春天百貨集團(tuán)招商經(jīng)理談判技能培訓(xùn)課件

AboutPCDStoresGroupNegotiationSkillTrainingForLeasingManager招商經(jīng)理談判技能培訓(xùn)STANLEYSUNJULY27,2012--------健康、高效、創(chuàng)新、進(jìn)取--------AboutPCDStoresGroupNegotiatObjectivesoftheWorkshop

培訓(xùn)目標(biāo)Improvethenegotiationquality.提高談判質(zhì)量.?Awareofimportanceofthepreparationandfollow-up提高對(duì)準(zhǔn)備工作及后續(xù)跟蹤重要性的認(rèn)識(shí)?Designprocessestoimprovepreparationandfollow-up設(shè)計(jì)能夠改進(jìn)準(zhǔn)備工作及后續(xù)跟蹤的程序?Applycommunicationskillsinnegotiation了解在談判中溝通技能的運(yùn)用?Shareexperiences交流經(jīng)驗(yàn)--------健康、高效、創(chuàng)新、進(jìn)取--------ObjectivesoftheWorkshopImpr

Contents

內(nèi)容Definitionandcompanyprinciples定義及公司原則Thenegotiationphases談判階段Simulatednegotiation模擬談判ExperienceSharing,SuccessfulCasesandQuestions&Answers經(jīng)驗(yàn)分享、成功案例和問題解答--------健康、高效、創(chuàng)新、進(jìn)取--------Contents

內(nèi)容--------健3Definitionandcompanyprinciples定義及公司原則Thenegotiationphases談判階段Simulatednegotiation模擬談判ExperienceSharing,SuccessfulCasesandQuestions&Answers經(jīng)驗(yàn)分享、成功案例和問題解答--------健康、高效、創(chuàng)新、進(jìn)取----------------健康、高效、創(chuàng)新、進(jìn)取--------4

Question問題WhatisNegotiation什么是談判？--------健康、高效、創(chuàng)新、進(jìn)取--------

Question問題--------健康5Definitionofnegotiation

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(gè)決策的過程。這是一個(gè)雙方共同決定每方得到什么和給予什么的關(guān)系。Negotiationisadecision-makingprocessamonginterdependentpartieswhodonotshareidenticalpreference.Itistheprocessthroughwhichthepartiesdecidewhateachwillgiveandtakeinarelationship."itismoredifficulttoleadbypersuasionthandefeatbyasword”用說服引導(dǎo)他人比用劍制服他人還要難--------健康、高效、創(chuàng)新、進(jìn)取--------Definitionofnegotiation

64negotiationcriteria

衡量談判的四個(gè)坐標(biāo)

Focusonrelationship關(guān)系LongtermvisionInterests利益WhatreallycareaboutResources資源CanbeallocatedMotivation動(dòng)機(jī)UltimateaimFIRM--------健康、高效、創(chuàng)新、進(jìn)取--------4negotiationcriteria

衡量談判7NegotiationTypes

談判的種類

Lose-Lose兩敗俱傷Win-Lose/Lose-Win贏-輸/輸-贏Win-Win雙贏--------健康、高效、創(chuàng)新、進(jìn)取--------NegotiationTypes

談判的種類

L8Threecriteriaofnegotiation

衡量談判的三個(gè)標(biāo)準(zhǔn)

結(jié)果是明智的——?jiǎng)訖C(jī)Motivation衡量談判的第一個(gè)標(biāo)準(zhǔn)是明智，也就是說，談判的結(jié)果應(yīng)該是明智的。因?yàn)檎勁惺钦勁须p方為了達(dá)成某種共識(shí)而進(jìn)行的一種行為.Oneofthecriteriaofnegotiationisadvisable,namely,thepurposeiswise.AssubscribethecontractorTariffs&Tradingnegotiation.--------健康、高效、創(chuàng)新、進(jìn)取--------Threecriteriaofnegotiation

9Threecriteriaofnegotiation

衡量談判的三個(gè)標(biāo)準(zhǔn)

有效率——有效的利用Resources衡量談判的第二個(gè)標(biāo)準(zhǔn)是有效。談判追求的是效率，最好能速戰(zhàn)速?zèng)Q，除非萬(wàn)不得已，不要拖延時(shí)間Second,availability,thepurposeofnegotiationisefficiency,thebetterwayistoquicktostartandquicktoachievethetarget.Don’twastetoomuchtime,moretimeyouspending,morehuman,materialandfinancialwillbespent.--------健康、高效、創(chuàng)新、進(jìn)取--------Threecriteriaofnegotiation

10Threecriteriaofnegotiation

衡量談判的三個(gè)標(biāo)準(zhǔn)

增進(jìn)或至少不損害雙方的利益——利益Interests衡量談判的第三個(gè)標(biāo)準(zhǔn)是增進(jìn)或至少不損害雙方的利益，即友善。談判不是你死我活，不是在損害對(duì)方利益的前提下滿足自己的私利，而是要增進(jìn)雙方的利益，通過談判使雙方達(dá)到雙贏。Thirdpointistobefriendly,toimproveatleastnottodamagetheotherparty’sinterest.OnthepremiseofmakemutualbenefitstogaintheresultofWIN-WIN,nottosatisfyyourself-interestbyyourside,ifonlyonepartattainitsobjective,wesayitwont’bearealWIN-WINnegotiation.--------健康、高效、創(chuàng)新、進(jìn)取--------Threecriteriaofnegotiation

11YourStory

你的故事

ExperienceSharing經(jīng)驗(yàn)分享--------健康、高效、創(chuàng)新、進(jìn)取--------YourStory

你的故事

ExperienceSh12OurNegotiationGoals

我們的談判目標(biāo)

