Ray007
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采购谈判技巧和采购成本降低实务（北京，</SPAN>7</SPAN>月</SPAN>17-18</SPAN>日）</SPAN> 【培训日期】</SPAN>2009</SPAN>年</SPAN>7</SPAN>月</SPAN>17-18</SPAN>日</SPAN> 【培训地点】</SPAN>北京</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> 【培训对象】</SPAN>采购部门、相关部门</SPAN> 【课程背景】</SPAN></SPAN> </SPAN></SPAN>采购们会发现我们的世界不是黑白世界，而是充满了矛盾和冲突。这是可以改变的吗？</SPAN> </SPAN></SPAN>您是否常常碰到难以完成的降价任务？随着钢材等材料价格的上涨，您是否对于完成降价忐忑不安？供应商变得越来越难对付？变化的市场越来越难捉摸？公司内日益增大的成本控制压力使得团队间的合作越来越充满了火药味……</SPAN> </SPAN></SPAN>供应商对企业的重要性与日俱增，单从材料成本的角度来看，您通常有</SPAN>50% </SPAN>到</SPAN>85% </SPAN>的成本是支付给供应商的。采购在企业中越来越多地扮演着重要角色。由此，谈判技巧已成为招聘和培训采购人员的一项必要内容。通常采购人员将〉</SPAN>60% </SPAN>的时间用于各种采购谈判，诸如询价，供应商筛选，新产品开发，技术变更及定期的降价活动等等。但是不可忽视的隐性层面，如与供应商正式或非正式的沟通中，都蕴涵了采购谈判的较量。</SPAN> </SPAN></SPAN>如何掌握科学实用的谈判技巧和方法，如何在采购过程中综合利用各种技术和手段有效降低采购成本？博实咨询的本课程将帮您解决工作中的重重谜团！</SPAN> </SPAN> 【课程收益】</SPAN></SPAN> </SPAN></SPAN>■了解影响采购谈判力量的因素</SPAN> </SPAN></SPAN>■了解不同采购谈判风格的特点</SPAN> </SPAN></SPAN>■掌握常用的采购谈判策略和技巧</SPAN> </SPAN></SPAN>■掌握销售员常用的谈判技巧和陷井</SPAN> </SPAN></SPAN>■学会分析采购报价和供应商的成本构成</SPAN> </SPAN></SPAN>■能够制定出采购总成本降低的有效方案</SPAN> </SPAN> 【课程大纲】</SPAN></SPAN> </SPAN> 一、谈判的三个阶段和谈判步骤</SPAN> 二、打有准备之仗：采购谈判前的八项注意</SPAN> </SPAN></SPAN>■供应商低价渗透是好事嘛</SPAN> </SPAN> 三、买卖双方的六种关系</SPAN> 四、谈判者的人性思考</SPAN> </SPAN></SPAN>■谈判人员的五种谈判风格及剖析</SPAN> </SPAN></SPAN>■个人谈判风格测试</SPAN> </SPAN></SPAN>■提问的艺术</SPAN> </SPAN></SPAN>■积极倾听的艺术</SPAN> </SPAN></SPAN>■解读丰富的人类肢体语言</SPAN> </SPAN> 五、知己知彼，百战不殆</SPAN> </SPAN></SPAN>■如何从供应商的眼中看我们？</SPAN> </SPAN></SPAN>■销售眼中的成功采购</SPAN> the successful buyer at sale</SPAN>’</SPAN>s view</SPAN> </SPAN></SPAN>■买卖双方的实力抗衡</SPAN> </SPAN></SPAN>■如何看待自己手中的权力和运用影响力？</SPAN> </SPAN></SPAN>■</SPAN>SWOT</SPAN>模型</SPAN> </SPAN> 六、采购谈判的六项原则</SPAN> Negotiation Principle </SPAN> 七、</SPAN>CCC </SPAN>模型</SPAN> </SPAN>CCC model---- </SPAN>谈判的</SPAN>3</SPAN>维坐标</SPAN> 3 dimensions of negotiation </SPAN></SPAN> </SPAN></SPAN>■博弈理论的应用探讨</SPAN> </SPAN></SPAN>■角色练习</SPAN>/</SPAN>案例分析</SPAN>case study </SPAN></SPAN> </SPAN> 八、不容忽视的文化影响力</SPAN> </SPAN></SPAN>■语言的影响力和使用翻译的原则</SPAN> </SPAN></SPAN>■案例：外资</SPAN>/</SPAN>中资国营</SPAN>/</SPAN>民营企业文化特点和由此注意的谈判方式</SPAN> </SPAN> 九、设计谈判的十大策略</SPAN> </SPAN></SPAN>■成功的谈判团队</SPAN> </SPAN> </SPAN></SPAN>■谈判地点的选择</SPAN> </SPAN> </SPAN></SPAN>■使用谈判计划书</SPAN> </SPAN></SPAN>■案例：美国房产经纪人谈判经典案例</SPAN> </SPAN> 十、谈判会议的五个阶段和注意事项</SPAN> </SPAN></SPAN>■电话谈判</SPAN> </SPAN> 十一、采购需求分析</SPAN> </SPAN></SPAN>■采购材料分类</SPAN>Material Classification </SPAN></SPAN> </SPAN></SPAN>■采购材料的规格要求</SPAN>Requirement and Constraint to Materials </SPAN></SPAN> </SPAN></SPAN>■供应定位模型</SPAN>+</SPAN>供应商感知模型</SPAN> </SPAN></SPAN>■工具使用―――标杆法；</SPAN> </SPAN></SPAN>■如何确认产品合理的功能需求</SPAN> how to define product</SPAN>’</SPAN>s function requirements</SPAN> </SPAN></SPAN>■物料</SPAN>ABC </SPAN>法则应用于产品需求制定</SPAN> </SPAN></SPAN>■角色练习</SPAN>/</SPAN>案例分析</SPAN>case study</SPAN>—产品功能的思考</SPAN> </SPAN></SPAN> </SPAN> 十二、采购成本分析</SPAN>Cost Analysis </SPAN> </SPAN></SPAN>■供应商的四种定价方法</SPAN> 4 types of pricing system</SPAN> </SPAN></SPAN>■全面成本的观念改变了采购人员的角色</SPAN> buyer</SPAN>’</SPAN>s role change due to Total Cost</SPAN> </SPAN></SPAN>■成本构成</SPAN> Cost Structure </SPAN></SPAN> </SPAN></SPAN>■采购方成本构成</SPAN> Buyer side Cost Structure </SPAN> </SPAN></SPAN>■供应商价格构成</SPAN>Supplier</SPAN>’</SPAN>s Price Structure </SPAN> </SPAN></SPAN>■交货周期对于成本的影响</SPAN> delivery term impact on cost</SPAN> </SPAN></SPAN>■价格分析方法</SPAN> Price Analysis----</SPAN>报价单分析的</SPAN>31</SPAN>条经验</SPAN> </SPAN></SPAN>■案例分析</SPAN>1</SPAN> |