国际商务谈判模拟实训 Global Corporation vs Hi-tech Corporation 6 (Part A).ppt

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1、GlobalCorporationvs.Hi-techCorporationThenegotiationplanforThesubjectofnegotiationGlobalandHi-techarenegotiatinganallianceforthemanufactureandsaleofweldingandpaintsprayingrobots.Thereareseveralissuessuchasthenumberofmodels,quantity,price,royaltyrateandtechnolog

2、ysharingstilltoberesolved.OurbackgroundOurcompany,alarge,diversifiedmanufacturerofelectricalproductsbasedinAmerica,hadannualsalesof$12billionlastyear.Itisaleadingmanufacturerofequipmentwhichusesminicomputerstoguidemachinetoolsinthemanufactureofcomplex,precisionpa

3、rts.Weinvested$300millionduringthepastthreeyearstoimprovefactoryautomationproductsandservices.Wespendabout2%ofsalesonproductdevelopment.Theseller'sbackgroundHi-techistheleadingmanufacturerofintegratedelectricalmachineryinJapan.Itisaresearch-orientedcompanyrunbysc

4、ientists.Itspends5.9%ofsalesonR&Dandemploysmorethan9000researchers.TeammembersChiefnegotiator:LisuzhenDecisionmaker:LiqijuanLegalconsultant:LiujingTechnicaldirector:HuqinGoalsLong-rangestrategicobjectiveTobecomeaprofitable,innovative,worldwide,full-servicesupplie

5、rofautomationequipmentandsystems.Wewanttobealeaderinequippingthe“factoryofthefuture”byofferingmoreautomationproductsthananyotherfirm.Short-termstrategicobjectiveToestablishamarketpresenceassoonaspossible.WeplantolearnthebusinessandbridgethefouryearR&Dgapbybuyingt

6、headvancedrobotsandacquiringthetechnologyofotherfirms.Wealsowantalicensetoproducerobotsusingthebestavailabletechnology.SWOTanalysis--ForusStrengths1.Wehaveoneofthelargestindustrialsales,distributionandservicenetworksinAmerica;2.Wehavemoreexperienceinsellingfactor

7、yautomationpackagesthananyotherfirmintheworld;3.Visionfortechnology.weakness1.Technologyisrelativelybackward;2.R&Dcapabilityisnotstrong.OpportunityThreatWewouldbeanattractivepartnerforanumberofforeignrobotproducers,butHi-tech,theleaderinthefield.Donotadapttothecu

8、ltureofJapan.SWOTanalysis--FortheotherpartyStrengths1.strongresearchcapabilities;2.avarietyofdifferentmodels,differenttechniquesofrobots;3.productsofhighqualit