管理溝通與商務(wù)談判的定義-免費閱讀
【正文】 下午12時47分47秒下午12時47分12:47:4724.11.17 每天都是美好的一天，新的一天開啟。12:47:4712:47:4712:4711/17/2024 12:47:47 PM 做一枚螺絲釘，那里需要那里上。你的一名最優(yōu)秀的推銷員告訴你說，你的一個大客戶已經(jīng)投靠了另一家供應(yīng)商，投靠的具體原因不詳。更有甚者，他居然不承認你工作的高效率，但是他愿意同你就加薪的問題進行交談。 第二步：挑起競爭，爭相抬價。這是一家極小的公司。談判進行到這個階段，人們都認為哥倫比亞廣播公司已經(jīng)穩(wěn)操勝券了。用美國廣播公司體育部主任茹思,Case13： 蘇聯(lián)人與美國人 出售奧運會電視轉(zhuǎn)播權(quán)一直是主辦國的一項重大權(quán)益。當美方代表講完后，征求日方代表的意見，日方代表卻迷惘地表示“聽不明白”，只要求“回去研究一下”?！?引導(dǎo)式提問 “經(jīng)銷這種商品，我方利潤很少，如果不給百分之三的折扣，我方很難以成交。 所期望最佳結(jié)果 Part 5 NEGOTIATING,談 判,Negotiating means taking action in order to achieve a situation acceptable to both parties.,A negotiation is a meeting between two parties, and the objective is to reach an agreement over issues which: are important in both parties’ views may involve conflict between the parties need both parties to work together to achieve their objective,★ 管理者的世界是張談判桌 ★ 談判動力：需要和需要的滿足,談判,談判的要素和種類 談判策略 談判技巧,Negotiation,第一節(jié) 談判的要素和種類,一、談判活動的基本要素 ■ 談判主體 (參與談判的當事人) ■ 談判客體 (談判的議題及內(nèi)容) ■ 談判目的 ■ 談判結(jié)果,CHECKLIST: Negotiating Objectives,What are our objectives? What outcomes do we want? Are our objectives specific, timed, and measurable? Do we have a fallback position? If we were in their shoes, what would our position be? Do we know their objectives? If not, how can we find out? What demands are they likely to make? What concessions are we likely to have to give? Do they know our objectives? Our fallback position? How much room for manoeuvre is there between our two positions? How strongly are we committed to our objectives as a negotiating team? As representatives, how strongly are our constituents behind us? What is the best outcome we can realistically hope for? The worst we would be prepared to settle for?,二、談判的種類,■ 對抗性談判 (“零和”談判，競爭性談判) ■ 合作性談判 (“
公司管理相關(guān)推薦
鄂ICP備17016276號-1