商務(wù)談判培訓(xùn)課件(ppt35頁)-展示頁
2025-01-13 05:41本頁面
【正文】 共同利益 ★ 背景 講理，但不屈服于壓力 對(duì)對(duì)手溫和，但對(duì)談判主題采取 強(qiáng)硬態(tài)度 追求的目標(biāo)：在顧及效率及人際關(guān)系之下達(dá)成需要 的 滿足 以自身受益作為達(dá)成協(xié)議 的 條件 對(duì)談判對(duì)手 施加 壓力 對(duì)談判對(duì)手及談判主題均采取強(qiáng)硬態(tài)度 追求的目標(biāo)：獲 得 談判 的 勝利 NEGOTIATING 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(dòng)力：需要和需要的滿足 談判的要素和種類 談判策略 談判技巧 第一節(jié) 談判的要素和種類 一、談判活動(dòng)的基本要素 ■ 談判主體 (參與談判的當(dāng)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 outes 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 mitted to our objectives as a negotiating team? As representatives, how strongly are our constituents behind us? What is the best oute we can realistically hope for? The worst we would be prepared to settle for? 二、談判的種類 ■ 對(duì)抗性談判 (“零和”談判，競爭性談判 ) ■ 合作性談判 (“雙贏”談判 ) 表 5． 1 對(duì)抗性談判與合作性談判比較 對(duì)抗性談判 合作性談判 預(yù)期的目標(biāo) 短期，雙方目標(biāo)不相協(xié)調(diào)都在競?cè)⊙巯碌膶?shí)利，無視長期關(guān)系的發(fā)展 長期，同時(shí)強(qiáng)調(diào)眼下實(shí)利和長期合作關(guān)系 對(duì)對(duì)方的觀感 不信任，懷疑，相互提防 開誠布公，傾向于相信對(duì)方 談判的導(dǎo)向 強(qiáng)調(diào)己方的要求和談判的實(shí)力地位，無視對(duì)方的關(guān)系，甚至利用這種關(guān)系達(dá)到眼前的成果 設(shè)法滿足對(duì)方的要求，認(rèn)為這樣對(duì)達(dá)到自己的目標(biāo)更有利，努力增進(jìn)至少不損害雙方的關(guān)系 讓步妥協(xié)的做法 讓步越少越小越好 如果必須的話，愿意妥協(xié)讓步，旨在促進(jìn)關(guān)系 談判時(shí)間 時(shí)間用作談判手段，用以壓迫對(duì)方讓步 把時(shí)間看做是解決問題的手段，盡量和對(duì)方溝通，讓對(duì)方有考慮的余地 表 5． 2 對(duì)抗性談判與合作性談判中的談判者比較 對(duì)抗性談判中的談判者 合作性談判中的談判者 視談判對(duì)手為敵人 不信任談判對(duì)手
教學(xué)課件相關(guān)推薦
鄂ICP備17016276號(hào)-1