天百貨集團(tuán)招商經(jīng)理談判技能培訓(xùn)79頁(yè)

1、about pcd stores groupnegotiation skill trainingforleasing manager招商經(jīng)理談判技能培訓(xùn)stanley sun july 27, 2012-健康、高效、創(chuàng)新、進(jìn)取-objectives of the workshop 培訓(xùn)目標(biāo)培訓(xùn)目標(biāo)improve the negotiation quality.提高談判質(zhì)量. aware of importance of the preparation and follow-up提高對(duì)準(zhǔn)備工作及后續(xù)跟蹤重要性的認(rèn)識(shí)design processes to improve preparation a

2、nd follow-up設(shè)計(jì)能夠改進(jìn)準(zhǔn)備工作及后續(xù)跟蹤的程序apply communication skills in negotiation 了解在談判中溝通技能的運(yùn)用share experiences 交流經(jīng)驗(yàn)-健康、高效、創(chuàng)新、進(jìn)取- contents 內(nèi)容definition and company principles定義及公司原則the negotiation phases談判階段simulated negotiation模擬談判experience sharing, successful cases and questions &answers經(jīng)驗(yàn)分享、成功案例和問(wèn)題解答

3、-健康、高效、創(chuàng)新、進(jìn)取-definition and company principles定義及公司原則the negotiation phases談判階段simulated negotiation模擬談判experience sharing, successful cases and questions &answers經(jīng)驗(yàn)分享、成功案例和問(wèn)題解答-健康、高效、創(chuàng)新、進(jìn)取- question問(wèn)題what is negotiation 什么是談判？-健康、高效、創(chuàng)新、進(jìn)取- definition of negotiation 談判的定義談判是由彼此依賴(lài)但又沒(méi)有完全相同的資源的雙方來(lái)作

4、出一個(gè)決策的過(guò)程。這是一個(gè)雙方共同決定每方得到什么和給予什么的關(guān)系。negotiation is a decision-making process among interdependent parties who do not share identical preference. it is the processthrough which the parties decide what each will give and take ina relationship. it is more difficult to lead by persuasion than defeat by as

5、word”用說(shuō)服引導(dǎo)他人比用劍制服他人還要難-健康、高效、創(chuàng)新、進(jìn)取-4 negotiation criteria 衡量談判的四個(gè)坐標(biāo)focus on relationship 關(guān)系long term vision interests 利益what really care aboutresources 資源can be allocatedmotivation 動(dòng)機(jī)ultimate aim firm-健康、高效、創(chuàng)新、進(jìn)取-negotiation types 談判的種類(lèi)lose -lose兩敗俱傷win-lose / lose -win 贏-輸/輸-贏win -win 雙贏-健康、高效、創(chuàng)新、進(jìn)

6、取-three criteria of negotiation 衡量談判的三個(gè)標(biāo)準(zhǔn)結(jié)果是明智的動(dòng)機(jī)motivation衡量談判的第一個(gè)標(biāo)準(zhǔn)是明智，也就是說(shuō)，談判的結(jié)果應(yīng)該是明智的。因?yàn)檎勁惺钦勁须p方為了達(dá)成某種共識(shí)而進(jìn)行的一種行為.one of the criteria of negotiation is advisable, namely, the purpose is wise. as subscribe the contract or tariffs &trading negotiation.-健康、高效、創(chuàng)新、進(jìn)取-three criteria of negotiation 衡

7、量談判的三個(gè)標(biāo)準(zhǔn)有效率有效的利用 resources衡量談判的第二個(gè)標(biāo)準(zhǔn)是有效。談判追求的是效率，最好能速戰(zhàn)速?zèng)Q，除非萬(wàn)不得已，不要拖延時(shí)間 second, availability, the purpose of negotiation is efficiency, the better way is to quick to start and quick to achieve the target.dont waste too much time, more time you spending, more human, material and financial will be spen

