招商经理谈判技能培训.pdf

招商经理谈判技能培训招商经理谈判技能培训 培训目标 Improve the negotiation quality. 提高谈判质量提高谈判质量.. •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 followDesign processes to improve preparation and follow--upup 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了解在谈判中沟通技能的运用 •Share experiences 交流经验 内内 容容 Definition and company principlesDefinition and company principles 定义及公司原则 The negotiation phases 谈判阶段 Simulated negotiation 模拟谈判模拟谈判 Experience Sharing, Successful Cases and Questions Answers 经验分享验分享、成功案例和问题解答成功案例和问题解答 Definition and company principles 定义及公司原则定义及公司原则 The negotiation phases 谈判阶段 SSimulated negotiation 模拟谈判 Experience SharingExperience Sharing, Successful Cases and Questions Answers Successful Cases and Questions Answers 经验分享、成功案例和问题解答 Question 问题 What is NegotiationWhat is Negotiation 什么是谈判什么是谈判？ 谈判的定谈判的定义  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 什么的关系什么的关系。  Negotiation is a decision-making process among interdeppendent pparties 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 byit 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 4 negotiation criteria 衡量谈判的四个坐标衡量谈判的四个坐标  F Focus on relationship 关系 LLong t term vi isiion  I Interests 利益 What really care aboutWhat really care about  R Resources 资源 Can be allocatedCan be allocated Motivation 动机  M Ultimate aim Negotiation