第三章谈判的准备.pptxVIP

Chapter 3 the preparation of negotiation第三章谈判的准备第三章谈判的准备教学目的:让学生掌握,理解谈判的信息收集渠道及方法教学重点:谈判信息收集渠道教学难点:谈判对手的调查教学方法:案例法课时分配:8学时Chapter 3 the preparation of negotiation1.The research of environment of IBN2.The channel of collecting information3.The type of trading company4.The credibility study of the counterpart 1.The research of environment of IBNPolitical conditionReligious belief Law systemCommercial conventionSocial customsPolitical conditionPolitical backgroundEconomical systemManagement degree of nation to the enterpriseThe stability of the government case胡雪岩资助王有龄胡雪岩开银行胡雪岩资助左宗棠十万石大米胡雪岩开药店（胡庆余堂）胡雪岩开当铺（运用达官贵人的钱周转）胡雪岩卖军火王志的随军银行印尼的大商人林绍良Religious belief The dominant religious beliefThe influence of religious beliefcase带指南针的地毯日本的朝拜手表珠峰圣茶新加坡的教堂新加坡的寺庙（慧明方丈）观音的销售Law systemThe enact of lawThe length of time of the case案例白七爷打倒孙老爷新加坡的法律案例中国老板拍脑袋决策日本集体决策林尚沃见朴宗庆大人（一次，二次）碎纸机的发明德国音乐家间谍新加坡商人卖坟墓2.The channel of collecting informationPrint media Computer networkRadio mediaStatistical materialBody abroadOld friend ,old customerMeeting Public areaPrint media吴作栋总理的图书馆学生的教材销售与市场中国经营报阅读专业的杂志,书籍Computer network世界500强的公司世界500强的公司的发展趋势, (零库存）迪斯尼的真情服务联邦快递邮电大臣的敬业精神Radio media国际新闻地震是危机，也是商人的机会美国第一银行Statistical material了解过去，现在，未来婚姻知识的普及法律的普及商机无限Body abroad中国银行中国大使馆Old friend ,old customer抱怨的顾客是好顾客1。对你的产品有希望2。还没有找到替代品3。希望得到补偿新加坡的房东sering,张先生Meeting亚洲电器博览会新加坡亚洲会议中心武汉国际会议中心Public area舞厅咖啡厅剧院3.The type of trading companyMultinational company Chinese 500 company Small companySubordinate company AgentThe merchant using the status of the companycheat Multinational company麦当劳，肯德基，沃尔玛，友邦保险资金实力雄厚，技术先进，谈判议价力强大品牌，讲信用Chinese 500 company海尔，长虹，康佳，中国电信Small company with fame金山轻机（国宝桥米）公司不落地生产销售模式小田园鱼丸子Subordinate company母公司与子公司华师大与华师汉口分校agent留学中介房屋中介劳务中介The merchant using the status of the company借用公司名义的人cheat中央二台报道，两农民骗取500万4.The creditability study of the counterpart The operating placeReal estateDocumentsSalescapitalCash flowBrand (credit)Warehouse