【正文】 贏思維 ? ?Long term vision 有長期配合的遠見 ? ?Use “WE”使用 “ 我們 ” 的字眼 ? ?Mutual benefits 彼此都能獲得好處 ? ?Open objective 開放、客觀 ? ?Share information 分享信息 ? ?Listen and balance talking ratio 聆聽并且平衡說話的比例 ? ?Find solution together 一起解決問題或障礙 ? ?Concede if necessary 必要時雙方各退一步 健康、高效、創(chuàng)新、進取 準(zhǔn)備 ? Communication Skills 溝通技巧 ?Active Listening 積極傾聽 ?Ask Question 有效提問 ?Answer 應(yīng)答藝術(shù) ?Persuade 說服藝術(shù) 健康、高效、創(chuàng)新、進取 Active Listening 積極傾聽 What is Active Listening? 什么是傾聽 ? 健康、高效、創(chuàng)新、進取 Active Listening 積極傾聽 ?? Listen to others with interest and acceptance 帶著興趣和開放的心態(tài)去聽 ?? Build trust between people 在人際間建立信任 ?? Serve as a key in the development of relationship是發(fā)展彼此關(guān)系的關(guān)鍵 健康、高效、創(chuàng)新、進取 Active Listening 積極傾聽 Listening Techniques 傾聽技巧 Summarizing總結(jié) ?Positive feedback 積極反饋 ?Paraphrasing 重述 ?Open questions 開放式問題 ?“I” Language語言 健康、高效、創(chuàng)新、進取 Active Listening 積極傾聽 Summarizing example 總結(jié) 的例子 “ What I heard you say was that (It sounds like) you don’t like the space on first floor in the far end of the mall but would be interested in the one next to the main door? Do you agree with that? Did I get that right? Is that what you are saying? ” 你說的是（聽起來好像）你們不喜歡一樓到底的那個空位，倒是對靠近入口的地方很感興趣？你同意嗎？我理解對嗎？你是這個意思嗎？ 健康、高效、創(chuàng)新、進取 Active Listening 積極傾聽 Positive Feed back example 積極反饋 的例子 “ Thanks for dropping by my office today, its great to see you!” “ Great idea, why don’t you try it, let me know what happens! ” “謝謝你今天到我辦公室來看我，看到你太高興了！ ”“ 這個主意太棒了，你為何不去嘗試一下呢，讓我知道進展怎樣！ ” 健康、高效、創(chuàng)新、進取 Active Listening 積極傾聽 Positive Feedback Exercise 積極反饋 的練習(xí) John is embarrassed that he couldn’t attend the day one training. Today, he took courage to attend the day two training. 約翰很慚愧因為他沒能參加第一天的培訓(xùn)。 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(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 ,同時要有助于建立 ? 與租戶之間的長期可持續(xù)發(fā)展的關(guān)系。 ? 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、進取 Your Story 你的故事 ? Experience Sharing 經(jīng)驗分享 健康、高效、創(chuàng)新、進取 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 長期協(xié)作關(guān)系 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(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 ,同時要有助于建立 ? 與租戶之間的長期可持續(xù)發(fā)展的關(guān)系。談判追求的是效率，最好能速戰(zhàn)速決，除非萬不得已，不要拖延時間 ? Second, availability, the purpose of negotiation is efficiency, the better way is to quick to start and quick to achieve the ’t waste too much time, more time you spending, more human, material and financial will be spent. 健康、高效、創(chuàng)新、進取 Three criteria of negotiation 衡量談判的三個標(biāo)準(zhǔn) ? 增進或至少不損害雙方的利益 —— ? 利益 Interests ? 衡量談判的第三個標(biāo)準(zhǔn)是增進或至少不損害雙方的利益，即友善。 ? Negotiation is a decisionmaking process among interdependent parties who do not share identical preference. It is the processthrough which the parties decide what each will give and take ina relationship. ? it is more difficult to lead by persuasion than defeat by asword” ? 用說服引導(dǎo)他人比用劍制服他人還要難 健康、高效、創(chuàng)新、進取 4 negotiation criteria 衡量談判的四個坐標(biāo) Focus on relationship 關(guān)系 Long term vision Interests 利益 What really care about Resources 資源 Can be allocated Motivation 動機 Ultimate aim ? F ? I ? R ? M 健康、高效、創(chuàng)新、進取 Negotiation Types 談判的種類 ? L