高手谈判


企业收益

l 直接高效地提高企业净利润

l 持续达成高额多赢协议,增强竞争优势

l 有效达成和实现企业战略决策目标

l 维护谈判各方(客户和供应商等)的长期友好关系

l 减少内部沟通冲突,提升管理和运营效率

l 提升企业组织的核心竞争能力


学员收益

l 创造优异个人业绩,获得奖金和提升

l 掌握如何制定谈判策略和21条谈判技巧从而充分发挥优势,赢得更多

l 从心理和情商的角度提升谈判的艺术

l 掌握独创的“643R”系统谈判架构,快速成为谈判高手

l 提升个人自信心、核心竞争力和领导力

l 掌握高级谈判的思维模式,创建长期友好的人际关系,持续超越业绩


适合对象

谈判无处不在,谈判技能人人需要

本高级谈判课程不仅适合销售、采购人员,同样适合所有的企业管理人员。


课时

2


主要内容

谈判不是知识,而是一项技能。拥有25年无数实战谈判经验的老师将采用培训+教练的方式,通过8大案例,让学员颠覆传统思维,真正掌握高级谈判技能

l 模块 1-为什么要谈判?

Ø 它是提升企业利润的最有效工具和技能

Ø 它是重要的个人技能和领导力

Ø 它是企业的隐形核心竞争力

l 模块 2 – 什么是谈判?

Ø 谈判的不同定义和理解

l 模块 3 – 谈判中的重要概念

Ø 什么是谈判中的价格?

Ø 什么是议价范围?

Ø 什么是BATNA?如何应用?

Ø 什么是谈判的类型?

Ø 什么是谈判的本质?

l 模块 4 – 谈判六步法

Ø 如何设定目标:清晰明确在不同谈判地位时的目标设定,掌握谈判模板

Ø 如何准备谈判:6方面的准备:双方信息、谈判方式、备选方案、策略、材料、团队统一;从而制定具体的策略,掌控谈判局势。

Ø 如何开局和交换信息:如何开局就创造良好的和己方期待的谈判气氛,如何运用“寒暄”的技巧摸底,认识对方,探测需求,谁先报价,如何报价等等

Ø 如何磋商讨价还价:如何使用体现价值,红脸黑脸,更高权威,对方准则等技巧进行磋商

Ø 如何让步达成协议:让步的80/20原则,经典让步法则,威胁法则等,以及如何处理僵局,如何制定协议

Ø 如何执行协议:执行协议是谈判的延伸,是真正赢得信任的开始;如何处理异议,如何处理违约等

l 模块 5 – 哈佛原则谈判法

Ø 把人和事分开

Ø 着眼于利益,而不是立场

Ø 为共同利益创造选择方案

Ø 坚持使用客观标准

Ø 通过真实案例讲解分析如何应用

l 模块 6 – 谈判中的三大核心要素

Ø 如何利用时间,掌控时间,提升优势

Ø 如何获得信息,分析利用信息

Ø 如何在谈判中增加力量,占据优势

Ø 力量的本质,显性和隐性的力量

l 模块 7 – 情感对谈判的影响

Ø 如何感受情感,如何把握情感

Ø 四大关键情感:着急,恐惧,愤怒,贪婪

l 模块 8 – 电话谈判、邮件谈判和企业内部谈判

Ø 如何进行电话谈判

Ø 如何进行邮件谈判

Ø 内部谈判的特点,如何建立信任、赢得尊重、解决冲突、提高效率和建立友好关系

l 模块 9 – 总结:“643R”谈判架构

Ø 如何评估一场谈判的好坏?评判的标准?

Ø 643R”谈判架构总结

l 模块 10 – 如何成为谈判高手

Ø 5步法将教会你自信成为谈判高手






Master Negotiator


Benefits to Enterprises

l Increase net profits effectively and directly

l Reach high-volume multi-win agreements continuously; enhance competitive advantage

l Achieve and accomplish enterprises strategic objectives effectively

l Maintain long-term friendly relationship with each negotiation party (customer and supplier etc.)

l Minimize internal communication conflicts; improve management and operation efficiency

l Enhance enterprises core competitiveness


Benefits to Participants

l Achieve excellent individual performance, gain bonus and promotion

l Grasp how to make negotiation strategy and 21 negotiation techniques, to fully exert advantage and achieve more

l Improve the art of negotiation from psychology and emotional intelligence perspective

l Grasp the unique 643R Negotiation Framework to become a master negotiator quickly

l Enhance self-confidence, core competitiveness and leadership

l Grasp master negotiators way of thinking, build long-term friendly interpersonal relationships and excel business performance continuously


Target Participants

Negotiation exists everywhere; everybody needs negotiation skill

This course does not only apply to sales and purchasing professionals, but also to all management personnel


Duration

2 days


Course Outline

Negotiation is a skill rather than knowledge. With 25 years of experience and enormous negotiation practices, the Trainer leads the participants to subvert traditional thinking and grasp master negotiator skill, through Training + Coaching and 8 cases study.

l Module 1 Why Negotiation?

Ø Negotiation is the most effective tool and skill to increase enterprises profitability

Ø Negotiation is an important personal skill and leadership

Ø Negotiation is an implicit core competitiveness of enterprises

l Module 2 What is Negotiation?

Ø Different definitions and understanding

l Module 3 Important Concepts in Negotiation

Ø What are the prices in negotiation?

Ø What is ZOPA?

Ø What is BATNA? How to apply?

Ø What are the types of negotiation?

Ø What is the essence of negotiation?

l Module 4 Six Steps of Negotiation

Ø How to set up goals: clarify goal setting in different negotiating positions, grasp negotiation template

Ø How to prepare for negotiation: prepare in 6 areas - information of both parties, negotiation method, backup plan, strategy, material, team alignment; develop specified strategy, control negotiation situation

Ø How to open and exchange information: how to create favorable and own party desired atmosphere from the beginning; how to use social talk to gain valuable information, to know the counterparty, to detect needs, who quote first and how to quote.

Ø How to bargain: how to bargain by using techniques of presenting value, good cop and bad cop, higher authority and counterparty standard.

Ø How to compromise and close deal: the 80/20 compromise principle; classical compromise rule; intimidation rule; how to deal with deadlock; how to make agreement

Ø How to implement agreement: agreement implementation is the extension of negotiation, and the beginning of gaining real trust. How to deal with dissent and breach of agreement.

l Module 5 The Harvard Principled Negotiation

Ø People: Separate the people from the problem

Ø Interests: Focus on interests not positions

Ø Gaining: Invent options for mutual gain

Ø Criteria: Introduce objective criteria

Ø Analyze and instruct how to apply by case study

l Module 6 3 Key Elements in Negotiation

Ø How to use time and control time, to increase advantage?

Ø How to acquire information, analyze and utilize information?

Ø How to increase power in negotiation, to gain advantage?

Ø The nature of power, explicit and implicit power

l Module 7 Effects of Emotions in Negotiation

Ø How to recognize emotions and control emotions?

Ø 4 critical emotions: Haste, Fear, Anger, Greed

l Module 8 Telephone, Email and Internal Negotiation

Ø How to negotiate via telephone

Ø How to negotiate via email

Ø Features of internal negotiation; how to build trust, gain respect, resolve conflict, improve efficiency and establish friendly relationship

l Module 9 Summary for643RNegotiation Framework

Ø How to evaluate a negotiation? What are the criteria?

Ø Summary for 643RNegotiation Framework

l Module 10 How to Become a Master Negotiator

Ø 5 steps to become a master negotiator

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