GoalsofthenegotiationinPCDSSHOPPINGMALL春天百貨的談判目標(biāo)Toincreaseandimprove:目的是提高和改善:Rentalincome租金收入Contractterms合同條款Tenantmix租戶組合Paymentofrental租金的支付Longtermrelationship長(zhǎng)期協(xié)作關(guān)系--------健康、高效、創(chuàng)新、進(jìn)取--------OurNegotiationGoals

我們的談判13ShoppingMallPrinciples

招商部的談判原則

Afairandpromisingpartnershipmustbedevelopedbetweenourtenantandus.必須與租戶建立起一種公平而且有發(fā)展前途的合作關(guān)系Negotiationsarepreparedaccordingtoarationalapproachandarebasedonaccuratedata:談判要以合理的方法去準(zhǔn)備,談判準(zhǔn)備工作要建立在準(zhǔn)確的數(shù)據(jù)基礎(chǔ)上Theresultsofnegotiationsshouldoptimizetherentalinvalue,thetenantmixandthelong-termandsustainablerelationshipdevelopmentwithourtenants.談判的結(jié)果必須使租金收入和租戶組合最優(yōu)化,同時(shí)要有助于建立與租戶之間的長(zhǎng)期可持續(xù)發(fā)展的關(guān)系。Agreementsarefollowed-upthroughoutthetenancyperiodtoensurethatobjectivesareachieved.整個(gè)合同期限內(nèi)要對(duì)合同進(jìn)行跟蹤以確保目標(biāo)的實(shí)現(xiàn)。--------健康、高效、創(chuàng)新、進(jìn)取--------ShoppingMallPrinciples

招商部的談14ShoppingMallPrinciples

招商部的談判原則

Afairandpromisingpartnershipmustbedevelopedbetweenourtenantandus.必須與租戶建立起一種公平而且有發(fā)展前途的合作關(guān)系Negotiationsarepreparedaccordingtoarationalapproachandarebasedonaccuratedata:談判要以合理的方法去準(zhǔn)備,談判準(zhǔn)備工作要建立在準(zhǔn)確的數(shù)據(jù)基礎(chǔ)上Theresultsofnegotiationsshouldoptimizetherentalinvalue,thetenantmixandthelong-termandsustainablerelationshipdevelopmentwithourtenants.談判的結(jié)果必須使租金收入和租戶組合最優(yōu)化,同時(shí)要有助于建立與租戶之間的長(zhǎng)期可持續(xù)發(fā)展的關(guān)系。Agreementsarefollowed-upthroughoutthetenancyperiodtoensurethatobjectivesareachieved.整個(gè)合同期限內(nèi)要對(duì)合同進(jìn)行跟蹤以確保目標(biāo)的實(shí)現(xiàn)。--------健康、高效、創(chuàng)新、進(jìn)取--------ShoppingMallPrinciples

招商部的談15

Contents

內(nèi)容Definitionandcompanyprinciples定義及公司原則Thenegotiationphases談判階段

Negotiationpreparation談判準(zhǔn)備NegotiationProcess談判過程N(yùn)egotiationresultfollowup談判跟蹤--------健康、高效、創(chuàng)新、進(jìn)取--------

Contents

內(nèi)容--------健康、高效、創(chuàng)新、進(jìn)16Thenegotiationprocess

談判過程N(yùn)egotiationPreparation談判前的準(zhǔn)備NegotiationProcess談判的過程N(yùn)egotiationresultfollowup談判結(jié)果的跟蹤--------健康、高效、創(chuàng)新、進(jìn)取--------Thenegotiationprocess

171.Preparation準(zhǔn)備

WhatistheappropriatepercentageoftimeyoushouldgivetopreparationbeforestartingNegotiation?多少時(shí)間用于談判的準(zhǔn)備工作是合理的？--------健康、高效、創(chuàng)新、進(jìn)取--------1.Preparation準(zhǔn)備

--------健康、高效18Thenegotiationprocess

談判過程

NegotiationPreparation談判前的準(zhǔn)備NegotiationProcess談判的過程N(yùn)egotiationresultfollowup談判結(jié)果的跟蹤--------健康、高效、創(chuàng)新、進(jìn)取--------Thenegotiationprocess

19IfIhadninehourstocutdownatree,Iwouldspendthefirstsixsharpeningtheaxe.-AbrahamLincoln如果我有九個(gè)小時(shí)來砍一棵樹，我會(huì)用前六個(gè)小時(shí)來磨利斧子-亞伯拉罕.林墾What’stheequivalentinChinese?中國(guó)有句什么類似的話？磨刀不誤砍柴工!工欲善其事,必先利其器.--------健康、高效、創(chuàng)新、進(jìn)取--------IfIhadninehourstocutdow201.Preparation準(zhǔn)備

WhattobepreparedbeforeNegotiation?談判前應(yīng)做哪些準(zhǔn)備工作?--------健康、高效、創(chuàng)新、進(jìn)取--------1.Preparation準(zhǔn)備

--------健康、高效211.Preparation準(zhǔn)備

Whattobeprepared1準(zhǔn)備的內(nèi)容一Takeintoaccounttheshoppingmalltargetintermsofstrategy,rentalbudget,remodellingplans,etc.必須考慮每個(gè)購(gòu)物中心的策略、租金預(yù)算和改造計(jì)劃等方面的目標(biāo)Spendtimeonadetailedanalysisofthetenantsituation.花時(shí)間來仔細(xì)分析和了解每個(gè)租戶的狀況Tenantcompanyoperationsituation

TenantcompetitorsituationTenantshopsinCarrefour

Tenantexpansionplanforthenextfewyears1.--------健康、高效、創(chuàng)新、進(jìn)取--------1.Preparation準(zhǔn)備

