【正文】 定義及公司原則 ? The negotiation phases ? 談判階段 Negotiation preparation談判準(zhǔn)備 Negotiation Process談判過(guò)程 Negotiation result follow up談判跟蹤 健康、高效、創(chuàng)新、進(jìn)取 The negotiation process 談判過(guò)程 ? Negotiation Preparation 談判前的準(zhǔn)備 ? Negotiation Process 談判的過(guò)程 ? Negotiation result follow up 談判結(jié)果的跟蹤 健康、高效、創(chuàng)新、進(jìn)取 準(zhǔn)備 ? What is the appropriate percentage of time you ? should give to preparation before starting Negotiation? ? 多少時(shí)間用于談判的準(zhǔn)備工作是合理的？ 健康、高效、創(chuàng)新、進(jìn)取 The negotiation process 談判過(guò)程 ? Negotiation Preparation 談判前的準(zhǔn)備 ? Negotiation Process 談判的過(guò)程 ? Negotiation result follow up 談判結(jié)果的跟蹤 健康、高效、創(chuàng)新、進(jìn)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(gè)小時(shí)來(lái)砍一棵樹(shù)，我會(huì)用前六個(gè)小時(shí)來(lái)磨利斧子 ? 亞伯拉罕 .林墾 ? What’s the equivalent in Chinese? ? 中國(guó)有句什么類(lèi)似的話(huà)？ ? 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(jìn)取 準(zhǔn)備 ? What to be prepared before Negotiation? ? 談判前應(yīng)做哪些準(zhǔn)備工作 ? 健康、高效、創(chuàng)新、進(jìn)取 準(zhǔn)備 ? What to be prepared1 準(zhǔn)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(gè)購(gòu)物中心的策略 、 租金預(yù)算和改造計(jì)劃等方面的目標(biāo) ?? ? Spend time on a detailed analysis of the tenant situation. ? 花時(shí)間來(lái)仔細(xì)分析和了解每個(gè)租戶(hù)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(jìn)取 準(zhǔn)備 ? What to be prepared 準(zhǔn)備的內(nèi)容二 ? This activity should define the negotiation strategies percategory /tenant and fix the targeted conditions. ? 通過(guò)準(zhǔn)備 , 針對(duì)某個(gè)分類(lèi)或某個(gè)特定的租戶(hù) , 來(lái)制定談判的策略并確定目標(biāo)合同條款 ? At the end, a negotiation file will have to be set up for each tenant. ? 最后 ,要準(zhǔn)備各個(gè)租戶(hù)的 談判文件 健康、高效、創(chuàng)新、進(jìn)取 準(zhǔn)備 ? Are you ready to negotiate? ? 你是否準(zhǔn)備好了談判？ ? ?Negotiation target ? 談判目標(biāo) ? ?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(jìn)取 準(zhǔn)備 ? Negotiation Target ? 談判目標(biāo) ? What Needs ? 明確 想要 和 需要 ? ?Needs are main target Want are secondary target ? 需要是主要目標(biāo)，想要是次要目標(biāo) ? ?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(jìn)取 準(zhǔn)備 ? WinWin Mindset 雙贏思維 ? ?Long term vision 有長(zhǎng)期配合的遠(yuǎn)見(jiàn) ? ?Use “WE”使用 “ 我們 ” 的字眼 ? ?Mutual benefits 彼此都能獲得好處 ? ?Open objective 開(kāi)放、客觀 ? ?Share information 分享信息 ? ?Listen and balance talking ratio 聆聽(tīng)并且平衡說(shuō)話(huà)的比例 ? ?Find solution together 一起解決問(wèn)題或障礙 ? ?Concede if necessary 必要時(shí)雙方各退一步 健康、高效、創(chuàng)新、進(jìn)取 準(zhǔn)備 ? Communication Skills 溝通技巧 ?Active Listening 積極傾聽(tīng) ?Ask Question 有效提問(wèn) ?Answer 應(yīng)答藝術(shù) ?Persuade 說(shuō)服藝術(shù) 健康、高效、創(chuàng)新、進(jìn)取 Active Listening 積極傾聽(tīng) What is Active Listening? 什么是傾聽(tīng) ? 健康、高效、創(chuàng)新、進(jìn)取 Active Listening 積極傾聽(tīng) ?? Listen to others with interest and acceptance 帶著興趣和開(kāi)放的心態(tài)去聽(tīng) ?? 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(jìn)取 Active Listening 積極傾聽(tīng) Listening Techniques 傾聽(tīng)技巧 Summarizing總結(jié) ?Positive feedback 積極反饋 ?Paraphrasing 重述 ?Open questions 開(kāi)放式問(wèn)題 ?“I” Language語(yǔ)言 健康、高效、創(chuàng)新、進(jìn)取 Active Listening 積極傾聽(tīng) 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(shuō)的是（聽(tīng)起來(lái)好像）你們不喜歡一樓到底的那個(gè)空位，倒是對(duì)靠近入口的地方很感興趣？你同意嗎？我理解對(duì)嗎？你是這個(gè)意思嗎？ 健康、高效、創(chuàng)新、進(jìn)取 Active Listening 積極傾聽(tīng) 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(lái)看我，看到你太高興了！ ”“ 這個(gè)主意太棒了，你為何不去嘗試一下呢，讓我知道進(jìn)展怎樣！ ” 健康、高效、創(chuàng)新、進(jìn)取 Active Listening 積極傾聽(tīng) Positive Feedback Exercise 積極反饋 的練習(xí) 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?yàn)樗麤](méi)能參加第一天的培訓(xùn)。但是，今天他還是鼓足勇氣參加了第二天的培訓(xùn)。 How would you respond? 你會(huì)如何反饋？ 健康、高效、創(chuàng)新、進(jìn)取 Active Listening 積極傾聽(tīng) ? 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(jiǎn)直難以置信經(jīng)過(guò)這么艱辛和疲憊的談判我們還