Why negotiate? Negotiation. Why?
How was the negotiation? How to negotiate?
What is the negotiation for? How to negotiate?
Mr. Tan Xiaofang, a well-known expert in business negotiation skills, is one of the best experts in the field of business negotiation skills in China. The business negotiation skills training course developed by him has been well received by many enterprises and institutions!
Negotiation is a communication process to solve problems through consultation. As long as we want something from others, or what others want from us, it is negotiation, so everyone is a negotiator. Negotiations happen around us almost all the time. Negotiation has become an effective behavior for people to solve various disputes and problems between them, so negotiation is a kind of ability that everyone should have. Negotiation is even more important for salespeople and business negotiators, because their negotiation ability directly determines the level of corporate profits!
According to the relevant data survey, the loss of orders or contracts caused by the lack of business negotiation skills in the sales process accounts for 68% of the operating costs of enterprises. In reality, business negotiation is more based on price, so the cooperation between the two sides is full of suspense, which makes top managers attach great importance to business negotiation skills.
However, after the financial crisis, the market environment and customer demand have undergone qualitative changes, forcing enterprises to adjust business negotiations in combination with the market environment and sales targets. Correctly mastering effective business negotiation principles and skills can not only increase the sales performance of enterprises, but also enhance the confidence of enterprises in long-term operation. Welcome to attend the course "Business Negotiation Skills Training" by Mr. Tan Xiaofang, an expert in business negotiation skills, and thoroughly solve the intractable diseases in business negotiation!
Training plan:
Part I: Introducing business negotiation skills into the curriculum.
First, business negotiation interpretation
1, life is full of negotiations and contracts.
2. Basic conditions and purposes of negotiation.
3. Eight factors for the success of business negotiators
4. What influence does the charm of human nature have on business negotiation?
Second, the basis and motivation of business negotiations
1, the basic connotation of business negotiation
2. The core of business negotiation
3. Types of business negotiations
4. Motivation of business negotiation
Sharing: Jewish negotiation strategy
Sharing: revealing the negotiation mode between power plants and enterprises for the first time
Case: Google negotiated with China when searching for "inside ghost"
Case: Copenhagen-the origin of this negotiation
Sharing: The Secret of Business Negotiation in Yu Hua's Brothers
Third, negotiation strategy.
1, negotiation general formula
2. Effectively handle the rejection of the other party
3, detection skills
4. Team negotiation skills
5. Telephone negotiation skills
6, clear the obstacles of negotiation skills
7. Identify the negotiation style
8. Three key elements of win-win negotiation
9. Harvard Negotiation Law and Chessboard Rules
10, difficult negotiation method
Part II: Business negotiation skills.
First, the way of business negotiation.
1, direct negotiation and indirect negotiation
2. Horizontal negotiation and vertical negotiation
Second, the level of business negotiation.
1, competitive business negotiation
2. Cooperative business negotiation
3. Win-win business negotiation
Three, the eight elements of business negotiation
1, target
The goal is based on demand, and demand is the basis of negotiation.
2. Risk
The ability to take risks is the embodiment of your strength.
Step 3 trust
Trust is the prerequisite for negotiations to enter a substantive stage.
4. Relationship
Interpersonal relationships affect trust and ultimately affect results.
5.* * * wins
Long-term cooperation can only be based on win-win cooperation.
6. Strength
Power reflects strength and has a decisive influence on the outcome of negotiations.
Step 7: Prepare
Negotiation depends not on eloquence, but on preparation.
8. Approval
Only negotiate with people who can decide this matter.
Fourth, the basic principles of business negotiation
1, the overall interests should be maximized.
2. Be good at creating an open, fair and just competition situation.
3, should be clear about the goal, and be good at compromise.
4. Pay attention to the principle of equality and mutual benefit.
5. The principle of valuing interests over positions.
6. Adhere to the principle of applying objective standards.
7. Adhere to the principle of separating people from problems.
8. Adhere to the principle of proposing mutually beneficial solutions.
9. Pay attention to the principle of combining science with artistry.
10, note that negotiation is not needed under any circumstances.
Five, the principles of business negotiation strategy formulation
1, objective standard principle
2. * * * Take the interests as the principle.
3, the principle of separation of personnel
4, the principle of strategic consistency
Case: Bidding negotiation of elevator equipment procurement
Case: Haier bid for Ke Mei, an American home appliance giant.
Case: CNOOC buys Unocal Oil Company.
Part III: Literacy and skills of business negotiation.
First of all, the business negotiation etiquette and negotiation style of various countries.
1, business negotiation etiquette and etiquette
2. American business negotiation style.
3. Japanese business negotiation style.
4. European business negotiation style
5. Frequency of using nonverbal communication skills in different countries.
Second, the comprehensive skills of business negotiation
1, opening negotiation skills
(1) The quotation is higher than expected.
(2) Never accept the first quotation or counter-offer from the other party.
(3) learn to be surprised at the right time.
(4) Avoid confrontation
(5) Magnetoresistance method
(6) Trapping strategy
(7) Pliers strategy
2. Negotiation skills
(1) Excellent leadership skills
(2) The service value is decreasing.
(3) Don't simply compromise.
(4) skills to solve the deadlock
(5) Coping skills
(6) skills to deal with dead ends
(7) Cherry picking skills
(8) Skills of asking for rewards
3. Concession skills in business negotiation
(1) Where is the bottom line?
