商务谈判黄金法则第1条.pptVIP

Golden Rule One: Information is Power-So Get It Made by: 李培培 罗婕 曾俊香 Contents Lead in Get information to set your goals Practical tips and tactics for goal setting Develop an information bargaining strategy Reevaluate your goals Why we get information to set goal? The first thing in any negotiation is gather sufficient information to set goals. Figure out exactly what you want, define your objectives. Set your goals and take the time to do it at the start. However, what kind of goal should you set? Sometimes your goals are clear but sometimes not, why? 盛田昭夫?Morita Akio 26 January 1921 – 3 October 1999 Co-founder of?Sony Set and prioritize your long term strategic and short term tactical goals. Determine and prioritize your counterpart’s goals. Evaluate the power of the relationship. Three strategic framework: Set and prioritize your long term strategic and short term tactical goals Distinguish between strategic and tactical goals. Strategies-long term goals Tactics-immediate, detailed maneuvers To summarize: It will help you determine at the beginning what success will look like at the end. Determine and Prioritize Your Counterpart’s Goals Your ability to achieve your goals often depends on whether the other side also can achieve its goals. ($20-Bill Auction) To summarize: Get into your counterpart’s mind and ascertain his or her goals. What does he want? What strategies and tactics he uses to accomplish goals. Know thyself and the counterpart. Evaluate the Power of the Relationship “Relationship goal” impact the entire strategy. (The sale of the sun) A big key to his success: a clear goal to develop and strengthen his long term relationship with business and other community leaders. Practical Tips and Tactics for Goal-Setting Brainstorm to set your goals. Brainstorm generates innovative options and insights about your goals. Brainstorm helps you focus on the short and long term. Working collaboratively to set goals helps create more