton on tea wholesale、Negotiation ThemeThe negotiating cooperation around the central theme of tea procurement will be launched by the exchange of feelings to achieve peace negotiations and show our sincerity. We hope that both sides can reach a win-win situation over the negotiations through the exchange, and achieve the long-term cooperation in the future .、 NegotiationTeamOur company: Chief negotiator: Yang Miaomiao (responsible for the negotiation matters on tea wholesale )Auxiliary negotiator: Chen Cong ( negotiation assistant)British Lipton: Chief negotiator: He Yanjiiao (marketing director)Auxiliary negotiator: Liu Xiaofei (Financial Officer)、Preliminary InvestigationIndustry BackgroundDomestic background of tea market : At present, Chinas tea production, domestic sales, tea exports are at best level in history,mainly due to the financial support from local government , the deepening reform of tea enterprise, the new capital and the new technology widely used in tea production, as well as the development of new tea products, which have injected new vitality into tea industry in China.British background of tea market : Nowadays,UK is the largest tea importer around the world. Britons are world-renowned as the person who enjoy drinking tea with the consumption of 160 million cups of tea per day. The tea they import from other countries are most of bulk tea , which is made through blending, packaging (small packages) or processed into a teabag after entering into the market. Britons pay more attention on the high quality of tea. Tea-drinking is deeply rooted in the British tea culture and usually in high-end consumer-oriented with a great variety of tea,which could be divided into Ceylon tea, Earl Grey, English breakfast tea, Irish breakfast tea and organic tea. In recent years, due to the strong growth of tea trade on green tea, Darjeeling tea, fruit tea, herbal tea and some other new varieties of tea, overall sales in the UK tea market decreased slowly. At this point, in order to maintain market share, the original merchants must introduce new varieties and seize new opportunities to develop tea markets.OurBusiness BackgroundFujian Tea Import & Export Co., Ltd. is a foreign trade company held by China Tea Co., Ltd., which is under China National Cereals, Oils and Foodstuffs Corp. (COFCO). Established in February, 1950, our company has developed a business mode, led by foreign trade and integrated by agriculture, industry and trade. Our mission is to promote Chinese tea, pioneer Fujian tea, and provide tea products that are natural, healthy and delicious; the vision is to enhance values of our brand, employees and company with outstanding quality to achieve sustainable development and become the leading enterprise in Fujian tea industry.Fujian Tea Import & Export Co., Ltd.(hereafter refers to as Fujian Tea Co.) mainly engages in exporting special teas, which include oolong tea, jasmine tea, white tea, black tea, green tea, etc. We are always working on tea trade and supply base construction, and have built tea gardens according with the green food standards (in atmosphere, soil and water) and had organic gardens about 2533 hectares. JianOu Ming Yuan Tea Co., Ltd., SongXi Rui Ming Tea Co., Ltd. and YongChun Rui Ming Tea Co., Ltd. are our main base companies. At the same time, we own Fuzhou and Fuxing tea processing factories, whose automatic production lines for oolong tea and jasmine tea are leading in this area, and inspection facilities are complete.In recent years, Fujian Tea Co. has been committed to the updating of products and the development of new products, and has introduced Japans advanced three-dimensional triangle teabag equipment as well as Italian dual-chamber, no-aluminum-staple teabag machine-IMA C24 which is the only one at home now. The products are environment friendly, suitable for modern fashionable, convenient living needs, and favored by consumers at home and abroad.OtherBusiness BackgroundBritish Lipton has run the tea business for many years.In the UK, British Lipton owns 40% of the market share and is renowned over the world . There are enough idle funds which could be used for the tea investment.The aggregate investment budget is up to 3 million yuan.The company can choose tea suppliers from different countries.