谈判技巧培训ppt课件（英文）.ppt

Negotiation Skill Workshop TES AGENDA QUESTION: WHAT IS NEGOTIATION AGENDA Summary AGENDA KEY MILESTONES IN THE NEGOTIATION PROCESS MILESTONE 1 – UNDERSTAND OBJECTIVES MILESTONE 2 – DEVELOP NEGOTIATION SCENARIOS NEGOTIATION SCENARIOS BEST ALTERNATIVE TO NEGOTIATION AGREEMENT (BATNA) ADDITIVE UTILITY MODELS (AUM) EXERCISE 1: THE USD 10 AUCTION ESCALATION ANALYSIS CAN AVOID DISASTERS UNDERSTANDING THE LEVERS DEVELOPMENT OF COST MODEL MILESTONE 3 – THINK LIKE A SUPPLIER MILESTONE 4 – BUILD THE TEAM NEGOTIATION TEAM COMPOSITION UNDERSTAND OPPONENT BACKGROUND AND AGENDA MILESTONE 5 – DEVELOP A LEADER SELECTION OF NEGOTIATION TYPE Be aware of human bias - look for integrative solutions Actively apply integrative bargaining strategies Exchange information; Fractionate issues; Make tradeoffs; Propose multiple offers simultaneously; Use post settlement settlements. Co-operate in order to expand the pie of  available resources - compete on how to  divide the pie Try and maximize their own position, not  the difference between their own and the  other players score. BREAKOUT 1: NEGOTIATION LEVERS NEED TO BE CLEAR STATED BEFORE IT START BREAKOUT 2: UNDERSTAND BOTTOM-LINE AND THINGS TO EXCHANGE BREAKOUT 3: ROLE DEFINITION IS THE LAST BUT NOT LEAST IMPORTANT STEP WE NEED TO GO THROUGH OUR SUBSTANCE: THE AGENDA, THE ISSUES (POSITIONS…), THE OPTIONS, AND THE AGREEMENT(S) REACHED AT THE END NEGOTIATION PREPARATION KEY MILESTONES IN THE NEGOTIATION PROCESS MILESTONE 6 – EMPLOY TACTICS SUCCESSFUL NEGOTIATIONS HINTS FOR ACTIVE LISTENING ELEMENTS OF ACTIVE LISTENING ASKING QUESTIONS OPEN QUESTIONS CLOSED QUESTIONS MILESTONE 7 – AVOID PITFALLS FIVE METHODS TO DEAL WITH OBJECTIONS DEALING WITH NEGATIVE NEGOTIATION TACTICS (1/3) DEALING WITH NEGATIVE NEGOTIATION TACTICS (2/3) DEALING WITH NEGATIVE NEGOTIATION TACTICS (2/3) NEGOTIATION GOAL 8 – REFINE STRATEGY RFQ ANALYSIS - SUPPLIER 2 FINAL NEGOTIATIONS WITH SUPPLIER 2 INTERACTION TRACKING TOOL DURING NEGOTIATIONS KEY