管理溝通與商務(wù)談判的定義-展示頁
2024-11-20 04:21本頁面
【正文】 我們從法國供應(yīng)商那里一般可得到百分之三到百分之五的傭金，請(qǐng)貴方予以注意。 目標(biāo)分解 最后報(bào)價(jià),第三節(jié) 談判技巧 ▲ 入題技巧 ▲ 闡述技巧 ▲ 提問技巧 ▲ 答復(fù)技巧 ▲ 說服技巧,一、入題技巧,迂回入題 從題外話入題 從介紹己方談判人員入題 從“自謙”入題 從介紹本企業(yè)的生產(chǎn)、經(jīng)營、財(cái)務(wù)狀況入題 先談細(xì)節(jié)，后談原則性問題 先談一般原則，后談細(xì)節(jié)問題 從具體議題入手,談判技巧,二、闡述技巧,開場(chǎng)闡述 (1)開場(chǎng)闡述的要點(diǎn)： 一是開宗明義； 二是表明我方通過洽談應(yīng)當(dāng)?shù)玫降睦妫?三是表明我方的基本方場(chǎng)； 四是開場(chǎng)闡述應(yīng)是原則的，而不是具體的； 五是開場(chǎng)闡述的目的是讓對(duì)方明白我方的意圖。 我們的劣勢(shì)——技術(shù)、價(jià)格、經(jīng)驗(yàn)時(shí)間等 可接受的最壞結(jié)果,談判的準(zhǔn)備工作,★,優(yōu)勢(shì)與不足 我們的目的是什么 談判時(shí)間 談判對(duì)方的經(jīng)歷、經(jīng)驗(yàn)、能力等有關(guān)知識(shí) Part 5 NEGOTIATING,談 判,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,談判的要素和種類 談判策略 談判技巧,Negotiation,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 outcomes 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 committed to our objectives as a negotiating team? As representatives, how strongly are our constituents behind us? What is the best outcome 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(jìng)爭(zhēng)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
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