8、t.-健康、高效、創(chuàng)新、進(jìn)取-three criteria of negotiation 衡量談判的三個(gè)標(biāo)準(zhǔn)增進(jìn)或至少不損害雙方的利益 利益 interests 衡量談判的第三個(gè)標(biāo)準(zhǔn)是增進(jìn)或至少不損害雙方的利益，即友善。談判不是你死我活，不是在損害對(duì)方利益的前提下滿足自己的私利，而是要增進(jìn)雙方的利益，通過(guò)談判使雙方達(dá)到雙贏。third point is to be friendly, to improve at least not to damagethe other partys interest. on the premise of make mutual benefits to gain

9、 the result of win-win, not to satisfy your self-interest by your side, if only one part attain its objective, we say it wontbe a real win-win negotiation.-健康、高效、創(chuàng)新、進(jìn)取-your story 你的故事experience sharing 經(jīng)驗(yàn)分享-健康、高效、創(chuàng)新、進(jìn)取-our negotiation goals 我們的談判目標(biāo) goals of the negotiation in pcds shopping mall 春天百貨

10、的談判目標(biāo) to increase and improve : 目的是提高和改善: rental income 租金收入 contract terms 合同條款 tenant mix租戶(hù)組合 payment of rental 租金的支付 long term relationship 長(zhǎng)期協(xié)作關(guān)系-健康、高效、創(chuàng)新、進(jìn)取-shopping mall principles招商部的談判原則a fair and promising partnership must be developed between our tenant and us.必須與租戶(hù)建立起一種公平而且有發(fā)展前途的合作關(guān)系negot

11、iations are prepared according to a rational approach and are based on accurate data :談判要以合理的方法去準(zhǔn)備, 談判準(zhǔn)備工作要建立在準(zhǔn)確的數(shù)據(jù)基礎(chǔ)上the results of negotiations should optimize the rental in value, the tenant mix and the long-term and sustainable relationship development with our tenants.談判的結(jié)果必須使租金收入和租戶(hù)組合最優(yōu)化,同時(shí)要有助

12、于建立與租戶(hù)之間的長(zhǎng)期可持續(xù)發(fā)展的關(guān)系。agreements are followed-up throughout the tenancy periodto ensure that objectives are achieved.整個(gè)合同期限內(nèi)要對(duì)合同進(jìn)行跟蹤以確保目標(biāo)的實(shí)現(xiàn)。-健康、高效、創(chuàng)新、進(jìn)取-shopping mall principles招商部的談判原則a fair and promising partnership must be developed between our tenant and us.必須與租戶(hù)建立起一種公平而且有發(fā)展前途的合作關(guān)系negotiations ar

13、e prepared according to a rational approach and are based on accurate data :談判要以合理的方法去準(zhǔn)備, 談判準(zhǔn)備工作要建立在準(zhǔn)確的數(shù)據(jù)基礎(chǔ)上the results of negotiations should optimize the rental in value, the tenant mix and the long-term and sustainable relationship development with our tenants.談判的結(jié)果必須使租金收入和租戶(hù)組合最優(yōu)化,同時(shí)要有助于建立與租戶(hù)之間的長(zhǎng)

14、期可持續(xù)發(fā)展的關(guān)系。agreements are followed-up throughout the tenancy periodto ensure that objectives are achieved.整個(gè)合同期限內(nèi)要對(duì)合同進(jìn)行跟蹤以確保目標(biāo)的實(shí)現(xiàn)。-健康、高效、創(chuàng)新、進(jìn)取-contents內(nèi)容definition and company principles 定義及公司原則the negotiation phases談判階段 negotiation preparation談判準(zhǔn)備 negotiation process談判過(guò)程 negotiation result follow up