(2) Basic principles of concession
(3) unexpected concessions
4. Communication skills in business negotiation
(1) prompt language mode
(2) the skills of asking questions
(3) Reaction skills
(4) take it from the first.
(5) Box changing skills
5. Telephone negotiation skills
6. Team negotiation skills
7. Final negotiation strategy
(1) nibbling strategy
(2) narrowing the preferential margin
(3) exit strategy
Third, the misunderstanding of women's business negotiations
1, Misunderstanding of Women's Business Negotiation 1: Too Lady.
2, women's business negotiation misunderstanding 2: too tough
3. Misunderstanding 3 of women's business negotiation: too haggle over every ounce.
4. Misunderstanding 4 of women's business negotiation: too emotional.
5. Misunderstanding of women's business negotiation 5: You can't grasp the overall situation.
Four, the "Ten Art of War" in business negotiations
1, nibbling at the war situation step by step
2. defensive warfare.
3. The diversion strategy of guerrilla warfare
4. The negotiations on the peripheral war have escalated.
5. Please enter the urn in the decisive battle.
6. Playing hard to get in the shadow war
7, hit the virtual head
8. Use "cognitive contrast method" to lower your opponent's alert.
9. Narrow the scope of negotiation with "Anchoring Theory"
10, use "camera contract" to solve mutual disputes.
Five, nine kinds of personality and business negotiation methods
1, Matters needing attention and important principles in negotiation with 1
2. Matters needing attention and important principles in negotiations with No.2..
3. Matters needing attention and important principles in negotiations with No.3..
4. Matters needing attention and important principles in negotiations with No.4..
5. Matters needing attention and important principles in negotiations with No.5..
6. Matters needing attention and important principles in negotiations with No.6..
7. Matters needing attention and important principles in negotiations with No.7..
8. Matters needing attention and important principles in negotiations with No.8.
9. Matters needing attention and important principles in negotiations with No.9..
Case: China engineering company BATNA.
Case: audio and video compression card procurement negotiation
Case: Simpson diesel generator set business negotiation
Case: Jinshan company locomotive parts procurement negotiation
The fourth part: the process of business negotiation and business negotiation.
First of all, overcome the four psychological obstacles in business negotiation.
1, obstacle 1: fear of heights
2. Obstacle 2: Fear of money
3. Obstacle 3: Fear of failure
4. Obstacle 4: Fear is more than psychology
Second, the preparations for business negotiations
1, preparation of business negotiators
(1) How many people?
(2) Proportion of components
(3) Rationality of configuration
2. Preparation of business negotiation information
(1) market information
(2) competitor information
(3) scientific and technological information
(4) Policies and regulations information
(5) Financial information
(6) Sample information of manifest
3. The purpose and goal of business negotiation
(1) theme
(2) objectives
(3) Optimization
(4) Object determination
4. Time and space choice of business negotiation.
(1) time
(2) location
(3) OTC trading
(4) negotiation environment
5. Formulation of business negotiation scheme
(1) Basic requirements of negotiation scheme
(2) The main contents of the negotiation plan
6. Business negotiation simulation
(1) Necessity
(2) Make assumptions
(3) Imagine the whole negotiation process.
(4) Collective simulation
7. Determination of the bottom line of business negotiation
(1) price level
(2) Method of payment
(3) Delivery and penalty
(4) the length of the guarantee period
8. Preparation for business negotiation and contact
(1) seats
(2) Welcome
(3) Accompaniment
(4) farewell
Third, the complete process of business negotiation.
1, business negotiation procedure
(1) internal authorization
(2) External negotiation
(3) Get internal support
2. External negotiation process
(1) preparation stage
(2) Initial stage
(3) development stage
(4) Conclusion or termination stage
3. Obstacles and solutions in business negotiations
(1) obstacle1-self-habitual response
(2) Obstacle 2-the mentality of the other party
(3) Obstacle 3-The other side stands firm.
(4) Obstacle 4-Dissatisfaction of the other party
(5) Obstacle 5-the strength of the other side
(6) Solutions to various obstacles
(7) Observe each other's body language
4. Efficient business negotiation.
(1) Six Major Effects of Negotiation
(2) Franklin clinch a deal method
(3) Superior and black-and-white face
(4) Reciprocity method
(5) take it from the first.
(6) Hot potato method
5. Achieve win-win business negotiations.
Misunderstandings in business negotiations
The higher/lower the price, the better.
B cares too much about each other's interests.
The vital interests of the blind.
(2) Complete the negotiation of pushing and pulling.
(3) Customs clearance methods
(D) the conclusion of the negotiation agreement
6, the implementation of business negotiation agreement
7. Management of business negotiation contracts
(1) The signing of the contract is the phased result of the negotiation.
(2) Promoting its implementation is the task in the post-negotiation stage.
(3) The handling of breach of contract is a helpless legal guarantee.
Sharing: Six Skills of Negotiating and Signing Contracts
Sharing: Is the ultimate goal of negotiation a contract?
Four. Matters needing attention during the negotiation:
1, five problems that should be paid attention to in the negotiation
2. Five topics that should not be mentioned in the negotiation.
3. Five actions that should not be done during the negotiation
4. The application of emotion in business negotiation.
5. Final recommendations for successful negotiations