招商经理谈判技能培训讲义.pptVIP

Active Listening 积极倾听 Listening Techniques 倾听技巧 Summarizing总结 ?Positive feedback 积极反馈 ?Paraphrasing 重述 ?Open questions 开放式问题 ?“I” Language语言 第三十页，共八十页。 Active Listening 积极倾听 Summarizing example 总结的例子 “What I heard you say was that (It sounds like) you don’t like the space on first floor in the far end of the mall but would be interested in the one next to the main door? Do you agree with that? Did I get that right? Is that what you are saying? ” 你说的是（听起来好像）你们不喜欢一楼到底的那个空位，倒是对靠近入口的地方很感兴趣？你同意吗？我理解对吗？你是这个意思吗？ 第三十一页，共八十页。 Active Listening 积极倾听 Positive Feed back example 积极反馈的例子 “Thanks for dropping by my office today, its great to see you!” “ Great idea, why don’t you try it, let me know what happens! ” “谢谢你今天到我办公室来看我，看到你太高兴了！”“这个主意太棒了，你为何不去尝试一下呢，让我知道进展怎样！” 第三十二页，共八十页。 Active Listening 积极倾听 Positive Feedback Exercise 积极反馈的练习 John is embarrassed that he couldn’t attend the day one training. Today, he took courage to attend the day two training. 约翰很惭愧因为他没能参加第一天的培训。但是，今天他还是鼓足勇气参加了第二天的培训。 How would you respond? 你会如何反馈？ 第三十三页，共八十页。 Active Listening 积极倾听 Paraphrasing Example 重述的例子 “I can’t believe that after all that hard and weary negotiation we didn’t make a deal!”you respond “So you can’t believe that after all hard work, you didn’t get the deal.”…”No, I’m so angry” “我简直难以置信经过这么艰辛和疲惫的谈判我们还是没有达成协议！”你回答到“因此你无法相信经过这么艰辛的谈判还是没有达成协议。”…”是啊，这太气人了。” 第三十四页，共八十页。 Active Listening 积极倾听 Open Question Example 开放式问题的例子 “How did you like our products?”“What did you like about it?”“Really, tell me more about that …” “你如何认为我们的产品？”“你具体喜欢这个商品的哪些方面呢？”“是吗？能再详细点告述我吗？” 第三十五页，共八十页。 Active Listening 积极倾听 “I” Language Example “我”的语言的例子 -- “Your shop is in this mall, why don’t you promote regularly?” “I hear what you’re saying, why don’t we talk about that ? We tried hard with this regard, but we will still keep trying differe