15、談判跟蹤-健康、高效、創(chuàng)新、進(jìn)取-the negotiation process 談判過(guò)程negotiation preparation 談判前的準(zhǔn)備negotiation process 談判的過(guò)程negotiation result follow up 談判結(jié)果的跟蹤-健康、高效、創(chuàng)新、進(jìn)取-1.preparation 準(zhǔn)備what is the appropriate percentage of time you should give to preparation before starting negotiation?多少時(shí)間用于談判的準(zhǔn)備工作是合理的？-健康、高效、創(chuàng)新、進(jìn)取-th

16、e negotiation process 談判過(guò)程negotiation preparation 談判前的準(zhǔn)備negotiation process 談判的過(guò)程negotiation result follow up 談判結(jié)果的跟蹤-健康、高效、創(chuàng)新、進(jìn)取-if i had nine hours to cut down a tree,i would spend the first six sharpening the axe. -abraham lincoln如果我有九個(gè)小時(shí)來(lái)砍一棵樹(shù)，我會(huì)用前六個(gè)小時(shí)來(lái)磨利斧子 -亞伯拉罕.林墾whats the equivalent in chinese

17、?中國(guó)有句什么類(lèi)似的話？磨刀不誤砍柴工! 工欲善其事, 必先利其器.-健康、高效、創(chuàng)新、進(jìn)取-1.preparation 準(zhǔn)備what to be prepared before negotiation?談判前應(yīng)做哪些準(zhǔn)備工作?-健康、高效、創(chuàng)新、進(jìn)取-1.preparation 準(zhǔn)備what to be prepared1 準(zhǔn)備的內(nèi)容一take into account the shopping mall target in termsof strategy, rental budget, remodelling plans, etc.必須考慮每個(gè)購(gòu)物中心的策略、租金預(yù)算和改造計(jì)劃等方面的目

18、標(biāo)spend time on a detailed analysis of the tenant situation.花時(shí)間來(lái)仔細(xì)分析和了解每個(gè)租戶(hù)的狀況tenant company operation situation tenant competitor situation tenant shops in carrefour tenant expansion plan for the next few years1.-健康、高效、創(chuàng)新、進(jìn)取-1.preparation 準(zhǔn)備what to be prepared 準(zhǔn)備的內(nèi)容二this activity should define the n

19、egotiation strategies percategory /tenant and fix the targeted conditions.通過(guò)準(zhǔn)備, 針對(duì)某個(gè)分類(lèi)或某個(gè)特定的租戶(hù), 來(lái)制定談判的策略并確定目標(biāo)合同條款at the end, a negotiation file will have to be set up for each tenant.最后,要準(zhǔn)備各個(gè)租戶(hù)的談判文件-健康、高效、創(chuàng)新、進(jìn)取-1.preparation 準(zhǔn)備are you ready to negotiate?你是否準(zhǔn)備好了談判？negotiation target談判目標(biāo)win-win mind-s

20、et雙贏思維communication skills溝通技巧necessary tools必要的工具-健康、高效、創(chuàng)新、進(jìn)取-1.preparation 準(zhǔn)備negotiation target 談判目標(biāo)what& needs 明確想要和需要needs are main target & want are secondary target 需要是主要目標(biāo)，想要是次要目標(biāo)make the upper limit and lower limit制定最高上限和最低下限-健康、高效、創(chuàng)新、進(jìn)取-1.preparation 準(zhǔn)備win-win mind-set 雙贏思維long term

21、 vision 有長(zhǎng)期配合的遠(yuǎn)見(jiàn)use “we”使用“我們”的字眼mutual benefits 彼此都能獲得好處open & objective 開(kāi)放、客觀share information 分享信息listen and balance talking ratio 聆聽(tīng)并且平衡說(shuō)話的比例find solution together 一起解決問(wèn)題或障礙concede if necessary 必要時(shí)雙方各退一步-健康、高效、創(chuàng)新、進(jìn)取-1.preparation 準(zhǔn)備communication skills 溝通技巧 active listening 積極傾聽(tīng) ask question

