组号(Group)：8

格林银行模拟谈判报告书

Green Bank Negotiation Simulation Analysis

学校(The School)：

常州大学(Changzhou University)

班级(Class)：* * * * * *

小组成员(Team members)：

l * * * * * (Team Leader)

l * * * * *

l * * * * *

l * * * * *

l * * * * *

l * * * * *

目录(CONTENTS)

Chapter1

——谈判细则(Negotiation Rules)……………… 2

Chapter2

——谈判分析(Negotiation Analysis)…………… 3

Chapter3

——会议记录(Meeting Record)………………… 6

    No.1：任务分组(Grouped Tasks)…………  6

    No.2：会话设计(Conversation Design)…… 7

          会话内容(Conversation Content) ……8

No.3：谈判演练(Negotiation Exercises)……13

      合同条款(Contract Terms)………14

No.4：谈判总结(Negotiation Summary)……15

附录(Appendix)：

     成员心得(Members Experience)……………… 16

谈判具体事宜

(The negotiation concrete matters)

时间(Date)：20##年04月12 日(2012/04/12)

地点(Site)：武进校区会议室(Wu Jin Campus Conference Room )

主题(Theme)：调节销售与生产部门矛盾，促进良好发展(To coordinate the contradictions between sales and production department, and promote good development.)

背景（Background）:To improve it’s competitive position ,Green Bank has been developing some new products. While there has been a prolonged dispute between VP Sales R .Stewart and VP Product Development S .Powell over the relationship of product development to sales.

与会单位及其立场(The Unit and its position)：

第一方(The First Party)：VP销售(VP Sales)

    立场(Position)：Sales department says that product specialists are not trained, competent sales representative and they will confuse customers.

第二方(The Second Party)：VP产品开发(VP Product Development)

    立场(Position)： Product specialists claim that they know new products better than sales person and they want to call on correspondent banks to sell the new products they have developed.

第三方(The Third Party)：VP企业银行(VP Corporate Banking)

      立场(Position):To help resolve the dispute.

VP Sales

成员(Members):R. Stewart (* * *)、* * *、* * *、* *

一、  谈判主题(Negotiation Theme)：

保证销售立场，在整体的利益下，实现销售利益（To defend sales position and to achieve sales interest in the over all interests ）

二、  我方利益及优劣势分析

     ——(Our Interests and the Analysis of The Advantages and Disadvantages)

    利益(Benefits)：

 确保研发部不加入销售部而扰乱销售正常运行，保证团队员工利益（To ensure that Production Department will not join in or disrupt sales procedure selling and to safeguard team employee benefits）

优势(Advantages)：

有专业的销售人员，团队协作意识好；销售网络宽泛，客户关系网广;了解市场的动态，熟悉相关政策。（Having professional sales staffs, a good sense of teamwork ,extensive sales network, close relationship with clients and customers. Understanding market dynamics and being familiar with the relevant policies）

劣势(Disadvantages)：

信息不流畅,对产品的内部了解缺乏，销售模式僵化，反馈不及时.（in addition to  rigid sales model, Lacking full understanding of the product, prompt feedback and information exchange.）

三、目标(Goals)：

最高目标(Highest Goal)：

保持销售完全独立的条件，免费提供产品咨询服务,研发部派人担任讲解员或顾问.（Remaining completely independence of the sales procedure, asking the product development to provide product a free product consultation service and specialists to work as instructors or consultants ）

底线(Bottom Line)：

对方可以派人员来我部进行产品讲解，我方可支付一定费用，但是对方不得干涉销售（The other party may send personnel to explain the products and  we may pay for it, but they shall not interfere in the sales procedure）

VP Product Development

成员(Members):S. Powell(* *)、* * *、* *、* * *

一、  谈判主题(Negotiation Theme)：

协调销售、研发的关系，促进新品市场开拓（Coordination of sales department and research and development department, increasing market share of the new products）

二、  我方利益及优劣势分析

     ——(Our Interest and Analysis of The Advantages and Disadvantages)

    利益(Benefits)：

 促进新品销售，提高研发水平，实现研发部的优质发展（To promote the sales of new product, to improve the level of research and development and to achieve high quality of its development ）

