課程意義:

      對(duì)價(jià)格和條款的重新談判蒂秘、稅率的增長(zhǎng)隆敢、競(jìng)爭(zhēng)愈發(fā)激烈的市場(chǎng)......有時(shí)候這些情況會(huì)讓一些優(yōu)秀的談判者感到束手無(wú)策蜒什，覺(jué)得在常規(guī)談判中行之有效的工具和方法不再適用。

      本課程旨在通過(guò)一系列的實(shí)踐和練習(xí)财剖，讓銷(xiāo)售人員掌握相關(guān)工具和方法，從而為更復(fù)雜的談判情境（多個(gè)談判對(duì)象实檀、雙方不平等的力量關(guān)系读规，以及高風(fēng)險(xiǎn)的談判）做準(zhǔn)備，并有效實(shí)施談判杉允。

課程大綱

1. 準(zhǔn)備談判策略

   識(shí)別出談判對(duì)客戶(hù)的重要程度

   識(shí)別出談判對(duì)企業(yè)、對(duì)個(gè)人的重要程度

   確定客戶(hù)公司中涉及到的談判人員數(shù)量

   了解客戶(hù)/潛在客戶(hù)在談判中的個(gè)性

2. 從談判一開(kāi)始就重新構(gòu)建力量關(guān)系

   談判中引起不穩(wěn)定性的因素

      時(shí)間

      選擇

      權(quán)重

      影響

      信息

      制裁

   后退一步叔磷，接受談判的規(guī)則

   知道如何等待時(shí)機(jī)拢驾，不要在不利的局面中進(jìn)行談判

   使用正確的杠桿，重新建立談判中的力量關(guān)系

3.  堅(jiān)定自信改基、讓自己的論證具有價(jià)值

   堅(jiān)定自信繁疤，識(shí)別出談判的自然趨勢(shì)

   對(duì)談判中的堅(jiān)定自信做必要的反思

   克服談判中的3大類(lèi)困難：

      石頭墻

      咄咄逼人的攻擊

      操縱

4. 發(fā)展個(gè)人資源，使得談判獲利

   在談判中找到并消除自身的不信任感

   找到并消除對(duì)方的不信任感

   建立與對(duì)方的平等立場(chǎng)秕狰，提升自身談判能力

Program Outline：

1. Preparing negotiation strategies

   Identifying how important the negotiation is to your client

   Identifying how important the negotiation to a business or an individual

   Defining the number of people in your client you need to negotiate with

   Knowing the negotiation styles of your customer / potential customer

2. Building your strength from the start of the negotiation

   Elements that may lead to uncertainties in the negotiation

      Time

      Choice

      Weight

      Influence

      Information

      Sanction

   Stepping back and accepting the negotiation rules

   Knowing when to wait, and don’t negotiate in adverse situations

   Using the right lever to restructure the strength in the negotiation

3. Being assertive and making your arguments valuable

   Being assertive and identifying the trends in your negotiation

   Being assertive and reflecting, if necessary, in the negotiation

   Overcoming three types of difficulties that may crop up in the negotiation

      ‘Stone wall’

      Aggressive attack

      Manipulation

4. Tapping your own resources which may benefit your negotiation

   Finding and easing mistrust in yourself in the negotiation

   Finding and easing mistrust in the other party in the negotiation

   Putting yourself on an equal footing with your counterpart and improving your negotiation ability

主辦單位

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