【正文】 定義及公司原則 ? The negotiation phases ? 談判階段 Negotiation preparation談判準備 Negotiation Process談判過程 Negotiation result follow up談判跟蹤 健康、高效、創(chuàng)新、進取 The negotiation process 談判過程 ? Negotiation Preparation 談判前的準備 ? Negotiation Process 談判的過程 ? Negotiation result follow up 談判結(jié)果的跟蹤 健康、高效、創(chuàng)新、進取 準備 ? What is the appropriate percentage of time you ? should give to preparation before starting Negotiation? ? 多少時間用于談判的準備工作是合理的？ 健康、高效、創(chuàng)新、進取 The negotiation process 談判過程 ? Negotiation Preparation 談判前的準備 ? Negotiation Process 談判的過程 ? Negotiation result follow up 談判結(jié)果的跟蹤 健康、高效、創(chuàng)新、進取 ? If I had nine hours to cut down a tree,I would spend the first six sharpening the axe. Abraham Lincoln ? 如果我有九個小時來砍一棵樹，我會用前六個小時來磨利斧子 ? 亞伯拉罕 .林墾 ? What’s the equivalent in Chinese? ? 中國有句什么類似的話？ ? 磨刀不誤砍柴工 ! ? 工欲善其事 , 必先利其器 . 健康、高效、創(chuàng)新、進取 準備 ? What to be prepared before Negotiation? ? 談判前應(yīng)做哪些準備工作 ? 健康、高效、創(chuàng)新、進取 準備 ? What to be prepared1 準備的內(nèi)容一 ? Take into account the shopping mall target in termsof strategy, rental budget, remodelling plans, etc. ? 必須考慮每個購物中心的策略 、 租金預算和改造計劃等方面的目標 ?? ? Spend time on a detailed analysis of the tenant situation. ? 花時間來仔細分析和了解每個租戶的狀況 ?? ? Tenant pany operation situation?? ? Tenant petitor situation ?? ? Tenant shops in Carrefour?? ? Tenant expansion plan for the next few years1. 健康、高效、創(chuàng)新、進取 準備 ? What to be prepared 準備的內(nèi)容二 ? This activity should define the negotiation strategies percategory /tenant and fix the targeted conditions. ? 通過準備 , 針對某個分類或某個特定的租戶 , 來制定談判的策略并確定目標合同條款 ? At the end, a negotiation file will have to be set up for each tenant. ? 最后 ,要準備各個租戶的 談判文件 健康、高效、創(chuàng)新、進取 準備 ? Are you ready to negotiate? ? 你是否準備好了談判？ ? ?Negotiation target ? 談判目標 ? ?WinWin Mindset ? 雙贏思維 ? ?Communication skills ? 溝通技巧 ? ?Necessary tools ? 必要的工具 健康、高效、創(chuàng)新、進取 準備 ? Negotiation Target ? 談判目標 ? What Needs ? 明確 想要 和 需要 ? ?Needs are main target Want are secondary target ? 需要是主要目標，想要是次要目標 ? ?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、進取 準備 ? WinWin Mindset 雙贏思維 ? ?Long term vision 有長期配合的遠見 ? ?Use “WE”使用 “ 我們 ” 的字眼 ? ?Mutual benefits 彼此都能獲得好處 ? ?Open objective 開放、客觀 ? ?Share information 分享信息 ? ?Listen and balance talking ratio 聆聽并且平衡說話的比例 ? ?Find solution together 一起解決問題或障礙 ? ?Concede if necessary 必要時雙方各退一步 健康、高效、創(chuàng)新、進取 準備 ? Communication Skills 溝通技巧 ?Active Listening 積極傾聽 ?Ask Question 有效提問 ?Answer 應(yīng)答藝術(shù) ?Persuade 說服藝術(shù) 健康、高效、創(chuàng)新、進取 Active Listening 積極傾聽 What is Active Listening? 什么是傾聽 ? 健康、高效、創(chuàng)新、進取 Active Listening 積極傾聽 ?? Listen to others with interest and acceptance 帶著興趣和開放的心態(tài)去聽 ?? 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、進取 Active Listening 積極傾聽 Listening Techniques 傾聽技巧 Summarizing總結(jié) ?Positive feedback 積極反饋 ?Paraphrasing 重述 ?Open questions 開放式問題 ?“I” Language語言 健康、高效、創(chuàng)新、進取 Active Listening 積極傾聽 Summarizing example 總結(jié) 的例子 “ What I heard you say was that (It sounds like) you don’t like the space on first floor in the far end of 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? ” 你說的是（聽起來好像）你們不喜歡一樓到底的那個空位，倒是對靠近入口的地方很感興趣？你同意嗎？我理解對嗎？你是這個意思嗎？ 健康、高效、創(chuàng)新、進取 Active Listening 積極傾聽 Positive Feed back example 積極反饋 的例子 “ Thanks for dropping by my office today, its great to see you!” “ Great idea, why don’t you try it, let me know what happens! ” “謝謝你今天到我辦公室來看我，看到你太高興了！ ”“ 這個主意太棒了，你為何不去嘗試一下呢，讓我知道進展怎樣！ ” 健康、高效、創(chuàng)新、進取 Active Listening 積極傾聽 Positive Feedback Exercise 積極反饋 的練習 John is embarrassed that he couldn’t attend the day one training. Today, he took courage to attend the day two training. 約翰很慚愧因為他沒能參加第一天的培訓。但是，今天他還是鼓足勇氣參加了第二天的培訓。 How would you respond? 你會如何反饋？ 健康、高效、創(chuàng)新、進取 Active Listening 積極傾聽 ? Paraphrasing Example 重述 的例子 ? “ I can’t believe that after all that hard and weary ? negotiation we didn’t make a deal!”you respond “So you can’t believe that after all hard work, you didn’t get the deal.”…”No, I’m so angry” ? “我簡直難以置信經(jīng)過這么艱辛和疲憊