优势(Advantages)：

对产品了解透彻，参与销售可以及时反馈客户信息，利于改进产品质量（Knowing about the product well, joining in the sales procedure to make customer information fed back timely which contributes to improvement of the product quality）

劣势(Disadvantages)：

缺乏专业的销售知识，交际能力不足（Lack of professional knowledge of sales and interpersonal communication skills）

三、目标(Goals)：             

最高目标(Highest Goal)：

加入销售团队人员比例达到30%，在销售部担任负责人（Join the sales team where 30% of members should be our staff, and work as executives of Sales Department）

期望目标(Intermediate Goal)：

完全取得新品首推期的销售权，及时获得第一手客户反应资料（Achieving the exclusive selling right of new product in the first stage of new product promotion and getting the first-hand information on customer reactions timely）

底线(Bottom Line)：

进入销售团队的人员比例不得低于20%，待销售效果良好需继续加入销售团队，实现整体发展(Staff ratio shall not be less than 20% .If improve the sales performance ,product specialist should continue to join the sales team to realize the whole development)

VP Corporate Banking

成员(Members):J. Marshall(* * *)、* * *、* *

目标(Target):

    协调销售与研发的矛盾，实现双方的和解，确保企业产品销量的稳步增长，促进长远发展。不辜负Mills先生之托！

第一次会议记录

(The First Meeting Record)

时间(Date)：20##年04月12日(2012/04/12)

地点(Site)：W2117

出席人员(Attend personnel)：

* * * * * * * * * * *

* * * * * * * * * * * *

议题(Issues)：

成员分组、任务划分、准备材料、构建机制

 成果(Achievement)：

1.完成组员分配：                                

第一方（* * * * * * * * * * * * *） 

第二方（* * * * * * * * * * * * *） 

第三方（* * * * * * * * * * * * *）      

2.任务分派

完成各方的任务规划、明确职责、安排谈判日程

3.材料准备

1.销售、研发不分析各方优缺点，下次会议定稿

2.目标规划：最高目标、期望目标、底线的讨论

3．第三方的主要任务划定：协调研发销售矛盾、促进良性发展

第二次会议记录

(The Second Meeting Record)

时间(Date)：20##年04月19日(2012/04/19)

地点(Site)：W2117

出席人员(Attend personnel)：

* * * * * * * * * * * * *
* * * * * * * * * * * * *

议题(Issues)：

    谈判对话设计与视频拍摄安排

成果(Achievement)：

1.完成对话的设计，合理安排人员

2.安排视频拍摄时间

3.规划视频拍摄地点及具体事宜

4.规划合同内容制定范围要求

5.完成场景设计等

Conversation Content

国际商务谈判对话设计（Green bank）

第一部分：场景设计

（开始由第三方派两名工作人员分别迎接另两方谈判代表，研发、销售双方依次进入会议室。）上午十点

第二部分：对话设计

第三方：早上好，先生们女士们！很高兴大家能坐在这里参加此次谈判。很高兴再次和你们见面。下面请双方代表做个自我介绍吧. T

 ————Good morning, ladies and gentlemen. I’m glad that all of you can attend the negotiation. And it’s my pleasure to meet you again. First of all, an introduction should be made.（双方开始介绍）

研发：这是...... H

————This is …………

销售：这是......（示意第三方）Z

 ————This is …………

第三方：既然大家都已经初步认识了，那就进步整正题吧。受Mills先生的委托，作为第三方，我们将竭尽全力来帮助解决你们双方存在的冲突，使双方利益最大化！虽然也有人说，商场如战场，但我仍然希望我们像老朋友一样愉快的开始与结束这场谈判。我知道各位的时间很宝贵，我们希望这次会晤的时间不要超过一个小时.我这里有一份起草好了的会谈程序，不过如果二位有任何议题需要增减的话，请务必不要拘泥于此。Z

———— As a general acquaintance has been made, now let’s begin our topic .We work as the third party which will try our best to deal with the conflicts and maximize the common interests under the commission of Mr. Mills. We think that the most important thing is to form the rules of this negotiation. Firstly, although as a common saying goes, commercial circles just like battlefield, I still hope that we can talk about the problems harmoniously. Secondly, the meeting should be controlled an hour as time is very previous. Here is the negotiation procedure drafted by us, if it contains something unreasonable, all of you can modify it.

