Robustnegotiationswithwal-mart郁岑瓴姚偉康ThetwosidesABThetwosidesbackgroundA.Robustbeveragecompanyisadomesticregionalfamousbeveragecompany,passedISO9001certification,thecompanyinthebeveragemarketespeciallypurewaterbeverageoccupiesacertainmarketshare.B.Wal-martsupermarketchain,isafamousmultinationallargechainsupermarket,wal-mart,adheretothequalitycontrol,supplyarigorousscreeningsystem,insistonqualityatthesametime,thesupermarketbrandmakesthemarketingpolicy,therefore,inthesupermarketbrandisvarious,isverypopularwithconsumers.NegotiationsthemeRobustnewbrandsportsdrinkintothewal-martsalesNegotiationObjectivesWal-martwillslottingfeesasfaraspossiblecontrolwithin30000yuanPuttherobustproductsinconspicuouspositionRequestsupermarketinchargeisintheseasonforpaymentintheformofcuttingRequiredeliverypricebetween2.8to3.0yuanForrobustgivesahighentryfeeassoonaspossibleRobustproductsshouldbeaccordingtothesupermarketgoodsputtoputAsfaraspossibleone-timechargeslottingfeesRequiredeliverypriceaslowaspossibleRobustwal-mart

Requirementsgiventherobustapproachfeenotlessthan40000yuanTherobustproductsinaconspicuouspositionInchargeforcuttingcanbeintheformofmonthlypaymentSupplypriceisbetween2.5to2.6yuanThebottomlinegoalWal-martwillslottingfeesasfaraspossiblecontrolwithin50000yuanRepeattherobustproductsinconspicuouspositionRequestsupermarketinchargeisinthemonthlypaymentintheformofcuttingRequiredeliverypricebetween2.4to2.6yuanThetwosidescoreinterestsRobustAsfaraspossibleatthelowestentryfeeintothewal-martsupermarket;Onthebasisoftheguaranteesuccessin,asfaraspossibleputinproductsupply,andwillbeaskedtopayforslottingfeesformeachotherconcessions,soastoachievemaximumbenefit.wal-martAsfaraspossiblethehighestincharge,atthesametimeputinproductsupply,andpaytheentryfeeformonissuessuchastoavoidtomakeconcessionsRobustdisadvantageadvantageHasjustlaunchedanewbrand,popularityisnothigh,consumeracceptanceisnothigh;Robustthanthefirstgroupofbeveragecompany,inthedomesticleadingpositioninthesecondgroup;EarlyhavearobustcompanyproducthasbeenqualityofindustryandCommerceDepartmentreported,themainproblemisprintingandpackagingproblemratherthanthequalityoftheproducts,buthasbeenexposed.Registeredproduction,qualityassurancecapacity,brandfullofsportsandfashionfeeling;Acompletesetofmarketingmechanism,andmakecertainbeforenegotiationsregionalplanningofadvertisingandpromotionalactivities;Consumermarketspecificgoals,foryoungmenandwomenfashiongroup;Earlyproductsofthecompany'smarketingchannelestablishedpreliminarysalesnetwork;Thehealthconceptofsportsdrinksbecamepopular.Wal-martadvantageBranchesnumerous,revenuescaleisbig,branch,thegeographicalpositionissuperior,Hightrafficandhighpublicacceptance.Haveauniquefeatureofmarketing.disadvantageSlottingfeesthanotherstorebranddemanding,nottooffendthefirstgroupbeveragecompanybigbrands,butprofitsfromthemisverylow,isconditionedbytheminmanyways.Needsomesupplierscanprovidecashentrancefee.In-storebeveragebrandisnumerous,thebalanceofthesportsdrinkalonehasten,thefirst-linebranditisdifficulttohighlightonthepremises.(1)Opening1Opentypeopeninggambit2Attacktypeopeninggambit3Carefultypeopeninggambit(2)TheintermediatestageRespondstrategyBlushwhitefacestrategyThroughastrategyGrasptheconcessionstrategyHighlighttheadvantagestrategy(3)HughbureauphaseReasonableuseapause,acertainsenseofhumor,cannarrowthepersonnelrelationship,thistimecannolongerdiscusstopicsofsharp,lettheothersidetorelax,tocommand,andintheexchangeofunnaturalasfaraspossibletogetfavourableinformation,calmagainthispaperanalyzesthereasonsofthedeadlock,formulatesomeconstructivesolutions.(4)ThelaststageofnegotiationsThemasterandinsistonyourbottomline,timelyusecompromisetoreconcilestrategies,strictlygraspthelastconcessionsrange,attheappropriatetimerequestintheend.Buriedanopportunitytoformintegrationnegotiationsinthenegotiations,toestablishalong-termcooperationrelationshipwitheachotherToreachanagreement,clearthefinalnegotiationsasaresult,anddeterminetheformalcontract.(5)PreparingtonegotiateContracts,backgroundinformationandotherdetailedinformation,technicalinformation,financialinformation,etcRelatedlegalinformation:《thelawofthePeople'sRepublicofChinacontractlaw》《internationallaw》,《theconventionontheinternationalsaleofgoodscontract》,《theeconomiccontractlaw》（6）NegotiationprocessBothsidesenterthearenaintroducethemeetingarrangementFormallyenternegotiationsToreachanagreementSblem：Oneposecommanding,donottaketheattitudeofcooperationandenterthedeadlock.solution：Theotherpartyshouldshowenoughsinceritycooperation,andtheinterestsofthepartnershiptobringeachotheronebyone,andxiaozhiDaniel,blem：Apartytograbaminorproblemsolution:Avoidunnecessaryexplanation,canchangethesubject,may,whennecessary,