Whattobepr221.Preparation準(zhǔn)備

Whattobeprepared準(zhǔn)備的內(nèi)容二Thisactivityshoulddefinethenegotiationstrategiespercategory/tenantandfixthetargetedconditions.通過準(zhǔn)備,針對(duì)某個(gè)分類或某個(gè)特定的租戶,來制定談判的策略并確定目標(biāo)合同條款A(yù)ttheend,anegotiationfilewillhavetobesetupforeachtenant.最后,要準(zhǔn)備各個(gè)租戶的談判文件--------健康、高效、創(chuàng)新、進(jìn)取--------1.Preparation準(zhǔn)備

Whattobepr231.Preparation準(zhǔn)備

Areyoureadytonegotiate?你是否準(zhǔn)備好了談判？?Negotiationtarget談判目標(biāo)?Win-WinMind-set雙贏思維?Communicationskills溝通技巧?Necessarytools必要的工具--------健康、高效、創(chuàng)新、進(jìn)取--------1.Preparation準(zhǔn)備

Areyouready241.Preparation準(zhǔn)備NegotiationTarget

談判目標(biāo)What&Needs

明確想要和需要?Needsaremaintarget&Wantaresecondarytarget需要是主要目標(biāo)，想要是次要目標(biāo)?Makethe‘upperlimit’and‘lowerlimit’制定‘最高上限’和‘最低下限’--------健康、高效、創(chuàng)新、進(jìn)取--------1.Preparation準(zhǔn)備NegotiationTa251.Preparation準(zhǔn)備Win-WinMind-set雙贏思維?Longtermvision有長(zhǎng)期配合的遠(yuǎn)見?Use“WE”使用“我們”的字眼?Mutualbenefits彼此都能獲得好處?Open&objective開放、客觀?Shareinformation分享信息?Listenandbalancetalkingratio聆聽并且平衡說話的比例?Findsolutiontogether一起解決問題或障礙?Concedeifnecessary必要時(shí)雙方各退一步--------健康、高效、創(chuàng)新、進(jìn)取--------1.Preparation準(zhǔn)備--------健康、高效、261.Preparation準(zhǔn)備

CommunicationSkills溝通技巧?ActiveListening積極傾聽?AskQuestion有效提問?Answer應(yīng)答藝術(shù)?Persuade說服藝術(shù)--------健康、高效、創(chuàng)新、進(jìn)取--------1.Preparation準(zhǔn)備

Communication27ActiveListening積極傾聽

WhatisActiveListening?

什么是傾聽?--------健康、高效、創(chuàng)新、進(jìn)取--------ActiveListening積極傾聽

Whatis28ActiveListening積極傾聽

Listentootherswithinterestandacceptance帶著興趣和開放的心態(tài)去聽Buildtrustbetweenpeople在人際間建立信任Serveasakeyinthedevelopmentofrelationship是發(fā)展彼此關(guān)系的關(guān)鍵--------健康、高效、創(chuàng)新、進(jìn)取--------ActiveListening積極傾聽

Listen29ActiveListening積極傾聽

ListeningTechniques傾聽技巧Summarizing總結(jié)?Positivefeedback積極反饋?Paraphrasing重述?Openquestions開放式問題?“I”Language語(yǔ)言--------健康、高效、創(chuàng)新、進(jìn)取--------ActiveListening積極傾聽

30ActiveListening積極傾聽

Summarizingexample總結(jié)的例子“WhatIheardyousaywasthat(Itsoundslike)youdon’tlikethespaceonfirstfloorinthefarendofthemallbutwouldbeinterestedintheonenexttothemaindoor?Doyouagreewiththat?DidIgetthatright?Isthatwhatyouaresaying?”你說的是（聽起來好像）你們不喜歡一樓到底的那個(gè)空位，倒是對(duì)靠近入口的地方很感興趣？你同意嗎？我理解對(duì)嗎？你是這個(gè)意思嗎？--------健康、高效、創(chuàng)新、進(jìn)取--------ActiveListening積極傾聽

Sum31ActiveListening積極傾聽

PositiveFeedbackexample積極反饋的例子

“Thanksfordroppingbymyofficetoday,itsgreattoseeyou!”“Greatidea,whydon’tyoutryit,letmeknowwhathappens!”“謝謝你今天到我辦公室來看我，看到你太高興了！”“這個(gè)主意太棒了，你為何不去嘗試一下呢，讓我知道進(jìn)展怎樣！”--------健康、高效、創(chuàng)新、進(jìn)取--------ActiveListening積極傾聽

Po32ActiveListening積極傾聽

PositiveFeedbackExercise積極反饋的練習(xí)Johnisembarrassedthathecouldn’tattendthedayonetraining.Today,hetookcouragetoattendthedaytwotraining.約翰很慚愧因?yàn)樗麤]能參加第一天的培訓(xùn)。但是，今天他還是鼓足勇氣參加了第二天的培訓(xùn)。

Howwouldyourespond?你會(huì)如何反饋？--------健康、高效、創(chuàng)新、進(jìn)取--------ActiveListening積極傾聽

Positi33ActiveListening積極傾聽

ParaphrasingExample重述的例子“Ican’tbelievethatafterallthathardandwearynegotiationwedidn’tmakeadeal!”yourespond“Soyoucan’tbelievethatafterallhardwork,youdidn’tgetthedeal.”…”No,I’msoangry”“我簡(jiǎn)直難以置信經(jīng)過這么艱辛和疲憊的談判我們還是沒有達(dá)成協(xié)議！”你回答到“因此你無(wú)法相信經(jīng)過這么艱辛的談判還是沒有達(dá)成協(xié)議?！薄笔前?，這太氣人了?！?-------健康、高效、創(chuàng)新、進(jìn)取--------ActiveListening積極傾聽

------34ActiveListening積極傾聽

OpenQuestionExample開放式問題的例子“Howdidyoulikeourproducts?”“Whatdidyoulikeaboutit?”“Really,tellmemoreaboutthat…”“你如何認(rèn)為我們的產(chǎn)品？”“你具體喜歡這個(gè)商品的哪些方面呢？”“是嗎？能再詳細(xì)點(diǎn)告述我嗎？”--------健康、高效、創(chuàng)新、進(jìn)取--------ActiveListening積極傾聽

Ope35ActiveListening積極傾聽

“I”LanguageExample“我”的語(yǔ)言的例子--“Yourshopisinthismall,whydon’tyoupromoteregularly?”

