吳昀橋-商務(wù)談判ppt課件

1、Business Negotiation吳昀橋 博artinwyq1632021年Resume 資質(zhì)：管理學(xué)博士上海外國語大學(xué)國際工商管理學(xué)院教師嘉善咨詢總經(jīng)理昭融匯利董事、副總經(jīng)理亨正商貿(mào)監(jiān)事長英國倫敦城市行業(yè)協(xié)會(huì)CITY & GUILDS PITMAN QUALIFICATIONS國際職業(yè)培訓(xùn)導(dǎo)師PTTProfessional Trainer Training高級(jí)職業(yè)培訓(xùn)師背景：同濟(jì)大學(xué)企業(yè)管理專業(yè)博士畢業(yè)，獲管理學(xué)博士學(xué)位參編企業(yè)管理學(xué)著作1部，發(fā)表管理學(xué)期刊論文十余篇參與三項(xiàng)國家級(jí)科研課題曾任九華咨詢培訓(xùn)中心主任、資深咨詢顧問/天風(fēng)證券投資銀行三部總經(jīng)理200

2、2年開場進(jìn)入職業(yè)培訓(xùn)領(lǐng)域2006年開場進(jìn)入咨詢領(lǐng)域2021年開場進(jìn)入金融領(lǐng)域ThinkingWhy?Negotiations take place in our routine life and occur everywhereShoppingHouseworkRoommateDemolitionProcurement WTOAnti-dumpingNuclear crisis What?BibleDefinitionNegotiation is defined as a process by which two or more parties reach agreement on matte

3、rs of common interest.PartiesIssuesAlternativesPositionsInterest Communication A real story about a insurance marketing caseHow?Prenegotiation planningDefining the issuesKnowing ones positionKnowing the other sides positionKnowing the competitionKnowing ones negotiation limitsDeveloping strategies a

4、nd tacticsPlanning the negotiation meetingGoing Into NegotiationsInitiating negotiationMaking the first offerOpening high/lowOvercoming objectionsInfluencing negotiationTrading concessionsDevelop a concession strategyFlexibility in negotiatingConcession patterns1、【0/0/0/60】2、【15/15/15/15】3、【8/13/17/

5、22】4、【22/17/13/8】5、【26/20/12/2】6、【49/10/0/1】7、【50/10/-1/+1】8、【60/0/0/0】Negotiating pricePricing factorsInto negotiationsDiscussion?Closing the dealClose of negotiationsMethods of closing negotiationsChoosing a closing methodTime to closeSigning a contractDiscussion?RenegotiationReasons for renegotia

6、tionReducing the need to renegotiateTypes of renegotiationApproaches to renegotiationDegree?Communication skillsCommunication-related problems Communication foundationImproving communication in negotiationListeningSOFTENSmileOpen postureForward leanToneEye communicationsNodAsking questionsBody langu

7、ageStyle differences among negotiatorsCompetitive strategies and tacticsFundamental strategiesTactical tasksDisruptive actionAlliance with outsidersSchedule manipulationCommitment Dealing with typical hardball tacticsCooperative strategies and tacticsKey steps in the cooperative negotiation processF

8、actors that facilitate successful cooperative negotiationNegotiating powerSources of powerKnowing various aspects of the businessKnowing the other partyKnowing the competitionDeveloping options and alternativesSetting the agendaNegotiating in ones own environmentHaving time to negotiate and setting

9、deadlinesListeningKnowing the bottom lineDecision making/commitment powerEstimating negotiating powerSources of powerYoursTheirs Understanding the other partyKnowing the competitionHaving expertiseHaving options and alternativesSetting the agendaUsing home-court advantageHaving timeUsing listening a

10、nd questioning skillsWalking away/bottom lineBeing able to commitTotals Do not have power1Have limited power2Do not know the power3Have some power4Have a great deal of negotiating power540/3539/34Stakeholders A real story about a “pit father acquisitionDetails A real story about a consulting project

11、2021 output valueScenicOutput value（hundred million）Huangshan202.14Huyishan106.6Jiugongshan59Zhangjiajie56.2Dujiangyan50.5Putuoshan26.81Wutaishan21.836Wudangshan11.8Shennongjia0.6956OrganizationPerformanceSalaryPromotionReward and PunishmentInfluenceResponsibilitiesJobDepartmentMultiple DepartmentsS

12、trategyAuthorized departmentDirect superiorMinisterVice General ManagerGeneral ManagerExecutive meetingRewardDegree+1+2+3+4+5SubstanceXXXXXXXXXXXXXXXSpiritXXXXXXXXXXXXXXXDirectionsPunishmentDegree-1-2-3-4-5SubstanceXXXXXXXXXXXXXXXSpiritXXXXXXXXXXXXXXXDirectionsInternational business negotiationNegotiation EnvironmentLegal pluralismPolitical pluralismCurrency fluctuations and foreign exchangeForeign government controls and bureaucracyInstability and changeCultural differencesIdeological differencesExternal stakeholdersEffect of culture on negotia