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1、abcSince1949AIRBREEZEINDUSTRIALCO.LTDAirBreezeIndustrialCo.,Ltd.No.44,TongxingWestRoadDongshengTown,ZhongshanGuangdong,ChinaTel:(86)(86)0760-2229575Fax:(86)(86)0760-2229567Email：abc@ceilingfan.ccNegotiationplanoftheVictoriaCA05-ABCeilingFansSellingProjectwithCostcoWholesaleSub
2、mittedbyVincentDATE:May7,2014ContentsChapter1:Projectprofile3Chapter2:Introductionofbothparties3Chapter3:NegotiatingMembers5Chapter4:TargetofNegotiation5Chapter5:Negotiationitems65.1Price65.1.1Thepriceoftheproductandsimilarones75.1.2Theacceptablepriceforbothsides85.2Riskassess
3、mentandsolutions135.2.1Themarketchanges135.2.2Thechangesindesign,model,quantity,155.2.3Theincreasingrawmaterialcostandlaborcost165.2.4Thelifecycleofthetargetproduct185.3Payment18Chapter6:Negotiatingstrategiesandtactics20Chapter7:Emergencyplan211Projectprofile1.BytheChinesemini
4、stryofcommerce,ourcompanyhasknewaboutthattheUnitedStatesCostcoWholesaleCorporationco.LTD.planedtoseekafixedsupplymanufacturersinguangdongprovincewhoseannualoutputmayreach8millionunitsofVictoriaCA05-ABpatternofluxuryceilinglamp.2・Thedurationofthecontactistemporarilyfixedatfivey
5、ears.Thesupplyofmaterialcanbequarterlyfor2millionunits.TheseasonalgoodsmustarriveintheU.S.westAucklandcoastportfor90daysinadvance・Exportquotation:FOB$60portofhuangpu.Minimumorderquantityforquarterly1million.Totalmorethan1millionorders,thecommissiononsalescanbeachieved1.0%.Tota
6、l2millionsetsofeachorder,Thediscountcanreach1.5%・3・Wewillnegotiatethisbusinessduringthefollowingweekinordertomakeawin-winsituationandbuildalong-termandfriendlytraderelationship・1BriefIntroductionoftheTwoParties1.1.CostcoWholesaleCorporationFoundedin1976inSanDiego,Costcoisamemb
7、ershipwarehouseclub,headquarteredinIssaquah,Washington,UnitedStates.Providingover71.2millionmemberswithhighqualityproductsatsubstantiallylowerpricesisourcompany'smission.Costco'swarehousespresentoneofthelargestandmostexclusiveproductcategoryselectionstobefoundunderasingleroof.
8、Categoriesincludegroceries,candy,appliances,televisionandmedi