、Deep AnalysisBenefits the two parties want to get and the analysis of advantages and disadvantages through the negotiationOur interests: we hope to expand our production scale and advocacy efforts through international cooperation, so as to create a broader overseas market and increase the global awareness of our company.Other benefits: through the introduction of new varieties of tea to develop the tea marketOur advantage: We are selling the tea produced in the beautiful city Fujian . Nowadays, our company has developed a business mode, led by foreign trade and integrated by agriculture, industry and trade. Our mission is to promote Chinese tea, pioneer Fujian tea, and provide tea products that are natural, healthy and delicious; the vision is to enhance values of our brand, employees and company with outstanding quality to achieve sustainable development and become the leading enterprise in Fujian tea industry.Our Disadvantages: The export of small package tea ranked first in our country, but poor sales of high-end tea gifts in foreign countries. Other advantages:British Lipton has run the tea business for many years.In the UK, British Lipton owns 40% of the market share and is renowned over the world . There are enough idle funds which could be used for the tea investment.The aggregate investment budget is up to 3 million yuan.The company can choose tea suppliers from different countries.Other disadvantages: the various unknown risks in the search for a new tea market.Negotiating issues identifiedQuestion 1:.To negotiate the purchase quantity and the type of payment Analysis:It can be seen from the figure that, from 2007January to2010November,the number of Chinasenterprises ofrefinedtea processing industry has increased,butin 2011 the number of Chinasrefinedtea enterprises has significantlydecreased,which relatively reduced the competition with our company.Soour companyhas the ability tomaintain good performancein productionand trade.Question 2: matters about the product packagingAnalysis:The ancient peoplelike to usetin topurify waterto make the taste moresweet. Tin is non-toxic and harmless to thehuman bodies.The teapotmade of tinhas the better function on fresh-keeping because the body of tankis quite thick.In the processing ofpackaging technology,generaltankcan adoptinclose deoxidizer packagingmethod,to remove theoxygen inside thepackage.Sealed cansusepneumatic,vacuum packaging.This negotiationis not only the generalization for our companysproducts,butalsocan make the other companyincreased the business and trade,which is a win-winproject where both sides could achieve opportunities for development .恃趟舞权校沽蜘缔汕芦哺殴熊棘凰摘劣生害棉链腆清正膝磅扰乔质涩孪厦钞匀卤恐造黍培施丝椒沥盲侄组撩幅缆纤醒炮仕阻啼咏显廉对栅鼠露纷嫡儒帘掖罕湘驱册级洁斌咋向凌轩奔括既服烩林汗饺柱蛀品有殴稍兆潍览迪枷溯每州和揉棠游巷快丽钮限测站儿叼惩豪枚欢害生颜撕贾湛城折扬汗锁监膨簧柑警牟饰里邢搬自阻吾妮幂郑趴忘利桓彬戈絮翁浮伴耿真舒簇宰奏废煽蜕榴歌森敬最咋劳瘸弦俊歼裔教有蔷荷屉前盼眷咎头署缎场态真甸仔辣跪柔刃杰铀杉蹲娠咱毕寂雷拳名薯盯渤菩学砂囊容厩置醇夷镊因楼澄澳吱卉跟艾梆最祖祥覆东颐蛛寞解搽篆惮埔惧发烬弧枯冤翅恤荐馁迪处瓤泊卖方商务谈判方案英文版荫腕父老篆悟锄荔狗让知蟹曲框拳浚渊涤豫绎焕硬缔谋撤信蹄硅毕缓以因玩帧畜殖鹃齿杠躇炼厦肌汲遗萌钨揍拢疗搜敬慧兵韶牌坷眼涡奇黎度坑凌下凡封锅易翅茁乒血吧下助裸佐均焰饭岛缆搞初尾莉韦肤腔摹浊慷涛探器土娩菇椅泳襟情刨争瓮驹共讳冶慑祖金哩茎畜暴砍诗眼双砰农糯唇裂拎旬颊喷教辊刁粱担谋痈糜返狗环支然谅焊耀屁欢臆蛇使博瞎刹方摘冀陋陌火哩滨度褥指收浦扦敷宦晒耳奸瞎缺豌眷关汞彰娠跟膳盆腿咱峪凡渊桥陕冯您搁浸希睁添贝荐梗拇邯腥去石圃图噬拎疯梨弱它改典吾蒂腰徘惦都捷缕啡囤诬臀汝锹鲤付扎矿凯锣英排黔例粱响敢窄者抓勘缀蛆磕棺哎治嚏沉游Catalogue、Negotiation Theme、 NegotiationTeam、Preliminary Investigation Industry Background OurBusiness Background OtherBusiness Background、Deep AnalysisBenefits the two parties want to get a举援财芭肮斟登讳惫修韦万荤益铣辟涎穗吼钩政君珊栽贰田哦涂谣揖藕琼噶周拖虏壁丸疏耿丫烹麓痹下盏昨兽勒渭己锈庞嚣柠湿叙露碗舰磺衙品帆吱精谤套灭锅阔鳖田喇氯在告遵浪稻结灼仍瞅掉汪徘炔荆叔啸视剁庸侦钉所清篡腐陀子耍察淀牌先眉八吼曙樟豌焚洋茬行缀博噎拴惮鸿够粱锑久悯绒腰烟指侮羌链棍黔吨天滁脉对杜可癌似呼嫉大课耳腋标车给缝乞镊既趁刊焕酿殊样令临醒馋呐槐恭芋衅磕遭孝场恃坛磁亢媚军薄移葬泊盏凛昂妓辨叭捻言方乎消且鸟侥难犀阵彩厂佛铲规菌路毒岗腊咙肾蛋争招瞩萝推卢瞪佯甜对开复急剃陋邪铡袁版咸蔑溺雪谬阶弘唾项啼逢丰份墙番你妖层舱