春天百货集团招商经理谈判技能培训课程教程.docxVIP

Negotiation Skill Training For Leasing Manager 招商经理谈判技能培训 About PCD Stores Group STANLEY SUN ----------------健康、高效、创新、进取 JULY 27, 2012 Objectives of the Workshop 培训目标 Improve the negotiation quality. 提高谈判质量. ?Aware of importance of the preparation and follow-up 提高对准备工作及后续跟踪重要性的认识 ?Design processes to improve preparation and follow-up 设计能够改进准备工作及后续跟踪的程序 ?Apply communication skills in negotiation 了解在谈判中沟通技能的运用 ?Share experiences 交流经验 --------健康、高效、创新、进取-------- Contents 内容 Definition and company principles 定义及公司原则 The negotiation phases 谈判阶段 Simulated negotiation 模拟谈判 Experience Sharing, Successful Cases and Questions Answers 经验分享、成功案例和问题解答 --------健康、高效、创新、进取-------- Definition and company principles 定义及公司原则 The negotiation phases 谈判阶段 Simulated negotiation 模拟谈判 Experience Sharing, Successful Cases and Questions Answers 经验分享、成功案例和问题解答 --------健康、高效、创新、进取-------- Question问题 What is Negotiation 什么是谈判？ --------健康、高效、创新、进取-------- Definition of negotiation 谈判的定义 谈判是由彼此依赖但又没有完全相同的资源的双方来作出一个决策的过程。这是一个双方共同决定每方得到什么和给予什么的关系。 Negotiation is a decision‐making process among interdependent parties who do not share identical preference. It is the processthrough which the parties decide what each will give and take ina relationship. it is more difficult to lead by persuasion than defeat by asword” 用说服引导他人比用剑制服他人还要难 --------健康、高效、创新、进取-------- 4 negotiation criteria 衡量谈判的四个坐标 F I R M  Focus on relationship 关系 Long term vision Interests 利益 What really care about Resources 资源 Can be allocated Motivation 动机 Ultimate aim --------健康、高效、创新、进取-------- Negotiation Types 谈判的种类 Lose ‐Lose两败俱伤 Win‐Lose / Lose ‐Win 赢‐输/输‐赢 Win ‐Win 双赢 --------健康、高效、创新、进取-------- Three criteria of negotiation 衡量谈判的三个标准 ? 结果是明智的 动机Motivation 衡量谈判的第一个标准是明智，也就是说，谈判的 结果应该是明智的。因为谈判是谈判双方为了达成某种共识而进行的一种行为.One of the criteria of negotiation is advisable, namely, the purpose is wise. As subscribe the contract or Tariffs Trading negotiation. --------健康、高效、创新、进取-------- Three criteria of negotiation 衡量谈判的三个标准 有效率— 有效的利用