【正文】 e “armed” with good, plete information ? 確保自己掌握良好且完善的信息 ? ?Don’t be caught offguard! ? 謹防對手攻己不備 健康、高效、創(chuàng)新、進取 Actual Negotiation 談判過程 3. Negotiate 談判 ?Don’t be distracted 切勿精神不集中 ?Stress the advantages the tenant will receive and minimize those that you will obtain 強調租戶將會得到的益處，最大限度地淡化自身所將獲得的益處 健康、高效、創(chuàng)新、進取 Actual Negotiation 談判過程 3. Negotiate 談判 5 Negotiation strategy 5種談判策略 ?Pricing strategy報價策略 ?Conceding strategy讓步策略 ?Refuse strategy拒絕策略 ?Ultimatum strategy“最后通牒 ” 策略 ?Sign strategy簽約策略 健康、高效、創(chuàng)新、進取 Negotiation Ability Test 談判能力測驗 ? 以下是不同情況下的談判能力測驗，每個案例均給出了幾種常見的選項，根據這些選項，下面又給出了相應的評估。 健康、高效、創(chuàng)新、進取 Shopping Mall Principles 招商部的談判原則 ? A fair and promising partnership must be developed between our tenant and us. ? 必須與租戶建立起一種公平而且有發(fā)展前途的 合作關系 ? Negotiations are prepared according to a rational approach and are based on accurate data : ? 談判要以 合理的方法 去準備 , 談判準備工作要建立在準確的數據基礎上 ? The results of negotiations should optimize the rental in value, the tenant mix and the longterm and sustainable relationship development with our tenants. ? 談判的結果必須使租金收入和租戶 組合最優(yōu)化 ,同時要有助于建立 ? 與租戶之間的長期可持續(xù)發(fā)展的關系。About PCD Stores Group Negotiation Skill Training For Leasing Manager 招商經理談判技能培訓 STANLEY SUN JULY 27, 2023 健康、高效、創(chuàng)新、進取 Objectives of the Workshop 培訓目標 Improve the negotiation quality. 提高談判質量 . ?Aware of importance of the preparation and followup 提高對準備工作及后續(xù)跟蹤重要性的認識 ?Design processes to improve preparation and followup 設計能夠改進準備工作及后續(xù)跟蹤的程序 ?Apply munication skills in negotiation 了解在談判中溝通技能的運用 ?Share experiences 交流經驗 健康、高效、創(chuàng)新、進取 Contents 內容 Definition and pany principles 定義及公司原則 The negotiation phases 談判階段 Simulated negotiation 模擬談判 Experience Sharing, Successful Cases and Questions Answers 經驗分享、成功案例和問題解答 健康、高效、創(chuàng)新、進取 Definition and pany principles 定義及公司原則 The negotiation phases 談判階段 Simulated negotiation 模擬談判 Experience Sharing, Successful Cases and Questions Answers 經驗分享、成功案例和問題解答 健康、高效、創(chuàng)新、進取 Question問題 What is Negotiation 什么是談判？ 健康、高效、創(chuàng)新、進取 Definition of negotiation 談判的定義 ? 談判是由彼此依賴但又沒有完全相同的資源的雙方來作出一個決策的過程。 ? Agreements are followedup throughout the tenancy period ? to ensure that objectives are achieved. ? 整個合同期限內要對合同進行跟蹤以確保目標的實現。 ” 健康、高效、創(chuàng)新、進取 Active Listening 積極傾聽 ? Give others a chance to clarify or explain 給別人機會以澄清或解釋 ? ?Emphasize important points ? 強調重點 ? ?Calms a conflict on an intensive situation ? 在緊張和爭執(zhí)時可以緩和沖突 ? ?Helps other people clarify own thinking ? 幫助對方澄清觀點 ? ?Manage your emotions ? 管理你的情緒 ? ?Encourages Other People to Share Information ? 鼓勵對方提供信息 ? ?Increase the other party’s trust in you ? 加強對方的對自己的信任感 健康、高效、創(chuàng)新、進取 Examples Of Active Listening 積極傾聽實例 ? It sounds Like What You Are Saying Is …Isit? 聽起來您的意思好像是說 …. ? What do you think of this option as a solution? 你認為這個解決方案如何？ ? So What You Mean Is 您的意思是說 …. ? I hear what you are saying is only interested in …我聽到你說你們只對 …感興趣 . ? You Feel You Operation People Will need …yes, necessary您認為貴公司業(yè)務員需要 …. ? Your understanding is very much appreciated … ? 你們能對我們理解太好了 … 健康、高效、創(chuàng)新、進取 Ask Question 有效提問 How to ask ? 如何做到有效提問 ? 健康、高效、創(chuàng)新、進取 Ask Question 有效提問 Ask questions to 問問題是為了 ? Collect information ? 收集信息 ? ?Enhance persuasion ? 提高說服力 ? ?Control and manage the meeting ? 掌控談判的進行 ? ?Keep the other side in activity ? 讓對方保持警覺 ? ?Clarify the ideas and carefully listen to answers ? 澄清想法并仔細聆聽答復 ? ?Propose a more balanced alternative to disagreement ? 提供更平衡的方案以解決歧見 健康、高效、創(chuàng)新、進取 How to ask? 如何提問？ 健康、高效、創(chuàng)新、進取 Ask Question 有效提問 ? Open Questions 開放式問題 ? ?Use What, How,Why, and Please ? 使用什么、如何、為什么和請等詞語 ? ?Can’t be Answered by “Yes ”or “No” ? 無法用 “ 是 ” 或 “ 否 ” 來回答 ? ?Encourage the Other Person to Give More Information ? 鼓勵對方提供更多的信息 ? ?Draw Out the Other Person’s Feeling and Opinions ? 發(fā)掘對方的想法和觀點 ? ?Stimulate the Other Person to Think About Your Ideas ? 激發(fā)對方思考你的建議 健康、高效、創(chuàng)新、進取 Ask Question 有效提問 ? Examples Of Open Questions 開放式問題舉例 ? ?How is your business? ? 生意怎么樣 ? ? ?Why did you always delay your rental payment? 為什么你們總是晚付租金 ? ? ?How do you think we can solves this problem? 你認為我們該如何解決這個問題 ? ? ?How do you think of your monthly turnover of rmb120,000? ? 你怎么看你們每個月 120230的營業(yè)額？ 健康、高效、創(chuàng)新、進取 Ask Question 有效提問 ? Detailed Probing Questions 探究式問題 ? ?Be More Specific, Using: How Many