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1、Negotiation Plan for hotel selling小组成员： 日期：2011 年 5 月 24 日I.Themes: to have a negotiation with the manager of the hotel, hoping to buy the hotel at a reasonable price.II. BackgroundEmutral Hostel was in an industrial city and close to transportation center, so it was far away from the purpose which
2、to provid services for the young study. Faced this kind of situation, on the one hand they wanted to move to a quiet community to provide better services, on the other hand they had problems in finance. After that, our team represented a building contractor wanted to buy the hotel for the purpose of
3、 an office building in the central suitable area of the city. At last, the manager obtained approval of their board in the case of the buyer should offer a reasonable price. So the buyer and seller started the negotiation. III. Members:Chief negotiator: Assistant negotiators: Decision Makers: IV.Ana
4、lysis of the advantages and disadvantages between two parties. 1. Our core interest: in order to look for a suitable location for an office building in the central of the city, we should have a well negotiation with opposite side for the purpose to buy the hotel at a reasonable price.2. Opposite sid
5、es interest: make effort to move to a new appropriate place3. Our advantages: 3.1 our companys financial and credit condition is well and with high credit;3.2 there is lack of money for the hotel to move away;3.3 the hotel was not so much worth4. our disadvantages:4.1the hotel had no intention of se
6、lling it publicly;4.2there are two other companies interested in the place;5. opposite sides advantages:5.1 Emutral Hostel was in an industrial city and close to transportation center.5.2 We are very interested in buying the hotel.6. opposite sides disadvantages:6.1 The hotel is worth only $125 000,
7、 which is far from they expect;6.2 Their moving was basically impossible financially, so they really need money. V. Goals of negotiation:1. the goal:$200，0002. Bottom line:$300,000.Prepare for the negotiation materialThe interrelated law materialContract Law of the Peoples Republic of ChinaContract
8、Law of InternationalConvention on Contracts for the International Sale of GoodsEconomical Law of ContractVII. Negotiation strategies1. We estimated that Emutrals selling price might be between $ 250，000 and $ 450，000. As the hotel is worth only $125，000 we estimated that their first offer will less
9、then $300，000. Our counter offer is $200，000. Taking the potential value of the hotel into account, we can make a concession.2. If the competitors come into being, the price might rise but the bottom line is $300,000.VIII. Emergency plan1.counterpart want to sell the hotel, but do not accept the pri
10、ce of $230 000.coping strategy: emphasize their disadvantage, and increase the price $250 000.2.they claim that the price is not enough for them to move the hotel to other place.coping strategy: we can offer help for them to move to another place and that will save a lot of money for them.3.they cla
11、im that there are other companies want to buy their hotel, and they want to increase the price. coping strategy: we can make a proper concession, but the price can not higher than $300 000.VIIII. Process and detailed strategy:1. Opening:Strategy one: using the strategy of emotional communication for
12、 starting.To reach the emotional resonance through the two sides discuss cooperation, also to make another side into a more harmonious atmosphere during the negotiation.Strategy two: taking the offensive strategy.To establish comfortable negotiation atmosphere, and indicate the fact firmly that the
13、hotel is near the industrial zone, its far away from their initial purpose. To create the psychological advantage, in this case we may in the initiative position.The strategy for the bottom line price which other side asked.First we can list general price of such hotel on the market this year, follo
14、wing that point the financial loss in the near future if they still consist their original proposal, also let the other side know how much the other company should gave in the market if having the cooperation with them.2 .The medium period:Strategy one: adopting the carrot and stick strategyTo have
15、two negotiations, one plays the role of red face person; another does the white face person which to achieve the agreement. Also make the topic concentrates on the long-term interests of both sides, control the process of negotiation in order to have a better position.Strategy 2WaitWait and enjoy th
16、e other side requested.Strategy 3Grasp the principle of compromiseClear our core interests and make the strategy of retreat and step back 1 step and forward 2 steps. Make full use of our advantages and make some available compromise to gain the greater benefits.Strategy 4To break the deadlockBack to the key problems of the negotiation, make them clear again and be calm to face them.Give the counterpart an ultimatum.Rational use of pause. Firstly analysis the reason of deadlock and th
