41谈判技巧探究.ppt

* * * * Negotiation is compromise : --. Avoid using that when you are not looking for compromise, sometimes people missed breakthrough result by trying to get compromised too early . -- Also where there is a need to get compromise within the basic principle otherwise compromise becomes a substitution of failure. -- Not everything is negotiable, remember there are something is principle which can not be negotiated. * Negotiation is a method for reaching agreement with both cooperative and competitive element . Method : means that there are a series of steps and rules you must take in order during the process Cooperative element : Means that there must be a mutual desire from both side to reach a mutually acceptable agreement . Without that you will not negotiate , this also means that something are not negotiable . Competitive element : Means that there must be different ideas for both side that reach their own benefit . Without competitive element cooperative you need not to negotiate. * There are three conditions for negotiation. Without one of them, There is no negotiation . 1. There must be a conflict ! Such as pricing issue . 2. There must be some ambiguity about the right solution. if the solution is clear . No negotiation. Such as reporting timing . 3. There are must be a opportunity to compromise. Such as a customer capital . * * * * * * * * * 谈判策略与技巧 为什么要了解“谈判技巧” 公司要求全分销所有规格，但卖场就是不建档 洗发水的货架都快被挤的没有了，要想办法解决 超市向我要货架费，我没有钱给 批发客户想让我提供非常低以至于赔钱的价格 超市打价格战，最后都找我算帐，我要做好价格协调 想建立一个品客堆头，超市不给空间 想建立一个玉兰油专柜，卖场不配合工作 超市欠了很多帐都不结算，让我资金非常紧张 分销 助销 价格 货架 更多 为什么要了解“谈判技巧” 自己 对方 强迫 主导 商量 参与 被迫 被迫 参与 商量 主导 强迫 为什么要了解“谈判技巧” ？ ！ 强迫对方接受 被迫接受 双方商量 双方谈判 放弃 为什么要了解“谈判技巧” 自己 对方 强迫 主导 商量 参与 被迫 谈判空间 被迫 参与 商量 主导 强迫 谈判空间 谈判空间巨大 如何能够在谈判中获得优势 内容 谈判的实质 谈判的条件 谈判策略与战术 谈判计划 谈判小技巧 谈判的实质 通过谈判所得到的 不是你应当得到的， 更不是你想得到的， 而是通过妥协所留下的。 谈判的实质 妥协 谈判