negotiation skills (谈判技巧).ppt

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1、TheArtOfNegotiationLearningOutcomesIdentifydifferenttypesofNegotiationSituationsExplainthefourNegotiationphasesOutlineastrategyfornegotiationNegotiation“Anegotiationtakesplaceanytimetwoormorepeoplearecommunicating,andatleastoneofthosepeoplehasagoalinmind.”65%ofanyone’stimeisspentnegot

2、iatingYou’vegotnochanceofbeingsatisfiedunlessyouaskforwhatyouwant.Negotiating&TheNegotiatorWINLOSELOSELOSENODECISIONWEBOTHWIN!!!Win/LoseScenarioThecreationof“Us”and“Them”EnergiesaredirectedtowardsvictoryOwnpointofviewonlyStrongemphasisonimmediatesolutionsToomanypersonalconflictsEm

3、phasisonshorttermconcernsLose/LoseScenarioNeitherparties’objectivesareachievedDisillusionedwiththeprocessFrustrationLossofrespectandtrustSouredrelationshipsNosolutionsgeneratedTheCompetitiveNegotiatorWantstowinateverythingWillnotconcedeaninchEverynegotiationsituationis“mefirst,youseco

4、nd”TheCollaborativeNegotiatorWillingtoachievethebestdealforbothpartiesWillingtoconcedetogain“Speculatetoaccumulate”SkilfulNegotiatorsDotheirresearchDecidewhatisnegotiablePlantheirstrategyChoosetherighttimeandplacefornegotiationTheArtofNegotiation4Mainphases:Doyourhomework(Prepare).Dis

5、cussfacetofaceProposeBargainUnderstanding“Needs”&“Wants”Aneedissomethingthatyoumusthaveinordertosatisfyanessentialrequiremente.g.asuitforanimportantoccasion;topofrangetumbledryer;peaktimeflight/travelticketetc.WillingnesstopaymoreOftennotnegotiableAWantisusuallyoptional,£sensitiveWill

6、ingtopay/offerlessbutrisklosingproduct/bargainInNegotiationConsider“Whatisimportanttomeinthistransaction?”OneisoftenpreparedtooffermoreorwillingtoconcedegroundinordertogetNeedsmetPracticeOpportunityHallsofResidentsHouseHygienePayRiseTenantsvLandlord/ladyCustomervShopAssistantSummaryAl

7、waysRemember:YoucannotwinthemallYoucannotwineverytimeTobesuccessfulyouneedagameplanwithyourultimateaimandstrategyforachievingitToachievewin/winyouneedtobealert,wellpreparedandflexibleGoforthandnegotiatesuccessfully