商业谈判技巧business-negotiation-skills PPT课件

1,BusinessNegotiationsSkills,2,BusinessNegotiationsSkills,BeawareofthenegotiationetiquettePayattentiontoyourpeopleskillsAcquirealltheinformationofbothsides,3,NegotiationEtiquette,TheimportanceofnegotiationetiquetteInternationalnegotiationetiquetteNegotiationetiquetteinPRC,4,TwoConceptstobeClarified,BusinessnegotiationBusinessetiquette,5,BusinessNegotiation,Aprocessthatinordertocoordinatetherelationshipbetweenbusinessandmeettheirneeds,peopletrytofindafinalsettlementofthedisputetoreachanagreementandsignthecontractthroughtheconsultationandthedialogue.,6,BusinessEtiquette,Referringtothesuitableetiquettestandardusedinthebusiness.Itisaprocessthatshowingtherespectstotheoppositepartybytheconventionalprocedureandmethod.Anartofcommunicationamongcommercialpersonnel,7,TheImportanceofBusinessEtiquette,TomaintainandbeautifytheimageofcorporationTogaintrustoftheopposingparty,8,InternationalBusinessNegotiationEtiquette,Non-confrontationalattitudeBeattentive(beingagoodlistener)PicktherightmomentEndgracefullyBesensitivetoculturaldifferences,9,BusinessNegotiationEtiquetteinPRC,Propriety:showgoodmannersduringthenegotiation.-“trypeacefulmeansbeforeresortingtoforce”.-Chinesewillalsoexpecttheirforeignbusinesscounterparttobehaveproperlyandingoodmanners.-maintainingagoodrelationshipisalwaysmoreimportantthanonespecificdeal.,10,BusinessNegotiationEtiquetteinPRC,Mild&indirectways:-Animportantnotion“面子”(face)inChineseculture,closelyassociatedwithdignity,prestige,etc.-Gainface:complimentingintelligence,attractiveness,skills,andhelpingthemtoavoidembarrassingsituations,11,Payattentiontoyourpeopleskills,ThreeimportantthingsyouneedtoknowFirst,youneedtoknowhowyourbehavioraffectsothers.Next,understandthateveryonehastheiruniquepreferredwayofcommunicatinganditmaynotbeyourway.Effectiveskillednegotiatorsarethoseofuswhocanchangetheircommunicationstyletomeettheneedsofthelistener.,12,TherearefourDimensionsofBehaviorattributes.Withthis,youcanidentifyyournaturalnegotiatingstyleandstarttounderstandhowothersmayviewyou.,13,FourDimensionsofBehaviorattributes,Dominant:Dominantpeopledesiretocontroltheirenvironment.Theyareverydirectandtheyaregoodattelling.Theyareself-confidentbutcansometimesbeseenasintimidatingandarrogant.Theytendtomovetowardgoalswithoutconsideringmultiplesolutionsoroutcomes.Forthatreason,othersoftenviewthemasimpatientanduncaring.Theyaregoodatstatingwhysomethingwillnotwork.Asaresult,theymaybeseenasnegative.Todominants,resultsaremuchmoreimportantthanhowpeoplefeel.,14,FourDimensionsofBehaviorattributes,Influence:LikeapersonwhoisDominant,influencersaregoodattellingbuttheyusealessdirectmethod.Theywanttoconvinceandmotivateyou,ratherthancoerceyoutodosomething.Influencersseethepossibilitiesinaplanorconcept,ratherthanthepitfalls.TheinfluencermayseetheDominantasnegativeandtheDominantmayviewtheinfluencerasunrealisticorevenpolitical.Bothwanttomakethedecision,andareleaders.Influencersaresocial,andusuallyknowalotofpeople.Theywanttogetresults,buttheirfocusisonmotivatingpeopletogettheresults,together.,15,FourDimensionsofBehaviorattributes,Steadiness:Steadinesspeople,likeinfluencerswhenlookingatnewideaswillseethepositiveaspects.Unliketheinfluencer,theydonotlikechangeevenifitispositive.Theyaresuperblisteners,andconsiderthingsbeforeresponding.Liketheinfluencer,theyarefocusedonpeople.Theyareextremelydependable,solidteamplayers.HighDominantandinfluencestylesthatnegotiatewithpeoplewhoareintheSteadinessstylehavetobecautiousastheylikeimmediateresponses.TheSteadinessstylelikestothinkbeforeresponding.Theyareoppositesofdominantsandinfluencers.,16,FourDimensionsofBehaviorattributes,Conscientious:LikeSteadiness,theyarereserved.But,likethedominant,theyaretaskandcontrolfocused.Whennegotiating,yourstatementsmustbefactualandhaveapoint.Theyareperfectionists.Theirapproachisindirect,reserved,business-like,anddiplomatic.Unlessyoucanprovidethemwithreasonssupportedbyfacts,theydonotreadilyacceptchange.Theybelievethatifpeoplewillfollowprocessesandprocedures,manyproblemswillbesolvedandchangebecomesunnecessary.Factsandprocessesaremostimportantandpeopleareasecondaryconsideration.,17,Whenpeopleofdifferentstylesinteract,itcanbenegative.Theinfluencer,negotiatingwithaconscientiousstylemakesaremarkwithaminorstatisticaboutthequalityofaproduct.Itisquestionedandcannotbesupported.Thesteadinessstylenegotiatingwithapersoninthedominantcategorywantstoponderanswerstoquestions.Whilethinking,thedominantpersonbeginstotalkagain,fillingthesilence,pushingforananswerordecision.Aninfluencer,negotiatingwithadominantwillanswerquestionswithastoryoranecdoteratherthanusingashorterdirectapproach.Alloftheseseeminglysmallthingscanbecomehugeinthehandsofskillednegotiator.,18,Tomaximizeyournegotiatingskills,gainpracticeinnotonlyrecognizingthestyleofothers,butalsoinfullyunderstandingyourowntendenciesandbeingflexiblewhennecessaryisvital.,2020/5/1,19,Acquirealltheinformationofbothsides,NegotiationissettleduponthebasisofeachothersdemandTwo-waycommunicativeactivityArt,2020/5/1,20,Acquirealltheinformationofbothsides,QualifiednegotiatorGeneralpolicyofthecompanyorinstitutionOrganizationalstructureDecision-makingprocess,2020/5/1,21,Acquirealltheinformationofbothsides,Informationisthelifebloodofthenegotiationprocess.togointoanegotiationwithnoinformationistogoinblind.itisessentialtobeginsearchingforinformationfromthebeginning,evenbeforeyourinitialcontactwiththeotherparty.,2020/5/1,22,Acquirealltheinformation