培訓內容:
培訓受眾:
* 日常工作中有內外部談判需要的運營經理、項目經理、財務經理等商務人士
課程收益:
無論是為項目分配資源、為一項新的倡議提供資金、抑或是為某種新產品或服務建立供應鏈，談判都是其中不可避免的核心內容。但很少有人理解談判的結構、技術、以及能夠使用的談判方法，來使得他們對談判結果起到積極的影響。
本課程實踐性強，能讓你逐步了解到何為有效的談判。你要找出問題的癥結，從對方的角度出發(fā)，找到可選擇的解決方案，并最終得出對雙方都有利的方案。談判各方都希望達成各自的目標，而談判就是著重于解決問題，并使雙方達成統(tǒng)一的意見。
課程大綱：
1.認識自己的工作談判風格以靈活運用
* 掌握談判關系中的心理學
* 把談判視為一個調整與差異化過程
* 認識到談判行為中自己的長短處
* 培養(yǎng)在談判情境中展現主見的能力
2.準備談判：一個策略和戰(zhàn)術階段
* 識別談判的成立條件、促使它成功的關鍵因素
* 為每位參與者定義談判中的利害關系和目標
* 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，準備有利論據
* 識別直接和間接的的參與者
* 分析對話者的特點
* 根據具體情境選取匹配的策略，并研究各種可能性
3.掌控談判的各個關鍵階段
* 在談判中開個好頭
* 明確在場各方的目標
* 時刻不忘各階段的目標及自由度
* 取得階段性成果，在每一步確認共識
4.總結，達成共識及安排談判的后續(xù)工作
* 使談判達成的共識生效，并總結進步點
* 加強各方在落實階段的投入
* 總結交互意見，確認所做決定
* 把決定付諸于實踐
* 跟進談判結果并從中吸取經驗教訓
5.應對出現的困難及沖突情境
* 識別自己面對局勢中的長短板，以突破僵局
* 對可能出現的困難做好思想準備
* 力爭穩(wěn)定陣腳，彰示論據價值
* 積極傾聽，維持自己的反應力和適應力
* 掌握應對“談判高手”的溝通方式
* 有效擺脫緊張情境的技巧
* 在博弈中要維護積極的人際關系氛圍
6.積極練習，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，應對異議及敢于總結的技巧
1. Identifying our style to become more flexible
* The psychological aspects of a bargaining relationship
* Consider the negotiation as a process of adaptation and differentiation
* Identify behaviors in negotiation and become aware of our strengths and weaknesses
* Develop our ability to claim in a situation of negotiation
2. Preparing negotiations: a strategic and tactical stage
* Identify conditions for the existence of negotiation and key factors for its success
* Define stakes and objectives of negotiation for each stakeholder
* Distinguish negotiable space in "non-negotiable" elements
* Clearly define objectives and prepare arguments to value
* Identify direct and indirect actors
* Analyze profile of each interlocutor
* Decide on a strategy adapted to the situation and consider all assumptions
3. Managing key stages of negotiation
* Successful start-up phase
* Clarify the objectives of the parties involved
* Always keep in mind your objectives and degree of freedom.
* Validate each stage
4. Concluding, reaching agreement and arranging follow-ups
* Validate the agreements and make the points of progress
* Strengthen the commitments in the implementation phase
* The synthesis of exchanges and validate decisions
* Organize the implementation of decisions.
* Follow the outcome of negotiations and draw lessons for the future
5. Dealing with difficult and conflict situation
* Identify your constraints and advantages encountered in this situation to get over obstacles
* Anticipate to better prepare for delicate negotiations
* Keep standing on the point of view steadily and prove its value
* Practice active listening to keep responsiveness and adaptability
* Control your mode of communication face “difficult partners"
* Effective techniques to get out of stressful situations
* Sustain a positive relationship regardless of the issues
6. Active pratice for better negotiation
* Develop necessary reflexes during confrontation
* Deal with concessions and counterparties
* The techniques of rephrasing, handle objections, dare to conclude