“Ihearwhatyou’resaying,whydon’twetalkaboutthat?Wetriedhardwiththisregard,butwewillstillkeeptryingdifferentwaystobringcustomers.”-“你們的店在這個(gè)購(gòu)物中心里，為什么你們不定期地進(jìn)行促銷呢？”-“我聽到你所說的了，干嗎我們不談?wù)勥@個(gè)呢？我們已經(jīng)嘗試了各種手段，但是我們?nèi)匀焕^續(xù)努力去吸引顧客。”--------健康、高效、創(chuàng)新、進(jìn)取--------ActiveListening積極傾聽

“I”La36ActiveListening積極傾聽

Giveothersachancetoclarifyorexplain給別人機(jī)會(huì)以澄清或解釋?Emphasizeimportantpoints強(qiáng)調(diào)重點(diǎn)?Calmsaconflictonanintensivesituation在緊張和爭(zhēng)執(zhí)時(shí)可以緩和沖突?Helpsotherpeopleclarifyownthinking幫助對(duì)方澄清觀點(diǎn)?Manageyouremotions管理你的情緒?EncouragesOtherPeopletoShareInformation鼓勵(lì)對(duì)方提供信息?Increasetheotherparty’strustinyou加強(qiáng)對(duì)方的對(duì)自己的信任感--------健康、高效、創(chuàng)新、進(jìn)取--------ActiveListening積極傾聽

Giveo37ExamplesOfActiveListening

積極傾聽實(shí)例ItsoundsLikeWhatYouAreSayingIs…Isit?聽起來您的意思好像是說….Whatdoyouthinkofthisoptionasasolution?你認(rèn)為這個(gè)解決方案如何？SoWhatYouMeanIs您的意思是說….Ihearwhatyouaresayingisonlyinterestedin…我聽到你說你們只對(duì)…感興趣.YouFeelYouOperationPeopleWillneed…yes,necessary您認(rèn)為貴公司業(yè)務(wù)員需要….Yourunderstandingisverymuchappreciated…你們能對(duì)我們理解太好了…--------健康、高效、創(chuàng)新、進(jìn)取--------ExamplesOfActiveListening

38AskQuestion有效提問

Howtoask?

如何做到有效提問?--------健康、高效、創(chuàng)新、進(jìn)取--------AskQuestion有效提問

39AskQuestion有效提問

Askquestionsto問問題是為了Collectinformation收集信息?Enhancepersuasion提高說服力?Controlandmanagethemeeting掌控談判的進(jìn)行?Keeptheothersideinactivity讓對(duì)方保持警覺?Clarifytheideasandcarefullylistentoanswers澄清想法并仔細(xì)聆聽答復(fù)?Proposeamorebalancedalternativetodisagreement提供更平衡的方案以解決歧見--------健康、高效、創(chuàng)新、進(jìn)取--------AskQuestion有效提問

Askques40

Howtoask?如何提問？--------健康、高效、創(chuàng)新、進(jìn)取--------

Howtoask?如何提問？------41AskQuestion有效提問

OpenQuestions開放式問題?UseWhat,How,Why,andPlease使用什么、如何、為什么和請(qǐng)等詞語(yǔ)?Can’tbeAnsweredby“Yes”or“No”無(wú)法用“是”或“否”來回答?EncouragetheOtherPersontoGiveMoreInformation鼓勵(lì)對(duì)方提供更多的信息?DrawOuttheOtherPerson’sFeelingandOpinions發(fā)掘?qū)Ψ降南敕ê陀^點(diǎn)?StimulatetheOtherPersontoThinkAboutYourIdeas激發(fā)對(duì)方思考你的建議--------健康、高效、創(chuàng)新、進(jìn)取--------AskQuestion有效提問

--------健42AskQuestion有效提問

ExamplesOfOpenQuestions開放式問題舉例?Howisyourbusiness?生意怎么樣??Whydidyoualwaysdelayyourrentalpayment?為什么你們總是晚付租金??Howdoyouthinkwecansolvesthisproblem?你認(rèn)為我們?cè)撊绾谓鉀Q這個(gè)問題??Howdoyouthinkofyourmonthlyturnoverofrmb120,000?你怎么看你們每個(gè)月120000的營(yíng)業(yè)額？--------健康、高效、創(chuàng)新、進(jìn)取--------AskQuestion有效提問

--------健43AskQuestion有效提問

DetailedProbingQuestions探究式問題?BeMoreSpecific,Using:HowMany,How.Long,Who,Where,When,etc更加具體化，使用：多少、多久、誰(shuí)、哪里、何時(shí)等詞語(yǔ)?GiveaChoice,e.g:DoYouexpandonlyinShanghaiorinwholeeastChina?做出選擇，比如說：你們是只在上海地區(qū)發(fā)展還是整個(gè)華東區(qū)？?LooksLikeanOpenQuestionButwithaNarrowerFocus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(jìn)取--------AskQuestion有效提問

