Ronnie055
博客自定义分类
|
高效双赢的商务谈判技巧与策略（上海，11</SPAN>月21-22</SPAN>日）</SPAN></SPAN> 【培训时间】</SPAN>2009</SPAN>年11</SPAN>月21-22</SPAN>日</SPAN></SPAN> 【培训地点</SPAN>】上海</SPAN></SPAN></SPAN> 【培训对象】</SPAN>企业经理、采购部、物流部、销售经理、市场部、财务部、销售人员等。</SPAN></SPAN> 【备注说明】</SPAN>本培训班全年循环开课，如有需求，欢迎来电咨询！</SPAN></SPAN> 【课程收益】</SPAN></SPAN> ■制定谈判计划和工作链 </SPAN></SPAN></SPAN></SPAN> ■各自议价模型</SPAN></SPAN></SPAN> ■价格谈判的步骤 </SPAN></SPAN></SPAN></SPAN> ■价格与成本分析的方法</SPAN></SPAN></SPAN> ■买卖双方的开价原理 </SPAN></SPAN></SPAN></SPAN> ■“需求-BATNA</SPAN>”评估模型</SPAN></SPAN></SPAN> ■用“分解法”测算对方底价 </SPAN></SPAN></SPAN></SPAN> ■“相机合同”及“认知对比原理”</SPAN></SPAN></SPAN> ■“决策树”和“沉锚效应” </SPAN></SPAN></SPAN> ■“釜底抽薪”战术与“红鲱鱼策略”</SPAN></SPAN></SPAN> </SPAN> 【课程大纲</SPAN>】</SPAN></SPAN> </SPAN> <B>第一讲：谈判的原则及行动纲领</SPAN></SPAN> ■谈判的三大基本原则 </SPAN></SPAN></SPAN> ■谈判的两种类型及战略</SPAN></SPAN> ■谈判风格与行为表现</SPAN></SPAN> ■价格杠杆原理与跷跷板效应</SPAN></SPAN> ■谈判十要/</SPAN>十不要</SPAN></SPAN> ■谈判认识上的五大误区</SPAN></SPAN> ■买卖双方的价值平衡模型 </SPAN></SPAN> ■利益分</SPAN>歧导致谈判</SPAN></SPAN> ■商务谈判的五大特征</SPAN></SPAN> ■案例分析与讨论</SPAN></SPAN></SPAN> </SPAN> <B>第二讲：谈判战略制定与</SPAN>如何优先掌控谈判节奏</SPAN></SPAN> ■谈判分析的七个核心要素</SPAN></SPAN> ■交易双方合作关系矩阵</SPAN></SPAN> ■谈判战略选择模型</SPAN></SPAN> ■什么情况下不适合谈判</SPAN></SPAN> ■掌控谈判节奏的三要务</SPAN></SPAN> ■谈判战略制定之四步曲</SPAN></SPAN> ■谈判必备的四把武器</SPAN></SPAN> ■影响谈判成功的六大障碍</SPAN></SPAN> ■防范谈判中的九个漏洞</SPAN></SPAN> ■情景模拟谈判</SPAN></SPAN></SPAN> </SPAN> <B>第三讲：谈判兵法、战术与运用</SPAN></SPAN> ■蚕食战之步步为营</SPAN></SPAN> ■防御战之釜底抽薪</SPAN></SPAN> ■游击战之红鲱鱼策略</SPAN></SPAN> ■外围战之谈判升格</SPAN></SPAN> ■决胜战之请君入瓮</SPAN></SPAN> ■影子战之欲擒故纵</SPAN></SPAN> ■攻坚战之打虚头八、用“认知对比法”降低对方戒备</SPAN></SPAN> ■用“沉锚理论”缩小谈判范围</SPAN></SPAN> ■用“相机合同”解决相互争端</SPAN></SPAN> ■案例分析与讨论</SPAN></SPAN></SPAN> </SPAN> <B>第四讲：各自议价的技巧与方法</SPAN></SPAN> 1.</SPAN>各自议价模型</SPAN></SPAN> 2.</SPAN>价格谈判把握的重点</SPAN></SPAN> 3.</SPAN>价格谈判的五个步骤 </SPAN></SPAN> 4.</SPAN>开价与还价的技巧</SPAN></SPAN> 5.</SPAN>影响价格的八大因素</SPAN></SPAN> 6.</SPAN>了解并改变对方底价</SPAN></SPAN> ■打探和测算对方底价</SPAN></SPAN> ■案例：确定最合适的谈判价格区间</SPAN></SPAN> ■影响对方底价的三大因素</SPAN></SPAN> ■改变对方底价的策略</SPAN></SPAN> </SPAN> 7.</SPAN>价格解释的五个要素</SPAN></SPAN> 8.</SPAN>价格解释的注意事项</SPAN></SPAN> 9.</SPAN>价格分析与成本分析的方法</SPAN></SPAN> 10.</SPAN>大型成套项目谈判技巧</SPAN></SPAN> 11.</SPAN>打破谈判僵局最有效的策略</SPAN></SPAN> 12.</SPAN>巧妙使用BATNA</SPAN></SPAN> 13.</SPAN>让步的技巧与策略</SPAN></SPAN> ■案例：不当让步的结果</SPAN></SPAN> ■案例：巧妙的进退策略</SPAN></SPAN> ■案例：步步为营的谈判策略</SPAN></SPAN> </SPAN> 14.</SPAN>用决策树确定最优竞价</SPAN></SPAN> 15.</SPAN>签约的六大要诀</SPAN></SPAN> <B>16.</SPAN><B>情景模拟谈判</SPAN></SPAN> </SPAN> 第五讲：联合谈判的战略与战术</SPAN></SPAN> ■从分配型到一体化谈判</SPAN></SPAN></SPAN> ■联合谈判的核心思想</SPAN></SPAN></SPAN> ■联合谈判的行动框架</SPAN></SPAN></SPAN> ■如何实施联合谈判</SPAN></SPAN></SPAN> ■用相机合同解决争端</SPAN></SPAN></SPAN> ■用后备协议防范风险</SPAN></SPAN></SPAN> ■联合谈判的三大注意事项</SPAN></SPAN></SPAN> ■案例分析</SPAN></SPAN></SPAN> ■情景演练</SPAN></SPAN></SPAN> </SPAN> 第六讲：商务谈判礼仪与各国谈判风格</SPAN></SPAN> ■商务谈判礼仪与礼节</SPAN></SPAN></SPAN> ■美国人的谈判风格</SPAN></SPAN></SPAN> ■日本人的谈判风格</SPAN></SPAN></SPAN> ■ |