Negotiation procedure of business negotiation scheme

The basic procedures to be followed mainly include five steps: 1. Forming a negotiation team; Second, formulate negotiation documents; Third, determine the list of suppliers invited to participate in the negotiations; Fourth, negotiation; Fifth, determine the supplier of the transaction. In the preparatory stage, we should pay attention to the following work: First, do a comprehensive analysis of procurement projects from the aspects of capital, technology, production and market, including budget, demand, production, market and risk analysis. Second, according to the comprehensive analysis, make the final project procurement plan and determine the project procurement list. Three, according to the project analysis and procurement project list, prepare competitive negotiation invitation. The fourth is to produce competitive negotiation documents. The fifth is to invite suppliers to participate in the negotiations. The sixth is to pre-qualify the suppliers participating in the negotiations. Seventh, according to the qualification examination, determine the list of suppliers participating in the negotiations and sell competitive negotiation documents to them. Eight is to set up a negotiating team composed of technical experts, procurement units and representatives from relevant parties. Nine is to determine the staff according to the needs of the negotiation work. Ten is to invite supervisory organs, notary organs and other relevant departments to supervise the negotiation process.

In the preparatory stage of the negotiations, we should pay attention to the following issues:

Compared with public bidding procurement, competitive negotiation is subjective, the bid evaluation process is difficult to control, and it is easy to lead to unfair trade and even corruption. Therefore, it is necessary to strictly limit the applicable conditions of this procurement method and strictly control the negotiation process.

In the negotiating team, the list of experts is determined by random selection. Before the negotiation, the list of negotiating teams shall be kept strictly confidential.

The composition of the negotiating team should be determined according to the characteristics of the procurement project and the overall situation of the experts, and pay attention to the reasonable professional structure, equivalent knowledge level and comprehensive quality.

After the negotiation documents are produced, the opinions of the purchasing unit shall be solicited in the form of official letter or countersignature of the documents, and the formal production shall be completed after being verified and confirmed by the purchasing unit.

If the management organization has provisions for filing the negotiation documents, it shall also send the negotiation documents to the management organization for filing.

The pre-qualification of suppliers mainly includes two aspects: basic qualification and professional qualification, and the examination standards are mainly in accordance with the standards stipulated in the negotiation documents. In the negotiation stage, the main tasks to be done are as follows: First, after the deadline for submitting quotation documents, a public quotation ceremony will be held at the specified time and place to publicly quote the quotation sheet in the quotation documents submitted by suppliers. Second, after the public quotation, the negotiating team should review the quotation documents submitted by each negotiator to determine the validity of the qualifications of the negotiators. After the review, it is necessary to determine the list of suppliers entering the negotiation stage. Third, the negotiating team negotiates with the negotiators on the technical scheme. After the technical negotiation, it is necessary to determine the list of suppliers who will enter the next round of negotiation, that is, business negotiation. Fourth, the negotiating team will negotiate with each negotiator on the business plan separately. After the business negotiation, it is necessary to determine the list of suppliers who enter the final commitment quotation. Fifth, organize all negotiators who meet the requirements of technical and commercial schemes to make final commitment quotation. After the final commitment quotation is completed, the negotiating team shall conduct a comprehensive review of the final commitment quotation. Sixth, the negotiating team makes a comprehensive evaluation and judgment on the final promised quotation, and after summarizing the comprehensive evaluation results, it finally issues the final negotiation results and recommends the pre-traders. Seventh, according to the negotiation result report issued by the negotiation team and the opinions on determining the transaction, the centralized procurement institution comprehensively reviews the relevant information, determines the final transaction unit, and issues a notice of the transaction result to the parties to the transaction. Eighth, organize the supply and demand sides to sign purchase contracts.

In the negotiation stage, we should pay attention to the following issues:

In the whole negotiation process, except for public quotation, it should be conducted in a completely closed negotiation room. All members of the negotiating team should be isolated from the outside world before the negotiation is completely completed. During the negotiation, members of the negotiating team shall not contact the purchasing unit or supplier alone, and shall not visit or inspect the purchasing unit or supplier without consent; The negotiating team should work independently without external interference; The negotiating team should implement the collective responsibility system. When members of the negotiating team have different opinions on certain matters or decisions, they can adopt the way that the minority is subordinate to the majority, or they can adopt democratic centralism, and the leader of the negotiating team will concentrate the opinions of most members to decide the relevant matters.

In the process of negotiation, we should master negotiation skills and discretion; In the negotiation team, members should have a clear division of labor. In the process of negotiation, we should pay attention to the arrangement of seats, the coordination of roles, and the mastery of negotiation skills, negotiation process and the overall rhythm of negotiation.

Specific problems should be analyzed in detail. During the whole negotiation process, several rounds of technical negotiation and business negotiation can be conducted, and the specific number is determined by the negotiation team according to the specific situation. Technical negotiations and business negotiations can also be merged into one stage and carried out simultaneously. But no matter which way, we must ensure that every supplier involved in the negotiation can get the same number of negotiation opportunities.

Attention should be paid to the validity of negotiators' qualifications, that is, the negotiators' representatives participating in the negotiations must be their legal representatives or authorized clients of legal persons. Where a legal person authorizes a client to participate in the negotiation, a power of attorney of the legal person must be issued to the negotiating team.

Attention should be paid to the accuracy of applicable laws and regulations, and the whole negotiation process should be carried out in strict accordance with the provisions of laws and regulations. We should not only abide by the specific provisions of the Government Procurement Law on competitive negotiation, but also pay attention to other provisions of this Law and other relevant laws and regulations. Don't do things that are not expressly stipulated by law. If there are explicit provisions in the law, the subject, entity and procedure should be legal.

To determine the supplier of the transaction, we need to pay attention to three conditions, namely, meeting the purchasing demand, equal quality and service, and lowest quotation. These three conditions must be met at the same time, and none of them can be ignored. At the same time, in the whole negotiation process, attention should be paid to the integrity of the procurement documents. Every stage of all procurement processes (including preparation stage and negotiation stage) should have detailed written records, and all kinds of attachments, personal signature procedures and unit seals must be complete. In addition, as centralized procurement institutions often conduct competitive negotiations, they can formulate negotiation documents, invitations and documents, forms, reports and related procedures, work disciplines, precautions, etc. It is used to convert into common standard format or document template at various stages to reduce workload and improve work efficiency.