商务谈判与沟通技巧(-章精要) 字 投稿：朱镅镆.doc

商务谈判与沟通技巧(1-5章精要) 28390字 投稿：朱镅镆 Summary of Teaching Arrangement Summary of Teaching Arrangement Unit 1 An Introduction to International Business Negotiation (国际商务谈判谈判概论) Unit 2 Personalities of a Negotiator (谈判者的素质) and Assemblage of a Business Negotiation Team (商务谈判组的组成) Unit 3 The Process of Business Negotiation(商务谈判的过程) Unit 4: Business Negotiation Strategy and Tactics (商务谈判的策略与战术) Unit 5 Business Negotiation Skills and Techniques (商务谈判的技能与技巧) Unit 6 Culture Difference and Business Negotiation Styles (文化差异与商务谈判风格) Unit 7 The Styles and Characteristics of Language in Business Negotiation ( 商务谈判的语言风格与特点) Chapter 8 How to Close the Deal (怎样结束谈判) The word negotiate derives from the Latin word negotiatus, the past principle of negotiari, which means “to carry on business” 谈判一词来源于拉丁语“negotiatus”,是“negotiari”一词的过去分词，意思是“展开事务” 课程内容 ?谈判的理念 ?谈判的五个阶段 ?谈判战术-成功谈判技巧 ?常见问题的对策 ? 什么是谈判？ ? 影响谈判的因素 ? 谈判的类型 ? 谈判的金三角 Youre involved in negotiation every day.(你每天都在谈判.) Nothing new about negotiation. (谈判是一件司空见惯的事.) Origin of the word ”negotiation”: (“谈判一词的起源) The word negotiate derives from the Latin word negotiatus, the past principle of negotiari, which means “to carry on business” 谈判一词来源于拉丁语“negotiatus”,是“negotiari”一词的过去分词，意思是“展开事务” 一、谈判的基本概念 定义： 谈判是谈判双方为达成协议而改变各自原有立场的过程。 Business negotiation is the process of bargaining over a set of issues for the purposes of reaching an agreement.商务谈判是谈判双方为达成协议而就一系列问题进行讨价还价的过程。 商务谈判与一般谈判的区别: 商务谈判: 1.Inquiry(询盘) 2.Offer(发盘/报价) 3.Counter-offer(还盘/讨价还价) 4.Acceptance (接受/拍板/签约) 一般谈判: 1.Determine interests and issues (确定双方的利益和问题/分歧所在) 2.Design and offer options (设计和提出解决分歧的方案) 3.Introduce criteria to evaluate options(提出评价方案的标准) 4.Estimate reservation points (评估双方的底线) 5.Explore alternatives to agreement(探询双方达成协议的可行方案) 6.Reach an agreement(签定协议) 讨论： ?什么情况下需要谈判？ ?什么是谈判？ ? 谈( 交流、沟通）与判（决策） ? 谈判---- 沟通之后决策 谈判是让别人支持我们从他们那里 获得我们想要的东西！ 什么时候应该/不应该谈判 对下列那些情况可以进行谈判？ 买一台新的电视机 是或否 和老板一起回顾你的工作表现 是或否 委派给某人一项任务 是或否