22、 有效提問(wèn) answer 應(yīng)答藝術(shù) persuade 說(shuō)服藝術(shù)-健康、高效、創(chuàng)新、進(jìn)取-active listening 積極傾聽(tīng) what is active listening? 什么是傾聽(tīng)?-健康、高效、創(chuàng)新、進(jìn)取-active listening 積極傾聽(tīng)listen to others with interest and acceptance 帶著興趣和開(kāi)放的心態(tài)去聽(tīng) build trust between people 在人際間建立信任 serve as a key in the development of relationship是發(fā)展彼此關(guān)系的關(guān)鍵-健康、高效、創(chuàng)新、進(jìn)取-a

23、ctive listening 積極傾聽(tīng) listening techniques 傾聽(tīng)技巧 summarizing總結(jié) positive feedback 積極反饋 paraphrasing 重述 open questions 開(kāi)放式問(wèn)題 “i” language語(yǔ)言-健康、高效、創(chuàng)新、進(jìn)取- active listening 積極傾聽(tīng) summarizing example 總結(jié)的例子 “what i heard you say was that (it sounds like) you dont like the space on first floor in the far end o

24、f 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? ” 你說(shuō)的是（聽(tīng)起來(lái)好像）你們不喜歡一樓到底的那個(gè)空位，倒是對(duì)靠近入口的地方很感興趣？你同意嗎？我理解對(duì)嗎？你是這個(gè)意思嗎？-健康、高效、創(chuàng)新、進(jìn)取- active listening 積極傾聽(tīng) positive feed back example 積極反饋的例子 “thanks for dropping by

25、 my office today, its great to see you!” “ great idea, why dont you try it, let me know what happens! ” “謝謝你今天到我辦公室來(lái)看我，看到你太高興了！”“”“這個(gè)主意太棒了，你為何不去嘗試一下呢，讓我知道進(jìn)展怎樣！”-健康、高效、創(chuàng)新、進(jìn)取- active listening 積極傾聽(tīng)positive feedback exercise 積極反饋的練習(xí) john is embarrassed that he couldnt attend the day one training. today

26、, he took courage to attend the day two training. 約翰很慚愧因?yàn)樗麤](méi)能參加第一天的培訓(xùn)。但是，今天他還是鼓足勇氣參加了第二天的培訓(xùn)。 how would you respond? 你會(huì)如何反饋？-健康、高效、創(chuàng)新、進(jìn)取- active listening 積極傾聽(tīng)paraphrasing example 重述的例子“i cant believe that after all that hard and wearynegotiation we didnt make a deal!”you respond “so you cant believe

27、that after all hard work, you didnt get the deal.”no, im so angry”“我簡(jiǎn)直難以置信經(jīng)過(guò)這么艱辛和疲憊的談判我們還是沒(méi)有達(dá)成協(xié)議！”你回答到“因此你無(wú)法相信經(jīng)過(guò)這么艱辛的談判還是沒(méi)有達(dá)成協(xié)議。”是啊，這太氣人了?！?健康、高效、創(chuàng)新、進(jìn)取- active listening 積極傾聽(tīng) open question example 開(kāi)放式問(wèn)題的例子 “how did you like our products?”“what did you like about it?”“really, tell me more about that

28、” “你如何認(rèn)為我們的產(chǎn)品？”“”“你具體喜歡這個(gè)商品的哪些方面呢？”“”“是嗎？能再詳細(xì)點(diǎn)告述我嗎？”-健康、高效、創(chuàng)新、進(jìn)取- active listening 積極傾聽(tīng)“i” language example “我”的語(yǔ)言的例子 - “your shop is in this mall, why dont you promote regularly?” “i hear what youre saying, why dont we talk about that ? we tried hard with this regard, but we will still keep trying

