談判：日常實(shí)踐及工具其它上課時(shí)間：

* 日常工作中有內(nèi)外部談判需要的運(yùn)營經(jīng)理、項(xiàng)目經(jīng)理、財(cái)務(wù)經(jīng)理等商務(wù)人士

無論是為項(xiàng)目分配資源、為一項(xiàng)新的倡議提供資金、抑或是為某種新產(chǎn)品或服務(wù)建立供應(yīng)鏈，談判都是其中不可避免的核心內(nèi)容。但很少有人理解談判的結(jié)構(gòu)、技術(shù)、以及能夠使用的談判方法，來使得他們對(duì)談判結(jié)果起到積極的影響。

本課程實(shí)踐性強(qiáng)，能讓你逐步了解到何為有效的談判。你要找出問題的癥結(jié)，從對(duì)方的角度出發(fā)，找到可選擇的解決方案，并最終得出對(duì)雙方都有利的方案。談判各方都希望達(dá)成各自的目標(biāo)，而談判就是著重于解決問題，并使雙方達(dá)成統(tǒng)一的意見。1.認(rèn)識(shí)自己的工作談判風(fēng)格以靈活運(yùn)用
* 掌握談判關(guān)系中的心理學(xué)
* 把談判視為一個(gè)調(diào)整與差異化過程
* 認(rèn)識(shí)到談判行為中自己的長短處
* 培養(yǎng)在談判情境中展現(xiàn)主見的能力

2.準(zhǔn)備談判：一個(gè)策略和戰(zhàn)術(shù)階段
* 識(shí)別談判的成立條件、促使它成功的關(guān)鍵因素
* 為每位參與者定義談判中的利害關(guān)系和目標(biāo)
* 從無談判余地的要素中，區(qū)分出可談判空間
* 清晰界定目標(biāo)，準(zhǔn)備有利論據(jù)
* 識(shí)別直接和間接的的參與者
* 分析對(duì)話者的特點(diǎn)
* 根據(jù)具體情境選取匹配的策略，并研究各種可能性

3.掌控談判的各個(gè)關(guān)鍵階段
* 在談判中開個(gè)好頭
* 明確在場各方的目標(biāo)
* 時(shí)刻不忘各階段的目標(biāo)及自由度
* 取得階段性成果，在每一步確認(rèn)共識(shí)

4.總結(jié)，達(dá)成共識(shí)及安排談判的后續(xù)工作
* 使談判達(dá)成的共識(shí)生效，并總結(jié)進(jìn)步點(diǎn)
* 加強(qiáng)各方在落實(shí)階段的投入
* 總結(jié)交互意見，確認(rèn)所做決定
* 把決定付諸于實(shí)踐
* 跟進(jìn)談判結(jié)果并從中吸取經(jīng)驗(yàn)教訓(xùn)

5.應(yīng)對(duì)出現(xiàn)的困難及沖突情境
* 識(shí)別自己面對(duì)局勢中的長短板，以突破僵局
* 對(duì)可能出現(xiàn)的困難做好思想準(zhǔn)備
* 力爭穩(wěn)定陣腳，彰示論據(jù)價(jià)值
* 積極傾聽，維持自己的反應(yīng)力和適應(yīng)力
* 掌握應(yīng)對(duì)談判高手的溝通方式
* 有效擺脫緊張情境的技巧
* 在博弈中要維護(hù)積極的人際關(guān)系氛圍

6.積極練習(xí)，以更好地談判
* 從較量的階段獲取心得
* 妥善處理讓步與讓步條件
* 掌握重述，應(yīng)對(duì)異議及敢于總結(jié)的技巧



1. Identifying our style to become more flexible
* The psychological aspects of a bargaining relationship
* Considering the negotiation as a process of adaptation and differentiation
* Identifying behaviors in negotiation and becoming aware of our strengths and weaknesses
* Developing our ability to claim in a situation of negotiation

2. Preparing negotiations: a strategic and tactical stage
* Identifying conditions for the existence of negotiation and key factors for its success
* Defining stakes and objectives of negotiation for each stakeholder
* Distinguishing negotiable space in non-negotiable elements
* Clearly defining objectives and preparing arguments to value
* Identifying direct and indirect actors
* Analyzing profile of each interlocutor
* Deciding on a strategy adapted to the situation and considering all assumptions

3. Managing key stages of negotiation
* Successful start-up phase
* Clarifying the objectives of the parties involved
* Always keeping in mind your objectives and degree of freedom
* Validating each stage

4. Concluding, reaching agreement and arranging follow-ups
* Validating the agreements and make the points of progress
* Strengthening the commitments in the implementation phase
* The synthesis of exchanges and validating decisions
* Organizing the implementation of decisions
* Following the outcome of negotiations and drawing lessons for the future

5. Dealing with difficult and conflict situation
* Identifying your constraints and advantages encountered in this situation to get over obstacles
* Anticipating to better prepare for delicate negotiations
* Keeping standing on the point of view steadily and proving its value
* Practicing active listening to keep responsiveness and adaptability
* Controlling your mode of communication face difficult partners
* Effective techniques to get out of stressful situations
* Sustaining a positive relationship regardless of the issues

6. Active pratice for better negotiation
* Developing necessary reflexes during confrontation
* Dealing with concessions and counterparties
* The techniques of rephrasing, handle objections, dare to conclude