采购供应商谈判高级课程(中英文对照版)c1

采购-供应商谈判高级课程

Senior Course of Purchasing-Supply Negotiation skills

---中西方纵横与双赢的战术与实战

Chinese Zong-Heng and West Win-Win Skills and Practice

【时间地点】：2012年3月22-23日*上海 4月19-20日*上海

【培训费用】：2980元/人（含授课费、资料费、会务费、午餐费）

【培训对象】：采购总监、采购经理、采购主管、采购员、销售经理、合同经理、总经理等。

【联系电话】: 0 刘洋

博客：【主办单位】: 北京鼎新英华管理顾问有限公司

【培训目的Benefits】

在经过两天的学习及参与式体验，您将逐渐掌握以下各项知识和技能：

Through 2 days study, you will learn and understand more about the below negotiation skills and technologies:

•懂得世界八大谈判体系的内涵；

•Learn 8 negotiation system and key points

•把握谈判的主动权，有效地准备、进行和控制谈判流程；

•How to drive and prepare the negotiation, and then to control the negotiation process

•了解自己的做事风格和谈判水平;

•Learn more about your negotiation styles and levels more deeply

•深入理解人性、各国文化和特点，因人施谈；

•Lean the human nature, different cultures and characteristic

•了解有效交流的实质并掌握沟通的两大核心技巧；

•Learn how to communicate and the two core skills

•洞悉谈判机理、谈判悖论以及谈判心理学；

•Learn the negotiation psychologically more deeply

•彻底搞明白立场与利益的关系；知道到底是谁更重要；

•Understand the position and the benefit and which one is more important

•中国式谈判的纵横阴阳之术及技巧；

•Chinese negotiation skills such as “Zhong-Heng and Yin-Yang”;

•西方式谈判的双赢谈判战术及技巧；

•West-American negotiation skills such as the “Win-Win”

•开始拥有谈判大智慧，从而增加不战而胜的几率。

•Be more wise and intelligent in negotiation

实际参与模拟谈判，老师现场对你的表现做出评价和反馈，您会如梦方醒，豁然开朗!

✧The trainer will evaluate each team member performance and provide the related skills need to be improved face to face,

it is very constructive and precious!.

一、谈判的概念和谈判的类型

Charter 1. The concept and category of the Negotiation

什么是谈判，为什么采购人员必须学习谈判？

✧What is the negotiation, why we need to learn the negotiation

什么不是谈判：一般人对谈判的三大误解；什么是谈判，采购人员必须学习谈判的理由。

✧misunderstanding of the negotiation

谈判得以发生的条件及我们应有的态度。

✧What is the correct attitude in the negotiation

自我测试：通过对37个问题的回答，你将知道自己目前的谈判水准；

✧Self-test: Answering 37 questions, you will see what is your negotiation skills

西方八大谈判模式简介，两大类型的谈判分析。

✧8 West negotiation systems introduction

自我测试：通过我们特别设计的测试，你将了解自己的做事风格，即所谓“知己”。

✧Self-Test: learn by yourself, you will see what is your negotiation skills in the 4 categories

采购谈判的原则和三要求:

✧Negotiation’s 3 basic principles and request

哈佛六大谈判原则；

✧Harvard 6 negotiation suggestions

高效谈判的三要素：力量、时间和情报；

✧High efficient negotiation elements: power, time and information

二、如何进行谈判

Charter 2. How to prepare for the negotiation

如何准备谈判：准备什么、如何确定谈判策略、BANTA的意义。

✧Preparing materials and how to define the negotiation strategy, what is the meaning of BANTA

案例分析：谈判要双赢吗？

✧Case Study: If we need Win-Win?

通过对采购产品的类型和供应商特点的分析，使学员真正理解双赢概念。

✧Understand the commodity and suppliers characters and then learn more about the win-win relationship

如何如何开场：什么是开场应该做的，什么是开场不该做的；怎样开场最有效果？

✧How to State yourself and products, what is the main topic?

如何进行概述：哪一个阶段是谈判最主要的？主题陈述的意义，采购怎样概说自己？

✧How to start?

如何讨价还价：应该让步吗？该让多少、让几次呢？什么是合理的价位？

✧How to Bargain：should we settle by concessions and how many times of the concessions?

✧如何明确谈判细节：

✧How to discuss in details

谈判, 你准备好了吗?你有问题清单吗？采购谈判的细节有哪些？

✧Do you have the check list?

如何知道对方已无让步的空间了？

✧How do you know if they have no room for concessions?

如何结束谈判：

✧How to end the negotiation：

收场该注意些什么，有哪些技巧？

✧What is the successful negotiation?

三、模拟谈判（之一）－“学而时习之”

Charter 3. Negotiation Simulation 1

我们通过一家上海民营在采购一批电脑时所发生的谈判故事，来让学员分别扮演采购方和销售方，各自按照课程所学的谈判6个步骤来实战演练一场谈判。

✧We will organize one Shanghai local company’s purchasing computer as the negotiation workshop to let the

“buyers” and “suppliers” learn how to improve the negotiation skill through 6 steps.

四、谈判中的策略和技巧

Charter 4. Negotiation Strategies and Skills

•九个设计和打破僵局的技巧

✧How to break through the deadlock in 9 skills

•九个让步的谈判技巧

✧9 concession skills

•九个采购讨价还价的技巧

✧9 Bargaining skills

•九个采购弱势时必备的谈判技巧

✧9 skill when you are weak

•九个当你面对压力时的技艺

✧9 skills when you are facing the pressure

•九个破解销售诡计的技巧

✧9 skills to recognize the sales tricks

•买方用于降低价格的降龙十八掌

✧What is the buyers 18 key skills in power negotiation

•谈判中经常使用角色策略