招商经理谈判技巧培训精要.ppt

 内 容 Definition and company principles 定义及公司原则 The negotiation phases 谈判阶段 Simulated negotiation 模拟谈判 Experience Sharing, Successful Cases and Questions Answers 经验分享、成功案例和问题解答 Definition and company principles 定义及公司原则 The negotiation phases 谈判阶段 Simulated negotiation 模拟谈判 Experience Sharing, Successful Cases and Questions Answers 经验分享、成功案例和问题解答  Question问题 What is Negotiation 什么是谈判？ 谈判的定义 谈判是由彼此依赖但又没有完全相同的资源的双方来作出一个决策的过程。这是一个双方共同决定每方得到什么和给予什么的关系。 Negotiation is a decision-making process among interdependent parties who do not share identical preference. It is the processthrough which the parties decide what each will give and take ina relationship. it is more difficult to lead by persuasion than defeat by asword” 用说服引导他人比用剑制服他人还要难 4 negotiation criteria  衡量谈判的四个坐标 Focus on relationship 关系 Long term vision Interests 利益 What really care about Resources 资源 Can be allocated Motivation 动机 Ultimate aim F I R M Negotiation Types  谈判的种类 Lose -Lose两败俱伤 Win-Lose / Lose -Win 赢-输/输-赢 Win -Win 双赢 Three criteria of negotiation 衡量谈判的三个标准 结果是明智的——动机Motivation 衡量谈判的第一个标准是明智，也就是说，谈判的结果应该是明智的。因为谈判是谈判双方为了达成某种共识而进行的一种行为.One of the criteria of negotiation is advisable, namely, the purpose is wise. As subscribe the contract or Tariffs Trading negotiation. Three criteria of negotiation 衡量谈判的三个标准 有效率——有效的利用 Resources 衡量谈判的第二个标准是有效。谈判追求的是效率，最好能速战速决，除非万不得已，不要拖延时间 Second, availability, the purpose of negotiation is efficiency, the better way is to quick to start and quick to achieve the target.Don’t waste too much time, more time you spending, more human, material and financial will be spent. Three criteria of negotiation 衡量谈判的三个标准 增进或至少不损害双方的利益—— 利益 Interests 衡量谈判的第三个标准是增进或至少不损害双方的利益，即友善。谈判不是你死我活，不是在损害对方利益的前提下满足自己的私利，而是要增进双方的利益，通过谈判使双方达到双赢。 Third point is to be friendly, to improve at least not to damagethe other party’s interest. On the p