29、different ways to bring customers.”-“你們的店在這個(gè)購(gòu)物中心里，為什么你們不定期地進(jìn)行促銷(xiāo)呢？”-“我聽(tīng)到你所說(shuō)的了，干嗎我們不談?wù)勥@個(gè)呢？我們已經(jīng)嘗試了各種手段，但是我們?nèi)匀焕^續(xù)努力去吸引顧客。”-健康、高效、創(chuàng)新、進(jìn)取- active listening 積極傾聽(tīng)give others a chance to clarify or explain 給別人機(jī)會(huì)以澄清或解釋emphasize important points 強(qiáng)調(diào)重點(diǎn)calms a conflict on an intensive situation 在緊張和爭(zhēng)執(zhí)時(shí)可以緩和沖突helps o

30、ther people clarify own thinking 幫助對(duì)方澄清觀點(diǎn)manage your emotions 管理你的情緒encourages other people to share information 鼓勵(lì)對(duì)方提供信息increase the other partys trust in you 加強(qiáng)對(duì)方的對(duì)自己的信任感-健康、高效、創(chuàng)新、進(jìn)取-examples of active listening 積極傾聽(tīng)實(shí)例it sounds like what you are saying is isit? 聽(tīng)起來(lái)您的意思好像是說(shuō).what do you think of thi

31、s option as a solution? 你認(rèn)為這個(gè)解決方案如何？so what you mean is 您的意思是說(shuō).i hear what you are saying is only interested in 我聽(tīng)到你說(shuō)你們只對(duì)感興趣.you feel you operation people will need yes, necessary您認(rèn)為貴公司業(yè)務(wù)員需要.your understanding is very much appreciated 你們能對(duì)我們理解太好了-健康、高效、創(chuàng)新、進(jìn)取- ask question 有效提問(wèn) how to ask ? 如何做到有效提問(wèn)?

32、-健康、高效、創(chuàng)新、進(jìn)取- ask question 有效提問(wèn)ask questions to 問(wèn)問(wèn)題是為了collect information收集信息enhance persuasion提高說(shuō)服力control and manage the meeting 掌控談判的進(jìn)行keep the other side in activity 讓對(duì)方保持警覺(jué)clarify the ideas and carefully listen to answers 澄清想法并仔細(xì)聆聽(tīng)答復(fù)propose a more balanced alternative to disagreement 提供更平衡的方案以解

33、決歧見(jiàn)-健康、高效、創(chuàng)新、進(jìn)取- how to ask? 如何提問(wèn)？-健康、高效、創(chuàng)新、進(jìn)取- ask question 有效提問(wèn)open questions 開(kāi)放式問(wèn)題use what, how,why, and please使用什么、如何、為什么和請(qǐng)等詞語(yǔ)cant be answered by “yes ”or “no”無(wú)法用“是”或“否”來(lái)回答encourage the other person to give more information鼓勵(lì)對(duì)方提供更多的信息draw out the other persons feeling and opinions發(fā)掘?qū)Ψ降南敕ê陀^點(diǎn)stimu

34、late the other person to think about your ideas激發(fā)對(duì)方思考你的建議-健康、高效、創(chuàng)新、進(jìn)取- ask question 有效提問(wèn)examples of open questions 開(kāi)放式問(wèn)題舉例how is your business?生意怎么樣?why did you always delay your rental payment? 為什么你們總是晚付租金?how do you think we can solves this problem? 你認(rèn)為我們?cè)撊绾谓鉀Q這個(gè)問(wèn)題?how do you think of your monthly

35、turnover of rmb120,000?你怎么看你們每個(gè)月120000的營(yíng)業(yè)額？-健康、高效、創(chuàng)新、進(jìn)取- ask question 有效提問(wèn)detailed probing questions 探究式問(wèn)題be more specific, using: how many, how. long, who, where, when , etc更加具體化，使用：多少、多久、誰(shuí)、哪里、何時(shí)等詞語(yǔ)give a choice ,e .g: do you expand only in shanghai or in whole east china?做出選擇，比如說(shuō)：你們是只在上海地區(qū)發(fā)展還是整個(gè)華東

