第0页共39页编号：时间：2021年x月x日书山有路勤为径，学海无涯苦作舟页码：第0页共39页关于购置格力空调“双级压缩机”空调供暖系统谈判策划书指导老师：张眉组员：农经102沈晓鑫农经103杨华涌国贸103郑佳楠农经103赵泽彤第1页共39页第0页共39页编号：时间：2021年x月x日书山有路勤为径，学海无涯苦作舟页码：第1页共39页目录一、谈判主题..................................................................................................................................3二、双方企业背景..........................................................................................................................3三、谈判团队人员组成：..............................................................................................................4四、双方利益及优劣势分析...........................................................................................................41．我方核心利益....................................................................................................................42．对方核心利益....................................................................................................................53．我方优势............................................................................................................................5五、谈判目标、底线以及目标可行性分析...................................................................................6六、谈判议题的确定......................................................................................................................8七、程序及具体策略......................................................................................................................9（一）开局..............................................................................................................................9（二）中期..............................................................................................................................91．双方报价....................................................................................................................92．磋商阶段..................................................................................................................103．我方磋商的基本原则...............................................................................................104．针对对方提出的让价进行磋商...............................................................................115．辅助性条款商榷阶段...............................................................................................116．休局阶段...................................................................................................................11（三）最后谈判阶段.............................................................................................................11八、应急预案................................................................................................................................12九、相关法律资料........................................................................................................................12十、附件........................................................................................................................................13附件一：团队简介...................................................................................................................
