Catalogue

Ⅰ、NegotiationTheme

Ⅱ、Negotiation

Team

Ⅲ、

PreliminaryInvestigation

⒈IndustryBackground

⒉Our

BusinessBackground

⒊Other

BusinessBackground

Ⅳ、DeepAnalysis

⒈Benefitsthetwopartieswanttogetandtheanalysisofadvantagesanddisadvantagesthroughthenegotiation

⒉Negotiatingissuesidentified

Ⅴ、Negotiation

Objectives

Ⅵ、NegotiationProcess

Ⅶ、NegotiationStrategy

⒈Thestartofnegotiation

⒉Theanalysisofstrategiesusedinthemid-termnegotiation

⒊Thefinalsprintstage

Ⅷ、

EmergencyPlan

NegotiationmatterswiththeBritishLiptononteawholesale

Ⅰ、NegotiationTheme

Thenegotiatingcooperationaroundthecentralthemeofteaprocurementwillbelaunchedbytheexchangeoffeelingstoachievepeacenegotiationsandshowoursincerity.Wehopethatbothsidescanreachawin-winsituationoverthenegotiationsthroughtheexchange,andachievethelong-termcooperationinthefuture.

Ⅱ、Negotiation

Team

Ourcompany:

Chiefnegotiator:YangMiaomiao(responsibleforthenegotiationmattersonteawholesale)

Auxiliarynegotiator:ChenCong(negotiationassistant)

BritishLipton:

Chiefnegotiator:HeYanjiiao(marketingdirector)

Auxiliarynegotiator:LiuXiaofei(FinancialOfficer)

Ⅲ、

PreliminaryInvestigation

⒈IndustryBackground

Domesticbackgroundofteamarket:Atpresent,China'steaproduction,domesticsales,teaexportsareatbestlevelinhistory,mainlyduetothefinancialsupportfromlocalgovernment,thedeepeningreformofteaenterprise,thenewcapitalandthenewtechnologywidelyusedinteaproduction,aswellasthedevelopmentofnewteaproducts,whichhaveinjectednewvitalityintoteaindustryinChina.

Britishbackgroundofteamarket:Nowadays,UKisthelargestteaimporteraroundtheworld.Britonsareworld-renownedasthepersonwhoenjoydrinkingteawiththeconsumptionof160millioncupsofteaperday.Theteatheyimportfromothercountriesaremostofbulktea,whichismadethroughblending,packaging(smallpackages)orprocessedintoateabagafterenteringintothemarket.Britonspaymoreattentiononthehighqualityoftea.Tea-drinkingisdeeplyrootedintheBritishteacultureandusuallyinhigh-endconsumer-orientedwithagreatvarietyoftea,whichcouldbedividedintoCeylontea,EarlGrey,Englishbreakfasttea,Irishbreakfastteaandorganictea.Inrecentyears,duetothestronggrowthofteatradeongreentea,Darjeelingtea,fruittea,herbalteaandsomeothernewvarietiesoftea,overallsalesintheUKteamarketdecreasedslowly.Atthispoint,inordertomaintainmarketshare,theoriginalmerchantsmustintroducenewvarietiesandseizenewopportunitiestodevelopteamarkets.

Analysis:

Itcanbeseenfromthefigurethat,

from2007

Januaryto

2010

November,

thenumberofChina's

enterprisesof

refined

teaprocessingindustryhasincreased,

but

in2011thenumberofChina's

refined

teaenterpriseshassignificantly

decreased,whichrelativelyreducedthecompetitionwithourcompany.

So

ourcompany

hastheabilityto

maintaingoodperformance

inproduction

andtrade.

Question2:mattersabouttheproductpackaging

Analysis:

Theancientpeople

liketouse

tinto

purifywater

tomakethetastemore

sweet.Tinisnon-toxicandharmlesstothe

humanbodies.

Thetea

pot

madeoftin

hasthebetterfunctiononfresh-keepingbecausethebodyoftank

isquitethick.Intheprocessingof

packagingtechnology,

general

tank

canadopt

inclosedeoxidizerpackaging

method,

toremovethe

oxygeninsidethe

package.

Sealedcans

use

pneumatic,

vacuumpackaging.

Thisnegotiation

is

notonlythegenerali