【正文】 ssues first 清除任何遺留問(wèn)題或突出事宜 .Make the counterpart present their position first 使對(duì)方首先呈明其立場(chǎng) .Understand the reasons 理解他們確立立場(chǎng)的原因及理由 Actual Negotiation 談判過(guò)程 3. Negotiate 談判 ? Be aware of mon negotiation tactics and blocks ? 了解常見的談判策略及障礙 ? ?Use munication skills throughout the negotiation to gather information and clarify understanding ? 在談判過(guò)程中，運(yùn)用溝通技巧收集信息并澄清自己的理解 ? ?Ensure that you are “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(jǐn)防對(duì)手攻己不備 Actual Negotiation 談判過(guò)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(qiáng)調(diào)租戶將會(huì)得到的益處，最大限度地淡化自身所將獲得的益處 Actual Negotiation 談判過(guò)程 3. Negotiate 談判 5 Negotiation strategy 5種談判策略 ?Pricing strategy報(bào)價(jià)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 Negotiation Ability Test 談判能力測(cè)驗(yàn) ? 以下是不同情況下的談判能力測(cè)驗(yàn)，每個(gè)案例均給出了幾種常見的選項(xiàng)，根據(jù)這些選項(xiàng)，下面又給出了相應(yīng)的評(píng)估。 ” Active Listening 積極傾聽 Open Question Example 開放式問(wèn)題的例子 “How did you like our products?”“What did you like about it?”“Really, tell me more about that …” “你如何認(rèn)為我們的產(chǎn)品？ ”“你具體喜歡這個(gè)商品的哪些方面呢？ ”“是嗎？能再詳細(xì)點(diǎn)告述我嗎？ ” Active Listening 積極傾聽 ? “I” Language Example “我 ”的語(yǔ)言的例子 ? “Your shop is in this mall, why don?t you promote regularly?” ? “I hear what you?re saying, why don?t we talk about that ? We tried hard with this regard, but we will still keep trying different ways to bring customers.” ? “你們的店在這個(gè)購(gòu)物中心里，為什么你們不定期地進(jìn)行促銷呢？ ”“我聽到你所說(shuō)的了，干嗎我們不談?wù)勥@個(gè)呢？我們已經(jīng)嘗試了各種手段，但是我們?nèi)匀焕^續(xù)努力去吸引顧客。 How would you respond? 你會(huì)如何反饋？ 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(jiǎn)直難以置信經(jīng)過(guò)這么艱辛和疲憊的談判我們還是沒(méi)有達(dá)成協(xié)議！ ”你回答到 “因此你無(wú)法相信經(jīng)過(guò)這么艱辛的談判還是沒(méi)有達(dá)成協(xié)議。 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 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 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？ 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 ? 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，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 . 準(zhǔn)備 ? What to be prepared before Negotiation? ? 談判前應(yīng)做哪些準(zhǔn)備工作 ? 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. 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 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 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 ? 準(zhǔn)備