谈判技巧negotiation skill
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谈判技巧 Negotiation skill
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如何确定对方需要的东西和对方想要得到的东西？ 如何确定对方需要的东西和对方想要得到的东西？
The 7 important points of a successful negotiation
一次成功谈判的7个关键点
6- The compromise/ the resolution of the questions
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涉及的问题的妥协/解决
•How can I try to solve the conflict?我将怎么努力解决冲突？ 我将怎么努力解决冲突？ •How can I react when the other party wants to solve the conflict?
当对方想要解决冲突时我要怎么行动？ 当对方想要解决冲突时我要怎么行动？
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哪些东西我可以放弃来得到我想得到的东西？ 哪些东西我可以放弃来得到我想得到的东西？
What are the conditions of the time and the money of this negotiation?
此次谈判地时间和经费情况是什么样的？ 此次谈判地时间和经费情况是什么样的？
The 7 important points of a successful negotiation
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Buyers negotiate the yearly contract 采购谈判年度合同 Conditional and unconditional End of year rebates 有条件或无条件的年底返利 Store cooperation 商场合作 Buying Price Payment term Anniversary fees Opening fees
谈判技巧培训英文-Negotiation-skills-training PPT课件
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AGENDA
Opening Summary Three basic elements Negotiation Tactics and Negotiating with Clean Sheets Negotiation Exercise Closure
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KEY MILESTONES IN THE NEGOTIATION PROCESS
(positions and - more helpfully - interests), the options, and the agreement(s) reached at the end.
Skilled negotiators may use a variety of tactics ranging from a straight forward presentation of demands or setting of preconditions to more deceptive approaches such as cherry picking. Intimidation and salami tactics (分割包围，各个击破） may also play a part in swaying the outcome of negotiations.
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AGENDA
Oplements Negotiation Tactics and Negotiating with Clean Sheets Negotiation Exercise Closure
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Summary
Broadly speaking, negotiation is an interaction of influences. Such interactions, for example, include the process of resolving disputes, agreeing upon courses of action, bargaining for individual or collective advantage, or crafting outcomes to satisfy various interests. Negotiation is thus a form of alternative dispute resolution.
AGENDA
Opening Summary Three basic elements Negotiation Tactics and Negotiating with Clean Sheets Negotiation Exercise Closure
5
KEY MILESTONES IN THE NEGOTIATION PROCESS
(positions and - more helpfully - interests), the options, and the agreement(s) reached at the end.
Skilled negotiators may use a variety of tactics ranging from a straight forward presentation of demands or setting of preconditions to more deceptive approaches such as cherry picking. Intimidation and salami tactics (分割包围，各个击破） may also play a part in swaying the outcome of negotiations.
2
AGENDA
Oplements Negotiation Tactics and Negotiating with Clean Sheets Negotiation Exercise Closure
3
Summary
Broadly speaking, negotiation is an interaction of influences. Such interactions, for example, include the process of resolving disputes, agreeing upon courses of action, bargaining for individual or collective advantage, or crafting outcomes to satisfy various interests. Negotiation is thus a form of alternative dispute resolution.
Negotiationskills谈判技巧
• personal styles • 个人性格对谈判的影响
Hellreigel’s classification of interpersonal styles P267
• Self-denying • Self-protecting • Self-exposing • Self-bargaining • Self-actualizing
（4）. Develop support arguments based on information, facts, logic, get useful information for negotiation. (获取信息）
Preparation (Planning stage）
• Before negotiating, take the time to plan carefully and thoughtfully. In the planning stage, create a set of clear objects to steer the process in the right direction and achieve the desired results. Thoughtful negotiators think about the ways in which the objectives can be achieved.
• What we prepare in the planning stage?
(1). Personal styles in negotiation
• Whenever people come together to negotiate, they bring their own personal styles to the situation. These personal styles affect the way they communicate and handle the conflict.
Negotiation skills 谈判技巧
• （3）控制别人。他们经常对某些事拘泥于行事，深信自 己的所作所为是绝对正确的，怕自己身心的一切被别人修 正。此外，想让别人也按他的意志行事。
• （4）不愿有所拘束，个性外向者居多。这类人精力充沛， 做起事来很有魄力。
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Negotiation skills 谈判技巧
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Self-bargaining 迟疑谨慎型
• Self-denying • Self-protecting • Self-exposing • Self-bargaining • Self-actualizing
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Negotiation skills 谈判技巧
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胆汁质--
•
冲动是
魔鬼
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Negotiation skills 谈判技巧
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Negotiation skills 谈判技巧
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• There must be both common interests and issues of conflict. Without common interests there is nothing to negotiate for, without conflicting issues there is nothing to negotiate about.