--------健44AskQuestion有效提問

ClosedQuestions封閉式問題?RestricttheInformationYouCanGather限制您的收集信息范圍?ObtaintheOtherPerson’sCommitmenttoaDefinitePosition明確對(duì)方的立場(chǎng)?DirectaConversationtoaParticularArea將談話引導(dǎo)到某個(gè)特定的方面?ReinforceaPositiveStatement加強(qiáng)肯定的陳述?ClarifyQuestions澄清問題--------健康、高效、創(chuàng)新、進(jìn)取--------AskQuestion有效提問

--------健45AskQuestion有效提問

6typesofnegotiationquestions6種談判問法?Togenerateproposalsandpositions

產(chǎn)生新的提議或立場(chǎng)?Toknowthetenant’sargument了解對(duì)方的爭(zhēng)執(zhí)點(diǎn)?Tounderstandtheprioritiesofsupplier了解對(duì)方的優(yōu)先順序?Tominimizeorrefusetheproposalofsupplier減低或拒絕對(duì)方的要求?Toremindontheconsequencesofabadproposal告知不當(dāng)方案的后果?Questionsongeneraltopics一般性問題--------健康、高效、創(chuàng)新、進(jìn)取--------AskQuestion有效提問

6typeso46AskQuestion有效提問

GenerateProposals&Positions產(chǎn)生新的提議或立場(chǎng)?Whatisyourproposal？你的提議是什么？?Whatisyouropiniononthisrental?你對(duì)租金的看法如何？?Accordingtowhichcriteriadoyoudecideto…你決定的依據(jù)是什么？--------健康、高效、創(chuàng)新、進(jìn)取--------AskQuestion有效提問

--------健47AskQuestion有效提問

Knowthetenant’sargument了解對(duì)方的爭(zhēng)執(zhí)點(diǎn)?Whyarentaldecrease?為什么你們要求降低租金？?Wherearethereasons?Whyyoudon’tlikethislocation?原因是什么？為什么你們覺得這個(gè)位置不合適？?Whydoyouwanttoterminatethecontractearlier?為什么你們要提前解約？--------健康、高效、創(chuàng)新、進(jìn)取--------AskQuestion有效提問

Knowthe48AskQuestion有效提問

Understandthetenant’spriority了解對(duì)方的優(yōu)先順序?Amongthese4reasons,whichoneisthemostimportanttoyou?這四個(gè)理由，哪個(gè)最重要？?Couldyoupleaseclassifyyourrequestsbyorderofthepriority?可不可以請(qǐng)你把你的要求排一下優(yōu)先順序？?Isitdetailedenoughforyou?這樣夠仔細(xì)嗎？--------健康、高效、創(chuàng)新、進(jìn)取--------AskQuestion有效提問

--------健49AskQuestion有效提問

Minimizeorrefusethetenant’sreasons減低或拒絕對(duì)方的要求?Inyouropinion,whydidyoursalesdropby40%?你覺得營(yíng)業(yè)額下降40%的原因是什么？?Whatareyoursourcesofinformation?你信息的來源是什么？?Didyoucheckthisinformation?你查過這個(gè)信息的真實(shí)性嗎？?Onthecontrary,ourhypermarketsalesincreasedby30%inthefirst4monthsofthisyear!恰恰相反,我們賣場(chǎng)的營(yíng)業(yè)額今年前四個(gè)月增長(zhǎng)了30%!--------健康、高效、創(chuàng)新、進(jìn)取--------AskQuestion有效提問

--------健50AskQuestion有效提問

Showtheconsequenceofabadproposal告知不當(dāng)方案的后果?Didyouevaluatetheconsequencesofthis…?你評(píng)估過后果嗎？?Didyouestimatethelossofturnover?你有沒有算過營(yíng)業(yè)額的損失？?Haveyouconsideredthelossofimage?你有沒有考慮過在形象上的損失？--------健康、高效、創(chuàng)新、進(jìn)取--------AskQuestion有效提問

--------健51AskQuestion有效提問

GeneralTopics一般性問題?WhatistheweightofCarrefourinyoursalesturnover…?春天百貨在你們公司的營(yíng)業(yè)額占比是多少？?Whatisyourcommercialpolicy?你們公司的商業(yè)政策是什么？?WhoisyournewExpansionManager?誰(shuí)是你們公司新上任的拓展經(jīng)理？--------健康、高效、創(chuàng)新、進(jìn)取--------AskQuestion有效提問

GeneralT52Answers應(yīng)答藝術(shù)

Howtoanswer?如何應(yīng)答？Whenthequestionneedstobethoughtabout對(duì)某些應(yīng)答問題需要再思考時(shí)的策略讓對(duì)方再重復(fù)一下或解釋一下如有人打岔,不妨讓他干擾一下可以暗示你的助手,適當(dāng)?shù)貙⒃掝}扯遠(yuǎn)一些?Whentheanswersinconvenience對(duì)某些應(yīng)答問題不便回答時(shí)的策略顧左右而言他用數(shù)據(jù)或資料不全為借口需請(qǐng)示領(lǐng)導(dǎo)或有關(guān)方面“讓我們?cè)傺芯恳幌隆?-------健康、高效、創(chuàng)新、進(jìn)取--------Answers應(yīng)答藝術(shù)

Howtoanswer?如53Answers應(yīng)答藝術(shù)

