《双赢谈判全攻略》课程笔记.docx
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《双赢谈判全攻略》课程笔记
"Win-win negotiation Raiders" course notes
Recommended reasons: too much training, the course of the day seems a little nervous, I feel a little in digestion, the most impressive is the following words・
1,PMP successful people, all the way along ..........
2,concessions can, unless the exchange, negotiations must not commit suicide, and somehow kill him;
3,who speaks first who died;
4,can not answer, kick the ball;
5,try to let the other party to open conditions, if the price must be open; give yourself leeway, finally small concessions
reluctantly makes it cool.
6,pliers + Red white・
7,the negotiations are very asymmetric information, as far as possible to obtain more information on each other, must not talk incessantly, to learn to ask questions, business matters -------- what can I do to help you? It's all the way.・・
1, bargaining power
1)negotiating momentum
Profit 二profit (real gain) + name (Xu Rongxin)二win (take advantage of)
Meet vanity: smile, PMP (successful people: experience along the way; failure: future plans)
Ming Pat: private, sensitive people; dark shot: open, rational people.
The ID is emotional, the ego is rational; the person has to be socially, that is, reason, work, and sensibility, which is called superego.
2)types of negotiations
Competitive negotiations: zero sum negotiations, confrontational negotiations;
Win-win negotiation: cooperative negotiation;
3)negotiating thinking
How about two cents for an apple?
1,I cut you pick: surface win-win, suitable for use in a strong, not strong when;
2,each one takes what he needs: the essenee of win-win;
3: the strategy of win-win and reciprocity・ Zhejiang.
A man who knows only his own interests is called a warlord, and he can not be a monarch・
Concessions are made unless they are exchanged・
Don,t kill yourself in the negotiation, and kill him anyway.
2, preliminary preparation
1)basic preparation:
Time: never mind. The key is to be well prepared;
Location: try to win the home, not to play at home, or in the middle of the game;
Person: the other side asks whether you speak or not The best answer: within the purview of count, permissions, go back to ask
for instructions・
The other party is a party to come, do not count, as far as possible to obtain the other side information, the other party into their own, for their own affairs・ Only principles, not specific issues・
2)SWOT analysis
Strengths and weaknesses 一bosom friends
Opportunities and threats ——itself