研发：我觉得这份议程很不错。看来您 已经考虑到所有的事项了。（同时销售业点头示意）H

———— I would like to say that the well-designed negotiation procedure has taken every aspect into consideration.

第三方：那好，接下来就让我们进入谈判吧！Z

————OK, if you have no question, the negotiation will be started now.

研发：根据最近的财务报表，我们发现公司近期的销售业绩持续低迷，而通过分析得知，主要原因在于新服务产品的推广和销售不给力，对此，我们生产研发部的人员一致认为这是由于你们销售部的人员对新产品了解太少，并且仍使用旧的销售方式销售新产品所致.Z

————The latest financial report reveals the fact that our company’s recent sales performance keeps decreasing .Based on our objective analysis, it’s mainly because your failure in promoting and selling the new products. In another word, your lack of the knowledge of the new products and the unreasonable method to selling the product contributes to the negative situation.

销售：你意味着什么？W

————And what do you mean?

研发：很简单，我们希望能由我们生产研发部的部分成员来全面负责新产品的推广和销售。H

———— In a word, we are willing to take the responsibility of new products’ promotion and sale.

销售：多么荒谬啊！首先，最近公司业绩下降并不是我们销售部的错，主要是由于全球经济危机和市场萎缩的影响，顾客需求因此降低。另外，谁知道是不是你们新产品的问题呢？最重要的是，大家应该各司其职，你们对销售根本一无所知，怎能将销售新产品的重任交给你们？Q

————What  a ridiculous conclusion you have made. For my part, we won’t agree. Not only because it’s our essential duty to sale product but also because we would like to point out the truth of the decreasing sales performance. On the one hand, the resent international financial crisis and the inflation resulted in bringing down the demands. One the other hand, the bad sales performance may result from your failure to meet customer’s requirements. What’s more, you know nothing about selling, so it’s unreasonable for us to give up the right you want to achieve.

研发：我反对你们的看法。如果由我们来负责新产品的销售的话，我们就能最大程度地把产品的真实功能展现给顾客，这可不是耍嘴皮子的事，相比你们，我们的话应该更具说服力吧！此外，在与顾客接触的过程中，我们也可以充分了解到他们的需求，这便于我们对新产品做出更精准的改进和设计。Z

————I still insist what we have suggested, if we have the right, we can show customer the real function of new products to greatest extent. Unlike you, and we are comparatively more persuasive. In addition, we can fully realize their demands and design better new products by contacting with customers.

销售：就像刚才说的，我们仍认为你们不懂销售，你们相比我们有着很多劣势。首先，你们没有经过专门的销售培训，你们的话也许更会引起顾客的困惑。其次，与相关银行的友好关系比任何一种单一的产品或服务都重要得多，同时，对国家政策的熟知也必不可少。总而言之，我认为你们就是冒着得罪顾客的风险而自私地想要你们的新产品得到使用。（英文翻译参考书本208页）Z

————Although what you said sounds meaningful. However, we refuse to be forced to give in. Giving us some time and you will see the problem solved by ourselves successfully. If you ask why we can not agree with your proposal, I just want to tell you that you are inferior to us in many aspects. For one thing, lack of training leads to confusion. For another thing, you refuse to pay enough attention to the relationship with correspondent bank which go beyond any single service or products and are not familiar with the internal politics. What brings the thing bad to worse is that in single-mined desire to get new products used, your will offend customers and set off political bombs.

研发：声明一下，我们不是出于自己的私心，我们只是从公司的利益出发，想要改变当前的销售困境。G

———— I want to claim that we try to help you out of the trouble, not for our own profits, but for the company’s.

销售：那好，既然我们都是为了公司的利益，我们有个很好的提议，希望你们能接受。W

————Okay, now that both you and we are on the behalf of our company’s profits thus we are willing to share our suggestion with you, hoping you can take them.

研发：什么提议？G

————What is your suggestion?

销售：就是邀请你们给我们的销售人员做详细的产品介绍，帮助我们在最短时间内熟悉新产品的特性。当然，最后的销售工作还得由我们来做。W

————The suggestion is that we would like to invite some of you to make a detailed introduction for us regularly to help us to be familiar with the products’ feathers and characters. Of course, you have no privilege to interfere in our internal affairs.