ExamplesOfAnswers應(yīng)答藝術(shù)舉例?Iwanttoknowyourcommentbeforetheanswer在回答你的問題之前,我想聽聽貴公司的觀點(diǎn)?Iamsorry,weneeddiscussforyourquestions很抱歉,對(duì)您提及的問題,我們需要再研究研究?Couldyourepeat,Idon’tunderstandyourmeaning?我不太清楚您所說的含義是什么,是否請(qǐng)您再說一次??Ourrentalarehigh,but…我們的租金是高了一點(diǎn),但是….--------健康、高效、創(chuàng)新、進(jìn)取--------Answers應(yīng)答藝術(shù)

--------健康、高效、創(chuàng)新、54Persuade說服藝術(shù)

Howtopersuade?如何說服？Let’shavesamecomments取得共同語(yǔ)言?Findtheneedsoftheotherone針對(duì)對(duì)方的心理,發(fā)現(xiàn)對(duì)方的需要?Setuptheopinionaccordingtheneedsoftheotherone根據(jù)對(duì)方的需求,建立心得信念--------健康、高效、創(chuàng)新、進(jìn)取--------Persuade說服藝術(shù)

Howtope551.Preparation準(zhǔn)備

ToolsofNegotiationProcess談判時(shí)所需的工具--------健康、高效、創(chuàng)新、進(jìn)取--------1.Preparation準(zhǔn)備

Toolsof561.Preparation準(zhǔn)備

WhataretheBenefitsofPreparation?

準(zhǔn)備工作的益處?--------健康、高效、創(chuàng)新、進(jìn)取--------1.Preparation準(zhǔn)備

Whatare571.Preparation準(zhǔn)備

WhataretheBenefitsofPreparation？準(zhǔn)備工作的益處所在?Informationenablesnegotiatorsanticipateobjectives/questions/answers/objectionsfromthetenant有關(guān)信息使談判能夠預(yù)測(cè)目標(biāo)/問題/答案/租戶的異議?Actuallysavestime,reducesstress,resultsinamoreeffectivenegotiation切實(shí)節(jié)省時(shí)間、減低壓力，使談判更有效?Avoidsbeingcaughtoffguard防止對(duì)手攻己不備--------健康、高效、創(chuàng)新、進(jìn)取--------1.Preparation準(zhǔn)備

Whatare581.Preparation準(zhǔn)備

WhataretheBenefitsofPreparation？準(zhǔn)備工作的益處所在?Improvesmanagementofthesupplier在談判過程中更具說服力?Tobemoreconvincingduringanegotiation展示出一種職業(yè)化形象?Communicatestheimpressionofprofessionalism對(duì)更高水準(zhǔn)技能的要求談判桌前的高手都是來自于---談判前的精心準(zhǔn)備工作!以努力實(shí)現(xiàn)目標(biāo)為主，以少說而精為輔。--------健康、高效、創(chuàng)新、進(jìn)取--------1.Preparation準(zhǔn)備

Whatare59Thenegotiationprocess談判過程

NegotiationPreparation談判前的準(zhǔn)備Ifyoufailtoprepareyoupreparetofail知己知彼，百戰(zhàn)不殆--------健康、高效、創(chuàng)新、進(jìn)取--------Thenegotiationprocess談判過程

Ne60ThreestepsofNegotiation

談判的三個(gè)步驟

?NegotiationPreparation談判前的準(zhǔn)備?NegotiationProcess談判的過程?Negotiationresultfollowup談判結(jié)果的跟蹤--------健康、高效、創(chuàng)新、進(jìn)取--------ThreestepsofNegotiation

61ActualNegotiation

談判過程

--------健康、高效、創(chuàng)新、進(jìn)取--------ActualNegotiation

談判過程62ActualNegotiation談判過程

1.Introduction介紹

Beontimewithallnecessarydocumentsandmaterials準(zhǔn)時(shí)出席，攜帶必要的文件和材料?Manageyourscheduleeffectively有效的管理自己的計(jì)劃表?Bepoliteandprofessionalandimage彬彬有禮、職業(yè)化及形象?Yourcredibility你的威信Presentnamecardifthisisthefirstnegotiation

若是首次談判，請(qǐng)呈遞名片?Ensurethatthecontactisthedecision-maker

確保對(duì)方是決策者?Ifnot,giveenoughtimeforrespect如果對(duì)方不是決策者，仍應(yīng)加以會(huì)談，以示尊敬--------健康、高效、創(chuàng)新、進(jìn)取--------ActualNegotiation談判過程

1.63ActualNegotiation談判過程

1.Introduction介紹

Statethepurposeofthenegotiation陳述談判目的?Takecontrolofthenegotiationrightfromthebeginning始終主導(dǎo)談判?CommunicateCarrefour’sdesireformutualbenefit闡明春天百貨的“互利”愿望?Knowyourobjectives清楚自己的目標(biāo)?Knowyouridealandacceptabletargetlevels清楚自己的理想目標(biāo)水準(zhǔn)和可接受目標(biāo)水準(zhǔn)--------健康、高效、創(chuàng)新、進(jìn)取--------ActualNegotiation談判過程

1.64ActualNegotiation

談判過程

2.Discovery發(fā)現(xiàn)Clearupanypreviousproblemsoroutstandingissuesfirst清除任何遺留問題或突出事宜.Makethecounterpartpresenttheirpositionfirst使對(duì)方首先呈明其立場(chǎng).Understandthereasons理解他們確立立場(chǎng)的原因及理由--------健康、高效、創(chuàng)新、進(jìn)取--------ActualNegotiation

談判過程

65ActualNegotiation

談判過程

3.Negotiate談判Beawareofcommonnegotiationtacticsandblocks了解常見的談判策略及障礙?Usecommunicationskillsthroughoutthenegotiationtogatherinformationandclarifyunderstanding在談判過程中，運(yùn)用溝通技巧收集信息并澄清自己的理解?Ensurethatyouare“armed”withgood,completeinformation確保自己掌握良好且完善的信息?Don’tbecaughtoff-guard!謹(jǐn)防對(duì)手攻己不備--------健康、高效、創(chuàng)新、進(jìn)取--------ActualNegotiation

