1、Global Corporation vs. Hi-tech Corporation,The negotiation plan for,The subject of negotiation,Global and Hi-tech are negotiating an alliance for the manufacture and sale of welding and paint spraying robots. There are several issues such as the number of models, quantity, price, royalty rate and te
2、chnology sharing still to be resolved.,Our background,Our company, a large, diversified manufacturer of electrical products based in America, had annual sales of $12 billion last year. It is a leading manufacturer of equipment which uses minicomputers to guide machine tools in the manufacture of com
3、plex, precision parts.,We invested $ 300 million during the past three years to improve factory automation products and services. We spend about 2% of sales on product development.,The sellers background,Hi-tech is the leading manufacturer of integrated electrical machinery in Japan. It is a researc
4、h-oriented company run by scientists. It spends 5.9 % of sales on R&D and employs more than 9 000 researchers.,Team members,Chief negotiator:Li suzhen Decision maker:Li qijuan Legal consultant:Liu jing Technical director:Hu qin,Goals,Long-range strategic objective,To become a profitable, innovative,
5、 worldwide, full-service supplier of automation equipment and systems. We want to be a leader in equipping the “factory of the future” by offering more automation products than any other firm.,Short-term strategic objective,To establish a market presence as soon as possible.We plan to learn the busi
6、ness and bridge the four year R & D gap by buying the advanced robots and acquiring the technology of other firms.We also want a license to produce robots using the best available technology.,SWOT analysis-For us,Strengths,1. We have one of the largest industrial sales, distribution and service netw
7、orks in America;2.We have more experience in selling factory automation packages than any other firm in the world;3.Vision for technology.,weakness,1. Technology is relatively backward;2. R & D capability is not strong.,OpportunityThreat,We would be an attractive partner for a number of foreign robo
8、t producers, but Hi-tech, the leader in the field.,Do not adapt to the culture of Japan.,SWOT analysis-For the other party,Strengths,1.strong research capabilities; 2.a variety of different models, different techniques of robots; 3.products of high quality and cost competitive.,weakness,There are 15
9、0 companies making, or selling robots in Japan,so they are facing more and more competition at the domestic market .,OpportunitiesThreat,1.Hi-tech can enter the American market directly at any time; 2.Gain the technology sharing.,Different culture and negotiation style.,Strategies,Opening Strategies
10、 Bargaining Strategies,Take the resonant opening and frank opening, bulid up a kind of harmonious negotiation atmosphere.,1.Watch carefully and understand the other sides thinking; 2.Strike where there is a weakness; 3.Be flexible .,.,At the end,When the other side is not willing to make more conces
11、sions and the negotiation is deadlocked, we may take advantage of reconcile strategies and grasp the scope of final concession or issue an ultimatum.,Negotiation agenda,enter the area; introduce the team members; negotiation in terms of price,quantity ,the number of models,royalty rate and technolog
12、y sharing; conclude the agreement; sign the contract; congratulation.,Time:9th,July Site:In Japan,Emergency plans,When an international business negotiation reaches a stalemate, switching to another topic.if necessary, according to the actual situation on the original plan to be adjusted in the adjournment stage.When the other party deliberately provocative, you should keep calm , dont fall for it.,Thank you!,
