SunTzuandtheArtofNegotiationinChina孙子兵法之战略.pptVIP

Sun Tzu and the Art of Negotiation in China孙子兵法 之 战略谈判技巧;What are some of the Biggest Challenges in your Negotiations in China?你在谈判中遇到困哪些主要惑？;Elements of Sun Tzu and the Art of Negotiation 孙子兵法之战略谈判纲要;Elements of Sun Tzu and the Art of Negotiation 孙子兵法之战略谈判纲要;胜兵先胜而后求战，败兵先战而后求胜;Why Plan? 为什么要作计划？;谈判 与 协商有什么区别？;Negotiation 谈判是:;Formulating Your Negotiating Strategy 拟定你的谈判战略;道：Your Goal 谈判目标;天：Extenal Factors beyond Our Control 在你掌控以外的外在因素;地：External Factors within Our Span of Influence 在你影响范围内的外在因素;知己知彼，百战不殆;将：The People Conducting the Negotiation 执行谈判的“良将”;不知三军之事而同三军之政，则军士惑矣;不知三军之权而同三军之任，则军士疑矣;将能而君不御者胜;法：How Should the Negotiation be Conducted? 如何实施谈判;Rules of Sales Negotiation 销售协商的规则;Rules of Sales Negotiation 销售协商的规则;Rules of Sales Negotiation 销售协商的规则;Managing Your BATNA (Best Alternative to a Negotiated Outcome)处理你的BATNA （未取得谈判结果的应对方案）;Preparing to Negotiate 准备协商 ;凡战者，以正合，以奇胜;Elements of Sun Tzu and the Art of Negotiation 孙子兵法之战略谈判纲要;改变中的环境 The Changing Environment;The Motivations Behind Each Player每个角色的购买动机;Buying Motives (Official) 购买动机(在公);Buying Motives (Personal) 购买动机(个人);What are some of the buying motives of your typical adversary? ;不知敌之情者，不仁之至也，非民之将也，非主之佐也，非胜之主也;Elements of Sun Tzu and the Art of Negotiation 孙子兵法之战略谈判纲要;水之行避高而趋下，兵之形避实而击虚 ;是故百战百胜，非善之善也；不战而屈人之兵，善之善者也;Why Listening?;不知敌之情者，不仁之至也，非民之将也，非主之佐也，非胜之主也;Why do we need trust in negotiations? 我们在谈判时为什么需要建立信任？;Ways to Build Trust 建立信任的方式;Elements of Sun Tzu and the Art of Negotiation 孙子兵法之战略谈判纲要;为什么你挖掘对手的需求与“痛处”?Why do You Need to Uncover the Needs and “Pains” of your Adversaries?;怎样作首次接触沟通 What to Say on first Contact?;合适商务理由 Valid Business Reason;Uncovering the Needs and “Pains” of Customers 挖掘客户的需求与“痛处”;*;*;*;*;*;*;*;*;Elements of Sun Tzu and the Art of Negotiation 孙子兵法之战略谈判纲要;Before Presenting… 在提出方案之前…;Presenting Your Demands 提出你的要求;Example: Presenting Your Demands 举例：提出你的要求;木石之性，安则静，危则动，方则止，圆则行;Objections Handling 处理反对意见;Empathise 体恤对方;Areas to Clarify On 需要澄清的方面;Agreement to an Act