【正文】 :57:0008:57Mar2322Mar23 1越是無(wú)能的人，越喜歡挑剔別人的錯(cuò)兒。 :57:0008:57:00March 22, 2023 1他鄉(xiāng)生白發(fā)，舊國(guó)見(jiàn)青山。 ? Agreements are followedup throughout the tenancy period ? to ensure that objectives are achieved. ? 整個(gè)合同期限內(nèi)要對(duì)合同進(jìn)行跟蹤以確保目標(biāo)的實(shí)現(xiàn)。 健康、高效、創(chuàng)新、進(jìn)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(guān)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(zhǔn)備 , 談判準(zhǔn)備工作要建立在準(zhǔn)確的數(shù)據(jù)基礎(chǔ)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(jié)果必須使租金收入和租戶 組合最優(yōu)化 ,同時(shí)要有助于建立 ? 與租戶之間的長(zhǎng)期可持續(xù)發(fā)展的關(guān)系。 2023年 3月 22日星期三 上午 8時(shí) 57分 0秒 08:57: 1比不了得就不比，得不到的就不要。 08:57:0008:57:0008:57Wednesday, March 22, 2023 1知人者智，自知者明。 08:57:0008:57:0008:573/22/2023 8:57:00 AM 1越是沒(méi)有本領(lǐng)的就越加自命不凡。 08:57:0008:57:0008:57Wednesday, March 22, 2023 1乍見(jiàn)翻疑夢(mèng)，相悲各問(wèn)年。 ? Third point is to be friendly, to improve at least not to damagethe other party’s interest. On the premise of make mutual benefits to gain the result of WINWIN, not to satisfy your selfinterest by your side, if only one part attain its objective, we say it wont’be a real WINWIN negotiation. 健康、高效、創(chuàng)新、進(jìn)取 Your Story 你的故事 ? Experience Sharing 經(jīng)驗(yàn)分享 健康、高效、創(chuàng)新、進(jìn)取 Our Negotiation Goals 我們的談判目標(biāo) Goals of the negotiation in PCDS SHOPPING MALL 春天百貨的談判目標(biāo) To increase and improve : 目的是提高和改善 : Rental ine 租金收入 Contract terms 合同條款 Tenant mix租戶組合 Payment of rental 租金的支付 Long term relationship 長(zhǎng)期協(xié)作關(guān)系 健康、高效、創(chuàng)新、進(jìn)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(guān)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(zhǔn)備 , 談判準(zhǔn)備工作要建立在準(zhǔn)確的數(shù)據(jù)基礎(chǔ)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(jié)果必須使租金收入和租戶組合最優(yōu)化 ,同時(shí)要有助于建立 ? 與租戶之間的長(zhǎng)期可持續(xù)發(fā)展的關(guān)系。 ? Agreements are followedup throughout the tenancy period ? to ensure that objectives are achieved. ? 整個(gè)合同期限內(nèi)要對(duì)合同進(jìn)行 跟蹤 以確保目標(biāo)的實(shí)現(xiàn)。 2023年 3月 上午 8時(shí) 57分 :57March 22, 2023 1行動(dòng)出成果，工作出財(cái)富。勝人者有力，自勝者強(qiáng)。 , March 22, 2023 閱讀一切好書如同和過(guò)去最杰出的人談話。 :57:0008:57Mar2322Mar23 1故人江海別，幾度隔山川。談判不是你死我活，不是在損害對(duì)方利益的前提下滿足自己的私利，而是要增進(jìn)雙方的利益，通過(guò)談判使雙方達(dá)到雙贏。 健康、高效、創(chuàng)新、進(jìn)取 Contents 內(nèi)容 ? Definition and pany principles 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(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)分類或某個(gè)特定的租戶 , 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、