Orientation2007PPT内训资料.pptVIP

教练须知 每队教练在小组中选出一名通讯员，负责同媒体组的联系事宜，在８．３１日破冰后提交给媒体组。 每队教练在每日的２１点，安排提交媒体组感言、照片。感言没有具体的要求，照片小组内至少２０张，要包含几乎所有的项目活动。 每天提交的照片中要至少包含小组的集体照片一张。 教练安排自备相机一台，活动期间一定要自行安排好充电、拍摄、提交等事项 自我介绍 建立一个良好的氛围 充分交流 尽力理解谈判对手的意图 让你的对手理解你的利益诉求 最重要的阶段 找寻双方真正的共同点和不同点 基于WIN-WIN的理念 为创造价值而寻找更好的方案 有许多妥协的技巧 起草备忘录 双方签署 平等地位 被动地位 主动地位 要注意用词 技巧性 灵活性 要尽量避免负面用词 需求 选择 时间 关系 投资 信用 知识 技巧 诚信至上 不用耍太多花招 友好并尊重 不要惹恼你的对手 和你的对手建立良好的关系 忽略对方的需求 我方经济利益优先 太关注自己的观点 太拘泥于细节 不能在谈判中修正自己的立场 代理人 协调人 仲裁者 为何谈判会破裂? 一个方法是继续劝说谈判对手接受 另一个方法是采用相机合同的形式 基于不同点和偶然性及不可预见性 例如:如果A发生,则a 如果B发生,则b …… 完全符合双方面的考虑 规避了争吵 降低了信息不对称 杜绝毁约的情况发生 降低了风险 What are your objectives?Defining your objectives provides two important benefits. First, you will be more efficient, because you have a clear reason for doing so. Second, you will be more effective, because formulating your objective precisely will help you communicate more clearly. What is your credibility?Another aspect of communicator strategy involves analyzing your audience’s perception of you. In other words, consider your own credibility: their belief, confidence, and faith in you. Their perception of you has a tremendous impact on how you should communicate with them.Five factors affect your credibility: rank, goodwill,expertise, image and common ground. What communication style do you choose? coaches please turn to the next slide Instead of trying to find one “right” style, use the appropriate style at the appropriate time and avoid using the same style all of the time. In tell/sell situations:You have sufficient informationYou do not need to hear others’ opinions, ideas, or inputsYou need to or want to control the message content yourself In consult/join situationsYou do not have sufficient informationYou do need to hear others’ opinions, ideas, or inputsYou need to or want to involve your audience, coming up with message content together 1.Who are they?If you are writing or speaking to more than one person, gear your message toward the person or p