研发：这不可能！我们的生产人员必须参与销售过程，否则销售业绩仍不会好转的。H

————It’s out of the question! Product specialists must participate in the selling, or sales performance won’t improved in the long run.

销售：对不起，你们的要求我们实在难以接受。我们最多给你们一些合理的额外费用。Q

———— I regret to tell you that we can not adapt your advice, and the only concession we can make is to give you some extra money for your introduction.

研发：这是什么意思，我们是为了公司良好发展，并非单纯利益，你们的提议我们坚决不接受，请你们再慎重考虑我们的提议。（研发讨论后）C

————What does mean? In order to achieve development of our company rather than single finance interests, we won’t accept, please take our proposal into a serious consideration again.

销售：（耳语一番）你们的提议我们不能接受…………W

————Sorry ,we cannot accept……

研发：那...... H

————So……

销售：......（谈判陷入僵局）

第三方：好吧，既然双发都坚持自己的立场，不肯让步，那只能由我们来调解了。根据你们刚才的对话及相关资料显示，我们拟定三个解决方案供你们选择，我相信一定有一个方案会让你们双发满意的。（示意助手分给双方材料）Z

————Ok, now that both of you insist in defending your standpoints, and unwilling to make any concession. We have made three solution based on your dialogues and relevant information and documents. I’m sure that one of them may meet your needs and bring the win-win situation to you.

销售：如果可以的话，我们会选择第一个方案。但是他们肯定会拒绝。Z

————If it is possible, we prefer the first one. But we know they won’t agree.

第三方：你们呢？（示意研发方）

————What about you?

研发：这样的方案我们必然不会赞同。我们也不是没有原则的。H

 ————Out of the question, unfortunately I would like to say no. Our basic principle must be defended.

第三方：那你们觉得第二个方案怎么样？你们都做点让步。（双方私语）T

 ————How about the second one? Just a little concession both of you should make.

研发：这个可以考虑，先试试这个方案。如果业绩大幅提升，销售方要让更多研发人员加入销售团队。（组长示意队友）Z

————Maybe we can try it. If the sales performance increased obviously, more product specialist should have the right to be a member of sales team.

第三方：你们能接受吗？（向销售方提问）Z

————Can you accept it?

销售：（商量许久）每个新的销售小组来进行新产品的销售，每个小组6个人，由来自销售部的4名员工和来自生产部的2名员工组成。这个方案我们觉得有点不公。Z

————The proposal is that new sales groups take the responsibility of new products’ selling independently with 6 person each group including 2 product specialists. However, for my part, I think it’s anything but fair.

研发：这还不公平，我们只有4名研发人员加入而已。那你们想怎么样呢？H

———— How can we make you fell much fairer? Only 4 specialists join in the 2 group.

销售：最多只有2名研发加入，而且组长由我们销售人员担任。W

———— No more than 2 specialists and our staffs lead the group only.

研发：这也太夸张了吧，有点痴人说梦的感觉。不行！G

————Please be more realistic please, I still disagree.

销售：那我们也无能为力！（作无奈状）C

———— You see, we have tried our best but they don’t agree.

第三方：我看还是都让让步，为了更好发展。由销售部8名员工和研发部4名员工分两组试验下业绩也挺好的。如果业绩没有明显提升，我想研发部也不会再提出要加入你们销售部参与销售之类的要求了。你们认为呢？T

———— In order to make a brighter future, 8 salesmen and 4 specialists should be divided into two groups to compete with each other in selling. If no more profits will be achieve, I think that the product development department will not put forward the idea again.

研发：这个当然！H

————Of course!

销售：（经过讨论）既然Marshall先生这么说，我们也就勉为其难了。但是组长由我们担任！Q

————Now that Mr. Marshall said, we would give you this opportunity. But our staff led the groups only!

研发：OKAY！H

———— OK!

第三方：这下好了，很高兴大家达成共识！那请你们双方看下我方代拟的合同.如果没问题的话，就可以签字了！Z

———— It’s okay, I'm glad that you agree! Please both of you see our intended contract. If no problem, you can sign up.

销售研发：Ok！

————OK!

（双方签订合同，握手再见）

编稿：T.K.&H.M.