36、區(qū)？looks like an open question but with a narrower focus看似開(kāi)放式問(wèn)題，但縮小了所能收集信息的范圍-健康、高效、創(chuàng)新、進(jìn)取- ask question 有效提問(wèn)closed questions封閉式問(wèn)題restrict the information you can gather限制您的收集信息范圍obtain the other persons commitment to a definite position明確對(duì)方的立場(chǎng)direct a conversation to a particular area將談話引導(dǎo)到某個(gè)特定的方面rei

37、nforce a positive statement加強(qiáng)肯定的陳述clarify questions 澄清問(wèn)題-健康、高效、創(chuàng)新、進(jìn)取- ask question 有效提問(wèn)6 types of negotiation questions6 種談判問(wèn)法to generate proposals and positions 產(chǎn)生新的提議或立場(chǎng)to know the tenants argument 了解對(duì)方的爭(zhēng)執(zhí)點(diǎn)to understand the priorities of supplier 了解對(duì)方的優(yōu)先順序to minimize or refuse the proposal of supp

38、lier 減低或拒絕對(duì)方的要求to remind on the consequences of a bad proposal 告知不當(dāng)方案的后果questions on general topics一般性問(wèn)題-健康、高效、創(chuàng)新、進(jìn)取- ask question 有效提問(wèn)generate proposals & positions 產(chǎn)生新的提議或立場(chǎng)what is your proposal ？你的提議是什么？what is your opinion on this rental?你對(duì)租金的看法如何？according to which criteria do you decide to

39、 你決定的依據(jù)是什么？-健康、高效、創(chuàng)新、進(jìn)取- ask question 有效提問(wèn)know the tenants argument了解對(duì)方的爭(zhēng)執(zhí)點(diǎn)why a rental decrease?為什么你們要求降低租金？where are the reasons? why you dont like this location?原因是什么？為什么你們覺(jué)得這個(gè)位置不合適？why do you want to terminate the contract earlier?為什么你們要提前解約？-健康、高效、創(chuàng)新、進(jìn)取- ask question 有效提問(wèn)understand the tenants

40、priority 了解對(duì)方的優(yōu)先順序among these 4 reasons, which one is the most important to you? 這四個(gè)理由，哪個(gè)最重要？could you please classify your requests by order of the priority? 可不可以請(qǐng)你把你的要求排一下優(yōu)先順序？is it detailed enough for you? 這樣夠仔細(xì)嗎？-健康、高效、創(chuàng)新、進(jìn)取- ask question 有效提問(wèn)minimize or refuse the tenants reasons 減低或拒絕對(duì)方的要求in y

41、our opinion, why did your sales drop by 40%? 你覺(jué)得營(yíng)業(yè)額下降40%的原因是什么？what are your sources of information? 你信息的來(lái)源是什么？did you check this information? 你查過(guò)這個(gè)信息的真實(shí)性嗎？on the contrary, our hypermarket sales increased by 30% in the first 4 months of this year!恰恰相反,我們賣(mài)場(chǎng)的營(yíng)業(yè)額今年前四個(gè)月增長(zhǎng)了30%!-健康、高效、創(chuàng)新、進(jìn)取- ask question

42、有效提問(wèn)show the consequence of a bad proposal 告知不當(dāng)方案的后果did you evaluate the consequences of this ? 你評(píng)估過(guò)后果嗎？did you estimate the loss of turn over? 你有沒(méi)有算過(guò)營(yíng)業(yè)額的損失？have you considered the loss of image? 你有沒(méi)有考慮過(guò)在形象上的損失？-健康、高效、創(chuàng)新、進(jìn)取- ask question 有效提問(wèn)general topics 一般性問(wèn)題what is the weight of carrefour in you

