第3章商务沟通与谈判技巧(上课).pptVIP

Business Negotiation Tactics;Contents; The opening of business negotiations often has to undergo the following three steps: ;;2.What to Talk about at the Opening;;(1);5.The Choice of Opening Tactics;;Bargain Skills;Find Some Faults;Robles: How may colors do this type of fridge have? Salesman: There are 32 kinds of color, Sir! Robles: May I see the sample? Salesman: Of course! (Take the sample immediately.) Robles(Looks at the sample and asks): How many kinds of color are sold in your shop? Salesman: We have 22 kinds. Which is your style? Robles( Pointing at the sample whose color has sold out): This color does match the wall of my kitchen. Salesman: I’m sorry, this color is sold out. ;A Small Case;A Small Case;Behavior language skills;1.Behavior language skills;;UP;;;An example of humorous language: Once Churchill’s colleague William, a conservative member of parliament, was delivering a speech while he saw Churchill couldn’t stop shaking his head.So he said :”I want to remind the respectable members of the fact that I’m just expressing my opinions.” Then Churchill replied:” I also want to remind the speaker that I was just shaking my head.”;Lenovo acquisition of IBM;The content of the negotiation The two sides of strength The two sides of the negotiating style Negotiations skills The outcome of the negotiation Comments on the negotiation; General issues -- Lenovo acquired IBM’s： all Notebook business all the desktop PC business related business in Japan (Japan) and Raleigh (North Carolina) R D center;Specific issues -- Lenovos purchase of: IBM personal computer business prices The transfer of IBM PC patents (intellectual property) IBM’s permissions of this brand;IBM side -- Advantage analysis: brand with great value a huge technological advantage and advantage of research and development company’s great scale, high global market share thinkpads product line is the most extensive in the world the perfect global distribution channels and customer groups