翻译：Z.M.L&Z.L.L

第三次会议记录

(The Third Meeting Record)

时间(Date)：20##年05月日（2012/05/）

地点(Site)：W2117

出席人员(Attend personnel)：

* * * * * * * * * * * *

* * * * * * * * * * * *

任务(Tasks)：

模拟谈判、视频拍摄

成果(Achievement)：

1.顺利完成视频拍摄

2.签订合作合同、实现共赢

3.实践谈判，提高谈判技巧的实际应用

4.扩展了视野，增进了知识

 谈判合同(Contract)

甲方(Party A)：VP Product

乙方(Party B)：VP Sales

根据相关法律，甲乙双方平等协商同意，自愿签订合同，共同遵守本合同所有条款。(According to relevant laws, party A and party B agree through consultation to equality, free to enter into the contract, and abide by all the terms of this contract.)

合同期限(Contract Deadline)：

20##年6月1日——20##年7月31日

条款(Terms)：

一、共同目标：

充分发挥生产部和销售部的优势，拓宽公司产品的销售渠道，实现公司利润的最大化。

二、调节方案及条件：

1. 1.销售部每组派出2人，生产部每组派出1人。总共选出12人，分成两组，每组6人。组长由乙方成员担任。

2. 这两个小组进行为期2周新产品的销售并最终统计其销售业绩。

3. 双方应以诚信为本，互相交流和切磋业务进展，以促进共同发展。

4. 在双方合作过程中，方案的执行由第三方监督。

5.本合同具有法律效应，双方必须在合约期限内着实遵守，对于不遵守合约，第三方有权进行相应处理

本合同一式三份，三方各持一份，签字生效，本合同具有法律效应。

甲方(Party A)：

乙方(Party B)：

公证方(Notary Party)：

签订日期(Signing Date)：20##年05月17日

第四次会议记录

(The Fourth Meeting Record)

时间(Date)：20##年5月18日（2012/05/18）

地点(Site)：W2117

出席人员(Attend personnel)：

* * * * * * * * * * * * *

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议题(Theme)：谈判总结

通过这次模拟谈判我们把书本上的理论知识运用到实战中，达到学以致用的效果，学习收获都颇为丰硕。在准备谈判的阶段，我们收集课本资料，在这收集与整理资料的过程中，又增加了我们对基础业务、谈判准则、谈判方式等许多知识的积累，可谓是受益匪浅。在模拟演练中，学习了很多商务谈判的谈判技巧。比如，开局阶段的策略：要创造良好的气氛，通过寒暄营造一个轻松的环境，分清楚双方的合作诚意，为后一阶段做好准备。讨价还价策略：要根据具体的条件和环境进行讨价还价，如我们在谈判中研发部就与销售部一直就是一个不断讨价还价的过程。其次在让步阶段：通过灵活多边的让步，打破商务谈判的僵局，在第三方的协调下，顺水推舟，促进谈判的成功。最后，我们小组成员一致认为，学习商务谈判这门实战性很强的课程，一定不能只局限与理论知识的学习，更应该把理论的东西与实战相结合，多抓住些实战的机会锻炼自己的谈判能力，从而达到自己的目标，减少经济成本，赢得最大利益，成为一个成功的商务谈判人士。

成员个人总结

(Members Personal Summary)

    此次活动是构筑与团队成员通力合作的基础之上的，因此，加深了相互的理解与共同。这是一个愉快的经历与过程。我们共同面对过迷茫与困境，但是解决问题的美酒让我回味无穷，香气幽静绵长。           ————ZML

During the imitate negotiation, I have learned that team spirit is vital to the final success of negotiation and it organize everything to face the unharmonious factor which will be occurred in the negotiation. We are members of our team, so we have the responsibility to make our team perfect. On this basis, everyone can play their own role well to add bright points to our team.                      ————GZP

通过这次模拟谈判，我深深感受到了团队合作的重要性！从角色的分配到台词剧本的编排，再到表演时的细节调整，这不是一个人、一个头脑所能完成的，而是需要集思广益！国际商务谈判绝不是两个人的谈判，而是两支团队的交锋！                                              ————TK

这次谈判的模拟演练让我明白了，谈判并不是想象的那样容易，需要有充分的准备，以及在谈判中积极应变的能力。这次谈判中践行了课堂上学习的理论，有许多方法是切实可行的。在以后生活中还会适当学习一些谈判技巧，提升自我的谈判能力，在实践中发挥积极作用！           ————HM