43、r sales turnover ? 春天百貨在你們公司的營(yíng)業(yè)額占比是多少？what is your commercial policy? 你們公司的商業(yè)政策是什么？who is your new expansion manager? 誰(shuí)是你們公司新上任的拓展經(jīng)理？-健康、高效、創(chuàng)新、進(jìn)取-answers 應(yīng)答藝術(shù)how to answer ? 如何應(yīng)答？when the question needs to be thought about 對(duì)某些應(yīng)答問(wèn)題需要再思考時(shí)的策略讓對(duì)方再重復(fù)一下或解釋一下如有人打岔,不妨讓他干擾一下可以暗示你的助手,適當(dāng)?shù)貙⒃掝}扯遠(yuǎn)一些when the answer

44、s inconvenience 對(duì)某些應(yīng)答問(wèn)題不便回答時(shí)的策略顧左右而言他用數(shù)據(jù)或資料不全為借口 需請(qǐng)示領(lǐng)導(dǎo)或有關(guān)方面“讓我們?cè)傺芯恳幌隆?健康、高效、創(chuàng)新、進(jìn)取-answers 應(yīng)答藝術(shù)examples of answers 應(yīng)答藝術(shù)舉例i want to know your comment before the answer 在回答你的問(wèn)題之前,我想聽(tīng)聽(tīng)貴公司的觀點(diǎn)i am sorry, we need discuss for your questions很抱歉,對(duì)您提及的問(wèn)題,我們需要再研究研究could you repeat ,i dont understand your meanin

45、g?我不太清楚您所說(shuō)的含義是什么,是否請(qǐng)您再說(shuō)一次?our rental are high, but 我們的租金是高了一點(diǎn),但是.-健康、高效、創(chuàng)新、進(jìn)取- persuade 說(shuō)服藝術(shù)how to persuade ? 如何說(shuō)服？lets have same comments取得共同語(yǔ)言find the needs of the other one 針對(duì)對(duì)方的心理,發(fā)現(xiàn)對(duì)方的需要set up the opinion according the needs of the other one根據(jù)對(duì)方的需求,建立心得信念-健康、高效、創(chuàng)新、進(jìn)取- 1.preparation 準(zhǔn)備tools of n

46、egotiation process談判時(shí)所需的工具-健康、高效、創(chuàng)新、進(jìn)取- 1.preparation 準(zhǔn)備what are the benefits of preparation? 準(zhǔn)備工作的益處?-健康、高效、創(chuàng)新、進(jìn)取- 1.preparation 準(zhǔn)備what are the benefits of preparation？準(zhǔn)備工作的益處所在information enables negotiators anticipate objectives/questions/answers/objections from the tenant有關(guān)信息使談判能夠預(yù)測(cè)目標(biāo)/問(wèn)題/答案/租戶(hù)的異

47、議actually saves time, reduces stress, results in a more effective negotiation切實(shí)節(jié)省時(shí)間、減低壓力，使談判更有效avoids being caught off guard防止對(duì)手攻己不備-健康、高效、創(chuàng)新、進(jìn)取- 1.preparation 準(zhǔn)備what are the benefits of preparation？準(zhǔn)備工作的益處所在improves management of the supplier在談判過(guò)程中更具說(shuō)服力to be more convincing during a negotiation 展示出

48、一種職業(yè)化形象communicates the impression of professionalism對(duì)更高水準(zhǔn)技能的要求談判桌前的高手都是來(lái)自于-談判前的精心準(zhǔn)備工作!以努力實(shí)現(xiàn)目標(biāo)為主，以少說(shuō)而精為輔。-健康、高效、創(chuàng)新、進(jìn)取-the negotiation process談判過(guò)程negotiation preparation 談判前的準(zhǔn)備if you fail to prepare you prepare to fail 知己知彼，百戰(zhàn)不殆-健康、高效、創(chuàng)新、進(jìn)取-three steps of negotiation 談判的三個(gè)步驟negotiation preparation談判前