談判過程

66ActualNegotiation

談判過程

3.Negotiate談判?Don’tbedistracted切勿精神不集中?Stresstheadvantagesthetenantwillreceiveandminimizethosethatyouwillobtain

強(qiáng)調(diào)租戶將會(huì)得到的益處，最大限度地淡化自身所將獲得的益處--------健康、高效、創(chuàng)新、進(jìn)取--------ActualNegotiation

談判過程

67ActualNegotiation

談判過程

3.Negotiate談判5Negotiationstrategy5種談判策略?Pricingstrategy報(bào)價(jià)策略?Concedingstrategy讓步策略?Refusestrategy拒絕策略?Ultimatumstrategy“最后通牒”策略?Signstrategy簽約策略--------健康、高效、創(chuàng)新、進(jìn)取--------ActualNegotiation

談判過程

68NegotiationAbilityTest

談判能力測(cè)驗(yàn)

以下是不同情況下的談判能力測(cè)驗(yàn)，每個(gè)案例均給出了幾種常見的選項(xiàng)，根據(jù)這些選項(xiàng)，下面又給出了相應(yīng)的評(píng)估。你可以根據(jù)這些談判案例來學(xué)習(xí)好的談判方法，并了解不當(dāng)?shù)恼勁蟹椒ǖ氖д`之處。--------健康、高效、創(chuàng)新、進(jìn)取--------NegotiationAbilityTest

69NegotiationAbilityTest

談判能力測(cè)驗(yàn)

1.挑戰(zhàn)或順從你的導(dǎo)演案例描述你是出道不久的小牌演員，導(dǎo)演以50萬(wàn)元的片酬請(qǐng)你拍行情300萬(wàn)元的新片，你會(huì)……1.談判決策：①爭(zhēng)取演出機(jī)會(huì)，片酬并不重要②既然找我，一定是因?yàn)槲矣幸欢ǖ膬?yōu)勢(shì)，提高片酬到200萬(wàn)元，待價(jià)而沽③從50萬(wàn)開始，多爭(zhēng)取一萬(wàn)算一萬(wàn)④先提出200萬(wàn)的價(jià)格，再慢慢降價(jià)2.決策分析：①——軟弱談判者，欠缺勇氣與膽識(shí)②——膽識(shí)過人，但未衡量局勢(shì)③——現(xiàn)實(shí)的談判者，略具勇氣④——膽識(shí)過人且能顧全大局--------健康、高效、創(chuàng)新、進(jìn)取--------NegotiationAbilityTest

談判能70NegotiationAbilityTest

談判能力測(cè)驗(yàn)

2：談判對(duì)手故意忽視你案例描述顧客嘲笑你未能獲得授權(quán)而拒絕與你繼續(xù)談判，請(qǐng)問你會(huì)……

1.談判決策：①當(dāng)面表示你也不知道公司為什么不進(jìn)行完全的授權(quán)，并表現(xiàn)你的無(wú)奈②告知對(duì)方你會(huì)將意見轉(zhuǎn)達(dá)給主管，而后告辭③請(qǐng)顧客在你的權(quán)限范圍內(nèi)先行協(xié)商2.決策分析：①——直接在顧客面前抱怨將有損公司形象，你無(wú)奈的舉動(dòng)會(huì)使公司丟盡顏面②——這種方式?jīng)]有達(dá)到解決問題的目的③——先在自己的職權(quán)范圍內(nèi)解決問題，有理有據(jù)，行為得體--------健康、高效、創(chuàng)新、進(jìn)取--------NegotiationAbilityTest

談判能71NegotiationAbilityTest

談判能力測(cè)驗(yàn)

3：降價(jià)的五種讓步方法案例描述你準(zhǔn)備向客戶降價(jià)2萬(wàn)元，你會(huì)如何做？1.談判決策：①一次性降價(jià)②開始不降，直到客戶準(zhǔn)備放棄時(shí)再降③客戶要求一次降一次，每次數(shù)量一樣④降價(jià)幅度逐漸提高⑤降價(jià)幅度逐漸減小2.決策分析：①——開始即降很多、籌碼盡失、易產(chǎn)生懷疑②——堅(jiān)持到底才降價(jià)，守口如瓶膽識(shí)足③——要求一次降一次，顯現(xiàn)軟弱④——愈降愈多，有失堅(jiān)定立場(chǎng)⑤——愈降愈少，減少期待--------健康、高效、創(chuàng)新、進(jìn)取--------NegotiationAbilityTest

談判能72ActualNegotiation

談判過程

4.ConclusionandSummary結(jié)尾與總結(jié)Verballysummarizetheagreement

對(duì)所達(dá)成的協(xié)議進(jìn)行口頭總結(jié)?Alwaysfinishthemeetingongoodterms在融洽的氛圍中結(jié)束會(huì)議?Askforwrittenandnotarizedconfirmationofthedeal要求得到書面的、經(jīng)認(rèn)證的交易確認(rèn)?Setupappointmentforthenextmeeting(ifnecessary)若有必要，安排下次會(huì)議--------健康、高效、創(chuàng)新、進(jìn)取--------ActualNegotiation

談判過程

4.Conc73ActualNegotiation

談判過程

CaseStudy案例分析2或3人一組(2or3personeachgroup)準(zhǔn)備時(shí)間(Prepare):25分鐘/minutes談判時(shí)間(Negotiation):30分鐘/minutesActual--------健康、高效、創(chuàng)新、進(jìn)取--------ActualNegotiation

