【正文】 ose Lose兩敗俱傷 ? WinLose / Lose Win 贏 輸 /輸 贏 ? Win Win 雙贏 健康、高效、創(chuàng)新、進取 Three criteria of negotiation 衡量談判的三個標(biāo)準(zhǔn) ? 結(jié)果是明智的 ——動機 Motivation ? 衡量談判的第一個標(biāo)準(zhǔn)是明智，也就是說，談判的結(jié)果應(yīng)該是明智的。About PCD Stores Group Negotiation Skill Training For Leasing Manager 招商經(jīng)理談判技能培訓(xùn) STANLEY SUN JULY 27, 2023 健康、高效、創(chuàng)新、進取 Objectives of the Workshop 培訓(xùn)目標(biāo) Improve the negotiation quality. 提高談判質(zhì)量 . ?Aware of importance of the preparation and followup 提高對準(zhǔn)備工作及后續(xù)跟蹤重要性的認(rèn)識 ?Design processes to improve preparation and followup 設(shè)計能夠改進準(zhǔn)備工作及后續(xù)跟蹤的程序 ?Apply munication skills in negotiation 了解在談判中溝通技能的運用 ?Share experiences 交流經(jīng)驗 健康、高效、創(chuàng)新、進取 Contents 內(nèi)容 Definition and pany principles 定義及公司原則 The negotiation phases 談判階段 Simulated negotiation 模擬談判 Experience Sharing, Successful Cases and Questions Answers 經(jīng)驗分享、成功案例和問題解答 健康、高效、創(chuàng)新、進取 Definition and pany principles 定義及公司原則 The negotiation phases 談判階段 Simulated negotiation 模擬談判 Experience Sharing, Successful Cases and Questions Answers 經(jīng)驗分享、成功案例和問題解答 健康、高效、創(chuàng)新、進取 Question問題 What is Negotiation 什么是談判？ 健康、高效、創(chuàng)新、進取 Definition of negotiation 談判的定義 ? 談判是由彼此依賴但又沒有完全相同的資源的雙方來作出一個決策的過程。這是一個雙方共同決定每方得到什么和給予什么的關(guān)系。因為談判是談判雙方為了達(dá)成某種共識而進行的一種行為 .One of the criteria of negotiation is advisable, namely, the purpose is wise. As subscribe the contract or Tariffs Trading negotiation. 健康、高效、創(chuàng)新、進取 Three criteria of negotiation 衡量談判的三個標(biāo)準(zhǔn) ? 有效率 ——有效的利用 Resources ? 衡量談判的第二個標(biāo)準(zhǔn)是有效。談判不是你死我活，不是在損害對方利益的前提下滿足自己的私利，而是要增進雙方的利益，通過談判使雙方達(dá)到雙贏。 ? Agreements are followedup throughout the tenancy period ? to ensure that objectives are achieved. ? 整個合同期限內(nèi)要對合同進行跟蹤以確保目標(biāo)的實現(xiàn)。 ? Agreements are followedup throughout the tenancy period ? to ensure that objectives are achieved. ? 整個合同期限內(nèi)要對合同進行 跟蹤 以確保目標(biāo)的實現(xiàn)。但是，今天他還是鼓足勇氣參加了第二天的培訓(xùn)?！?…”是啊，這太氣人了。 ” 健康、高效、創(chuàng)新、進取 Active Listening 積極傾聽 ? Give others a chance to clarify or explain 給別人機會以澄清或解釋 ? ?Emphasize important points ? 強調(diào)重點 ? ?Calms a conflict on an intensive situation ? 在緊張和爭執(zhí)時可以緩和沖突 ? ?Helps other people clarify own thinking ? 幫助對方澄清觀點 ? ?Manage your emotions ? 管理你的情緒 ? ?Encourages Other People to Share Information ? 鼓勵對方提供信息 ? ?Increase the other party’s trust in you ? 加強對方的對自己的信任感 健康、高效、創(chuàng)新、進取 Examples Of Active Listening 積極傾聽實例 ? It sounds Like What You Are Saying Is …Isit? 聽起來您的意思好像是說 …. ? What do you think of this option as a solution? 你認(rèn)為這個解決方案如何？ ? So What You Mean Is 您的意思是說 …. ? I hear what you are saying is only interested in …我聽到你說你們只對 …感興趣 . ? You Feel You Operation People Will need …yes, necessary您認(rèn)為貴公司業(yè)務(wù)員需要 …. ? Your understanding is very much appreciated … ? 你們能對我們理解太好了 … 健康、高效、創(chuàng)新、進取 Ask Question 有效提問 How to ask ? 如何做到有效提問 ? 健康、高效、創(chuàng)新、進取 Ask Question 有效提問 Ask questions to 問問題是為了 ? Collect information ? 收集信息 ? ?Enhance persuasion ? 提高說服力 ? ?Control and manage the meeting ? 掌控談判的進行 ? ?Keep the other side in activity ? 讓對方保持警覺 ? ?Clarify the ideas and carefully listen to answers ? 澄清想法并仔細(xì)聆聽答復(fù) ? ?Propose a more balanced alternative to disagreement ? 提供更平衡的方案以解決歧見 健康、高效、創(chuàng)新、進取 How to ask? 如何提問？ 健康、高效、創(chuàng)新、進取 Ask Question 有效提問 ? Open Questions 開放式問題 ? ?Use What, How,Why, and Please ? 使用什么、如何、為什么和請等詞語 ? ?Can’t be Answered by “Yes ”or “No” ? 無法用 “ 是 ” 或 “ 否 ” 來回答 ? ?Encourage the Other Person to Give More Information ? 鼓勵對方提供更多的信息 ? ?Draw Out the Other Person’s Feeling and Opinions ? 發(fā)掘?qū)Ψ降南敕ê陀^點 ? ?Stimulate the Other Person to Think About Your Ideas ? 激發(fā)對方思考你的建議 健康、高效、創(chuàng)新、進取 Ask Question 有效提問 ? Examples Of Open Questions 開放式問題舉例 ? ?How is your business? ? 生意怎么樣 ? ? ?Why did you always delay your rental payment? 為什么你們總是晚付租金 ? ? ?How do you think we can solves this problem? 你認(rèn)為我們該如何解決這個問題 ? ? ?How do you think of your monthly turnover of rmb120,000? ? 你怎么看你們每個月 120230的營業(yè)額？ 健康、高效、創(chuàng)新、進取 Ask Question 有效提問 ? Detailed Probing Questions 探究式問題 ? ?Be More Specific, Using: How Many, How. Long, Who, Where, When , etc ? 更加具體化，使用：多少、多久、誰、哪里、何時等詞語 ? ?Give a Choice ,e .g: Do You expand only in Shanghai or in whole east China? ? 做出選擇，比如說：你們是只在上海地區(qū)發(fā)展還是整個華東區(qū)？ ? ?Looks Like an Open Question But with a Narrower Focus ? 看似開放式問題，但縮小了所能收集信息的范圍 健康、高效、創(chuàng)新、進取 Ask Question 有效提問 ? Closed Questions封閉式問題 ? ?Restrict the Information You Can Gather ? 限制您的收集信息范圍 ? ?Obtain the Other Person’s Commitment to a Definite Position ? 明確對方的立場 ? ?Direct a Conversation to a Particular Area ? 將談話引導(dǎo)到某個特定的方面 ? ?Reinforce a Positive