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1、组号组号( (Group) )：8 8格林银行模拟谈判报告书格林银行模拟谈判报告书Green Bank Negotiation Simulation Analysis （校徽）（校徽）学校学校( (The School)：常州大学常州大学(Changzhou(Changzhou University)University)班级班级( (Class) )：* * * * * * * * * * * *小组成员小组成员( (Team members)： * * * * * * * * * * (Team(Team Leader)Leader) * * * * * * * * * * * * * *
2、 * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * *GroupGroup EightEight 模拟商务谈判报告模拟商务谈判报告1目录目录(CONTENTS)(CONTENTS)Chapter1Chapter1谈判细则谈判细则( (Negotiation Rules) 2 2Chapter2Chapter2谈判分析谈判分析( (Negotiation Analysis) 3 3Chapter3Chapter3会议记录会议记录( (Meeting Record) 6 6No.1No.1：任务分组任务分组(
3、 (Grouped Tasks) 6 6No.2No.2：会话设计：会话设计( (Conversation Design) 7 7会话内容会话内容(Conversation Content) 88No.3No.3：谈判演练谈判演练( (Negotiation Exercises)13)13合同条款合同条款(Contract(Contract Terms)14Terms)14No.4No.4：谈判总结谈判总结( (Negotiation Summary)15)15附录附录( (Appendix) )：成员心得成员心得( (Members Experience) 1616GroupGroup Ei
4、ghtEight 模拟商务谈判报告模拟商务谈判报告2谈判具体事宜谈判具体事宜(The(The negotiationnegotiation concreteconcrete matters)matters)时间时间(Date)(Date)：20122012 年年 0404 月月 1212 日日(2012/04/12)(2012/04/12) 地点地点(Site)(Site)：武进校区会议室：武进校区会议室(Wu(Wu JinJin CampusCampus ConferenceConference RoomRoom ) )主题主题(Theme)(Theme)：调节销售与生产部门矛盾，促进良好发
5、展：调节销售与生产部门矛盾，促进良好发展(To(To coordinatecoordinate thethe contradictionscontradictions betweenbetween salessales andand productionproduction department,department, andand promotepromote goodgood development.)development.)背景背景（BackgroundBackground）:To:To improveimprove itsits competitivecompetitive posi
6、tionposition ,Green,Green BankBank hashas beenbeen developingdeveloping somesome newnew products.products. WhileWhile therethere hashas beenbeen a a prolongedprolonged disputedispute betweenbetween VPVP SalesSales R R .Stewart.Stewart andand VPVP ProductProduct DevelopmentDevelopment S S .Powell.Pow
7、ell overover thethe relationshiprelationship ofof productproduct developmentdevelopment toto sales.sales.与会单位及其立场与会单位及其立场(The(The UnitUnit andand itsits position)position)：第一方第一方(The(The FirstFirst Party)Party)：VPVP 销售销售(VP(VP SalesSales) ) 立场立场(Position)(Position)：SalesSales departmentdepartment sa
8、yssays thatthat productproduct specialistsspecialists areare notnot trained,trained, competentcompetent salessales representativerepresentative andand theythey willwill confuseconfuse customers.customers.第二方第二方(The(The SecondSecond Party)Party)：VPVP 产品开发产品开发(VP(VP ProductProduct Development)Developm
9、ent)GroupGroup EightEight 模拟商务谈判报告模拟商务谈判报告3立场立场(Position)(Position)： ProductProduct specialistsspecialists claimclaim thatthat theythey knowknow newnew productsproducts betterbetter thanthan salessales personperson andand theythey wantwant toto callcall onon correspondentcorrespondent banksbanks tot
10、o sellsell thethe newnew productsproducts theythey havehave developed.developed.第三方第三方(The(The ThirdThird Party)Party)：VPVP 企业银行企业银行(VP(VP CorporateCorporate Banking)Banking)立场立场(Position):To(Position):To helphelp resolveresolve thethe dispute.dispute.VPVP SalesSales成员成员(Members):(Members):R. Stewar
11、t (*(* * * *)*)、* * * * * *、* * * * * *、* * * *一、一、 谈判主题谈判主题(Negotiation(Negotiation Theme)Theme)：保证销售立场，在整体的利益下，实现销售利益（保证销售立场，在整体的利益下，实现销售利益（ToTo defenddefend salessales positionposition andand toto achieveachieve salessales interestinterest inin thethe overover allall interestsinterests ）二、二、 我方利益
12、及优劣势分析我方利益及优劣势分析( (Our Interests and the Analysis of The Advantages and Disadvantages) )利益利益(Benefits)(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（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（ToTo ensureensure thatthat ProductionProduction DepartmentDepartment willwill notnot joinjoin inin oror disruptdisrupt salessa
13、les procedureprocedure sellingselling andand toto safeguardsafeguard teamteam employeeemployee benefitsbenefits）优势优势(Advantages)(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; ;了了 解市场的动态，熟悉相关政策。解市场的动态，熟悉相关政策。 （HavingHaving professionalprofessional salessales staffs,staffs,
14、 a a goodgood sensesense ofof teamworkteamwork ,extensive,extensive salessales network,network, closeclose relationshiprelationship withwith clientsclients andand customers.customers. UnderstandingUnderstanding marketmarket dynamicsdynamics andand beingbeing familiarfamiliar withwith thethe relevant
15、relevant policiespolicies）劣势劣势(Disadvantages)(Disadvantages)：信息不流畅信息不流畅, ,对产品的内部了解缺乏，销售模式僵化，反馈不及时对产品的内部了解缺乏，销售模式僵化，反馈不及时. .（inin additionaddition toto rigidrigid salessales model,model, LackingLacking fullfull understandingunderstanding ofof thethe product,product, promptprompt feedbackfeedback andand info