談判過程

CaseS74Negotiationresultfollowup

談判結(jié)果跟蹤

ThreestepsofNegotiation談判的三個(gè)步驟NegotiationPreparation談判前的NegotiationProcess談判的過程N(yùn)egotiationresultfollowup談判結(jié)果的跟蹤--------健康、高效、創(chuàng)新、進(jìn)取--------Negotiationresultfollowup

75Negotiationresultfollowup

談判結(jié)果跟蹤

?Identifyproblemsorconflictsthroughoutthetermofthecontract(ifany)andaddressthem發(fā)現(xiàn)條款中的問題或矛盾并在談判中加以指明?Periodicallyreviewrelationshipwiththetenant,eveniftherelationshipisgood即使與租戶相處融洽,仍應(yīng)定期回顧彼此之間的關(guān)系?Ensureallactionsteps/commitmentarecarriedout

確保各行動(dòng)步驟/承諾都能被很好地執(zhí)行?Meetatenantperiodically定期會(huì)見租戶--------健康、高效、創(chuàng)新、進(jìn)取--------Negotiationresultfollowup

76Negotiationresultfollowup

談判結(jié)果跟蹤

Lookforwaystoexpandtherelationshipandimprovethenextnegotiation設(shè)法擴(kuò)展與租戶的關(guān)系,以期在下次談判中有所進(jìn)展?Managetherelationshipcontinuously始終注意對(duì)供應(yīng)商關(guān)系的管理--------健康、高效、創(chuàng)新、進(jìn)取--------Negotiationresultfollowup

77Summary

總結(jié)

--------健康、高效、創(chuàng)新、進(jìn)取--------Summary

總結(jié)

--------健康、高效、創(chuàng)新、進(jìn)78THANKYOU--------健康、高效、創(chuàng)新、進(jìn)取--------THANKYOU--------健康、高效、創(chuàng)新、進(jìn)取--AboutPCDStoresGroupNegotiationSkillTrainingForLeasingManager招商經(jīng)理談判技能培訓(xùn)STANLEYSUNJULY27,2012--------健康、高效、創(chuàng)新、進(jìn)取--------AboutPCDStoresGroupNegotiatObjectivesoftheWorkshop

培訓(xùn)目標(biāo)Improvethenegotiationquality.提高談判質(zhì)量.?Awareofimportanceofthepreparationandfollow-up提高對(duì)準(zhǔn)備工作及后續(xù)跟蹤重要性的認(rèn)識(shí)?Designprocessestoimprovepreparationandfollow-up設(shè)計(jì)能夠改進(jìn)準(zhǔn)備工作及后續(xù)跟蹤的程序?Applycommunicationskillsinnegotiation了解在談判中溝通技能的運(yùn)用?Shareexperiences交流經(jīng)驗(yàn)--------健康、高效、創(chuàng)新、進(jìn)取--------ObjectivesoftheWorkshopImpr

Contents

內(nèi)容Definitionandcompanyprinciples定義及公司原則Thenegotiationphases談判階段Simulatednegotiation模擬談判ExperienceSharing,SuccessfulCasesandQuestions&Answers經(jīng)驗(yàn)分享、成功案例和問題解答--------健康、高效、創(chuàng)新、進(jìn)取--------Contents

內(nèi)容--------健82Definitionandcompanyprinciples定義及公司原則Thenegotiationphases談判階段Simulatednegotiation模擬談判ExperienceSharing,SuccessfulCasesandQuestions&Answers經(jīng)驗(yàn)分享、成功案例和問題解答--------健康、高效、創(chuàng)新、進(jìn)取----------------健康、高效、創(chuàng)新、進(jìn)取--------83

Question問題WhatisNegotiation什么是談判？--------健康、高效、創(chuàng)新、進(jìn)取--------

Question問題--------健康84Definitionofnegotiation

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(gè)決策的過程。這是一個(gè)雙方共同決定每方得到什么和給予什么的關(guān)系。Negotiationisadecision-makingprocessamonginterdependentpartieswhodonotshareidenticalpreference.Itistheprocessthroughwhichthepartiesdecidewhateachwillgiveandtakeinarelationship."itismoredifficulttoleadbypersuasionthandefeatbyasword”用說服引導(dǎo)他人比用劍制服他人還要難--------健康、高效、創(chuàng)新、進(jìn)取--------Definitionofnegotiation

854negotiationcriteria

衡量談判的四個(gè)坐標(biāo)

Focusonrelationship關(guān)系LongtermvisionInterests利益WhatreallycareaboutResources資源CanbeallocatedMotivation動(dòng)機(jī)UltimateaimFIRM--------健康、高效、創(chuàng)新、進(jìn)取--------4negotiationcriteria

衡量談判86NegotiationTypes

談判的種類

Lose-Lose兩敗俱傷Win-Lose/Lose-Win贏-輸/輸-贏Win-Win雙贏--------健康、高效、創(chuàng)新、進(jìn)取--------NegotiationTypes

談判的種類

L87Threecriteriaofnegotiation

衡量談判的三個(gè)標(biāo)準(zhǔn)

結(jié)果是明智的——?jiǎng)訖C(jī)Motivation衡量談判的第一個(gè)標(biāo)準(zhǔn)是明智，也就是說，談判的結(jié)果應(yīng)該是明智的。因?yàn)檎勁惺钦勁须p方為了達(dá)成某種共識(shí)而進(jìn)行的一種行為.Oneofthecriteriaofnegotiationisadvisable,namely,thepurposeiswise.AssubscribethecontractorTariffs&Tradingnegotiation.--------健康、高效、創(chuàng)新、進(jìn)取--------Threecriteriaofnegotiation

88Three