商务谈判课件赏析

1、商务谈判课件赏析Contents商务谈判理论1.商务谈判实物2.商务谈判艺术3.4.商务谈判模拟5.第一局部 商务谈判理论Chapter 1Chapter 2Chapter 3Chapter 4导论商务谈判概述商务谈判内容商务谈判心里Chapter 1 导论1.1谈判的定义1.2谈判的动因1.3谈判的要素1.4谈判的类型1.1 谈判的定义尼尔伦伯格(Nierenberg)：只要人们为了改变相互关系而交换观点，只要人们是为了取得一致而磋商协议，他们就是谈判。1968?The Art of Negotiating?马什Marsh:谈判是指有关各方为了自身的目的，在一项涉及各方礼仪的事务中进行磋商，

2、并通过调整各自提出的条件，最终达成一项各方较为满意的协议的过程。1971?Contract Negotiation?杜邦(Dupont)：谈判是使两个或多个角色处于面对面位置上的一项活动，各角色因持有分歧而相互对立，但他们彼此又互为依存，他们选择谋求达成协议的实际态度，以便终止分歧，并在他们之间即使使短暂性的创造、维持、开展某种关系。?Negotiation conduct, theory ,application?) 巴罗Barlow：谈判使一种双方致力于说服对方接受其要求时所运用的一种交换意见的技能。?Negotiation skills?基本点目的性相互性协商性1.2 谈判的动因123追

3、求利益 谋求合作 寻求共识 目的可能途径1.3谈判的根本要素Add YourTitle TextText 1Text 2Text 3Text 4Text 5谈判背景谈判背景当事人当事人谈判议题1.4 谈判的主要类型1参与方数量10内容与目的的关系3参与人员数量5交易的地位8沟通的方式6谈判的态度Text2谈判所在地4谈判内容的性质9参与方的国域7谈判所属局部Chapter 商务谈判概述2.1商务谈判的定义2.2商务谈判的特征2.3商务谈判的职能2.4商务谈判的程式2.5商务谈判的模式2.6商务谈判的原那么2.7商务谈判的成败标准2.1 商务谈判的定义商务谈判商务谈判2.2商务谈判的特征1Tit

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