49、的準(zhǔn)備negotiation process談判的過(guò)程negotiation result follow up談判結(jié)果的跟蹤-健康、高效、創(chuàng)新、進(jìn)取- actual negotiation 談判過(guò)程-健康、高效、創(chuàng)新、進(jìn)取-actual negotiation談判過(guò)程 1.introduction介紹be on time with all necessary documents and materials 準(zhǔn)時(shí)出席，攜帶必要的文件和材料manage your schedule effectively有效的管理自己的計(jì)劃表be polite and professional and image彬

50、彬有禮、職業(yè)化及形象your credibility你的威信present name card if this is the first negotiation 若是首次談判，請(qǐng)呈遞名片ensure that the contact is the decision-maker 確保對(duì)方是決策者if not, give enough time for respect如果對(duì)方不是決策者，仍應(yīng)加以會(huì)談，以示尊敬-健康、高效、創(chuàng)新、進(jìn)取-actual negotiation談判過(guò)程 1.introduction介紹state the purpose of the negotiation 陳述談判目的t

51、ake control of the negotiation right from the beginning 始終主導(dǎo)談判communicate carrefours desire for mutual benefit闡明春天百貨的“互利”愿望know your objectives清楚自己的目標(biāo)know your ideal and acceptable target levels清楚自己的理想目標(biāo)水準(zhǔn)和可接受目標(biāo)水準(zhǔn)-健康、高效、創(chuàng)新、進(jìn)取-actual negotiation談判過(guò)程 2. discovery 發(fā)現(xiàn) clear up any previous problems or o

52、utstanding issues first 清除任何遺留問(wèn)題或突出事宜 .make the counterpart present their position first 使對(duì)方首先呈明其立場(chǎng) .understand the reasons 理解他們確立立場(chǎng)的原因及理由-健康、高效、創(chuàng)新、進(jìn)取-actual negotiation談判過(guò)程 3. negotiate 談判be aware of common negotiation tactics and blocks了解常見(jiàn)的談判策略及障礙use communication skills throughout the negotiatio

53、n to gather information and clarify understanding在談判過(guò)程中，運(yùn)用溝通技巧收集信息并澄清自己的理解ensure that you are “armed” with good, complete information 確保自己掌握良好且完善的信息dont be caught off-guard! 謹(jǐn)防對(duì)手攻己不備-健康、高效、創(chuàng)新、進(jìn)取-actual negotiation談判過(guò)程 3. negotiate 談判dont be distracted切勿精神不集中stress the advantages the tenant will rece

54、ive and minimize those that you will obtain 強(qiáng)調(diào)租戶(hù)將會(huì)得到的益處，最大限度地淡化自身所將獲得的益處-健康、高效、創(chuàng)新、進(jìn)取-actual negotiation談判過(guò)程 3. negotiate 談判5 negotiation strategy 5種談判策略 pricing strategy報(bào)價(jià)策略 conceding strategy讓步策略 refuse strategy拒絕策略 ultimatum strategy“最后通牒”策略 sign strategy簽約策略-健康、高效、創(chuàng)新、進(jìn)取- negotiation ability test 談判能力測(cè)驗(yàn)以下是不同情況下的談判能力測(cè)驗(yàn)，每個(gè)案例均給出了幾種常見(jiàn)的選項(xiàng)，根據(jù)這些選項(xiàng)，下面又給出了相應(yīng)的評(píng)估。你可以根據(jù)這些談判案例來(lái)學(xué)習(xí)好的談判方法，并了解不當(dāng)?shù)恼勁蟹椒ǖ氖д`之處。-健康、高效、創(chuàng)新、進(jìn)取-negotiation ability test 談判能力測(cè)驗(yàn)1. 挑戰(zhàn)或順從你的導(dǎo)演案例描述你是出道不久的小牌演員，導(dǎo)演以50萬(wàn)元的片酬請(qǐng)你拍行情300萬(wàn)元的新片，你