Negotiation skills 谈判技巧
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• 谨慎稳重的谈判对手 • （1） 理智稳妥。 • （2）谨小慎微 • （3）“忠于职守，一丝不苟”
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Negotiation skills 谈判技巧
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Self-actualizing
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• （4）不愿有所拘束，个性外向者居多。这类人精力充沛， 做起事来很有魄力。
2021/3/26
Negotiation skills 谈判技巧
25
Self-bargaining 迟疑谨慎型
• Self-denying • Self-protecting • Self-exposing • Self-bargaining • Self-actualizing
2021/3/26
Negotiation skills 谈判技巧
15
胆汁质--
•
冲动是
魔鬼
2021/3/26
Negotiation skills 谈判技巧
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Negotiation skills 谈判技巧
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• There must be both common interests and issues of conflict. Without common interests there is nothing to negotiate for, without conflicting issues there is nothing to negotiate about.
Negotiation skills 谈判技巧
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• 谨慎稳重的谈判对手 • （1） 理智稳妥。 • （2）谨小慎微 • （3）“忠于职守，一丝不苟”
2021/3/26
Negotiation skills 谈判技巧
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Self-actualizing
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Negotiation skills - 谈判技巧
谈判技巧
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What is negotiation?
Negotiation is defined as the ability to collaborate with another party in order to conclude an agreement to the mutual benefit. Negotiation is also a process in which two or more people or organizations with common or conflicting interests work towards a way of resolving an issue or agrees on how they will cooperate.
desired results. Thoughtful
negotiators think about the
ways in which the objectives
can be achieved.
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• What we prepare in the planning stage?
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(1). Personal styles in negotiation
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Self-actualizing
Self-actualizing people are ideal negotiators as they want to have information and feedback from the other person. This information and feedback is presented constructively to aid the negotiation process and to achieve goals and results that are effective without any conflict.
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a
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What is negotiation?
Negotiation is defined as the ability to collaborate with another party in order to conclude an agreement to the mutual benefit. Negotiation is also a process in which two or more people or organizations with common or conflicting interests work towards a way of resolving an issue or agrees on how they will cooperate.
desired results. Thoughtful
negotiators think about the
ways in which the objectives
can be achieved.
a
10
• What we prepare in the planning stage?
a
11
(1). Personal styles in negotiation
a
27
Self-actualizing
Self-actualizing people are ideal negotiators as they want to have information and feedback from the other person. This information and feedback is presented constructively to aid the negotiation process and to achieve goals and results that are effective without any conflict.
NEGOTIATION SKILL
[转帖]NEGOTIATION SKILL & STRATEGY谈判技巧与策略（NEGOTIATION SKILL & STRATEGY）：1．谈判的定义：“谈判”，或有些人称之为“协商”或“交涉”，是担任采购工作最吸引人部分之一。
谈判通常是用在金额大的采购上，由于本公司是自选式量贩广场，采购金额很大，因此谈判工作格外地重要。
采购谈判一般都误以为是“讨价还价”，谈判在韦氏大辞典的定义是：“买卖之间商谈或讨论以达成协议”。
故成功的谈判是一种买卖之间经过计划、检讨、及分析的过程达成互相可接受的协议或折中方案。
这些协议或折中方案里包含了所有交易的条件，而非只有价格。
谈判与球赛或战争不同之点在于：在球赛或战争中只有一个赢家，另一个是输家；在成功的谈判里，双方都是赢家，只是一方可能比另一方多赢一些，这种情况是商业的常事，也就是说谈判技巧较好的一方理应获得较多的收获。
1．谈判的目标：在采购工作上，谈判通常有五项目标：（1）为相互同意的质量条件的商品取得公平而合理的价格。
（2）要使供货商按合约规定准时与准确地执行合约。
（3）在执行合约的方式取得某种程度的控制权。
（4）说服供货商给本公司最大的合作。
（5）与表现好的供货商取得互利与持续的良好关系。
2．平而合理的价格：谈判可单独与供货商进行或由数家供货商竞标的方式来进行。
单独进行时，采购人员最好先分析成本或价格。
数家竞标时，采购人员应选择两三家较低的供货商，再分别与他们谈判，求得公平而合理的价格。
3．交货期：在采购工作上交货期通常是供货商的最大问题。
大多是因为：（1）采购人员订货时间太短，供货商生产无法配合。
（2）采购人员在谈判时，未将交货期的因素好好考虑。
不切实际的交货期将危害供货商的商品质量，并增加他们的成本，间接会使供货商的价格提高。
故采购人员应随时了解供货商的生产状况，以调整订单的数量及交货期。
4．供货商的表现：表现不良的供货商往往会影响到本公司的业绩及利润，并造成客户的不满。