谈判3PPT_模板终极版.ppt

1、,L/O/G/O,NEGOTIATION,INTELLIGENT BUSINESS,Huang Huaji Xie Weishan Li Yingqiao,2,Etiquette In Negotiation,Before The Negotiation,During The Negotiation,After The Negotiation,4,1,2,3,CONTENT,NEGOTIATION,3,Etiquette In Negotiation,INTELLIGENT BUSINESS,INTELLIGENT BUSINESS,INTELLIGENT BUSINESS,How To Gr

2、eet,How To Dress,Details,4,How to dress Dress formally and traditionally and elegantly. Formal Dress Men : white shirts, suit jackets, ties, dress pants Women: white blouses, suit jackets, dress pants or skirts Causal Attire Men : nice khaki, navy slacks Women : skirts and blouses, or tailored slack

3、s, blouses, and nice belts,Etiquette In Negotiation,5,How to greet Determine the level and size Two Factors The rank and the purpose of the negotiators The relationship between the negotiators Be sure to arrive earlier Shake hands,Etiquette In Negotiation,6,Details Exchange the business card. Switch

4、 off your telephone before you negotiate.,Etiquette In Negotiation,7,Before The Negotiation,INTELLIGENT BUSINESS,INTELLIGENT BUSINESS,INTELLIGENT BUSINESS,The Principles of Negotiation,The Definition of Negotiation,The Preparation of Negotiation,8,The Definition of Negotiation Negotiation is the pro

5、cess we use to satisfy our needs when someone else controls what we want. Negotiation is the ability to deal with business affairs, to arrange by discussion the settlement of terms, to reach agreements through treaties and compromise, and to travel through challenging territory.,Before The Negotiati

6、on,9,The Principles of Negotiation When to negotiate? Both parties have divergent interests and common interests.,Before The Negotiation,10,The Principles of Negotiation Why to negotiate? To gain the benefit to the maximum To satisfy the needs to the maximum To seek interest To pursue cooperation To

7、 seek common points and mutual benefits,Before The Negotiation,11,The Preparation of Negotiation Collect Information About The Case Information - The Basis on which negotiation strategies are formulated. Know yourself Your Advantages & Disadvantages Know your opponent Your Opponents Advantages & Dis

8、advantages,Before The Negotiation,12,The Preparation of Negotiation Establish A WIN-WIN Result The best and the easiest result to get.,Before The Negotiation,13,The Preparation of Negotiation Establish Your Bottom Line The line that shows the profit or loss. Establish Your Best Alternative If you fa

9、il your bottom line and the best alternative is good, dont fear that your negotiation fail.,Before The Negotiation,14,During The Negotiation,INTELLIGENT BUSINESS,INTELLIGENT BUSINESS,INTELLIGENT BUSINESS,Negotiation Skills,Strategies And Tactics,15,During The Negotiation,NEGOTIATION,To Realize The R

10、elevant Negotiation Factors,* When and where ? * Advantages or strength? * The difference between both parties about the questions? * Is it necessary to build a long-term cooperative relationship? *The trend of negotiation?,Negotiation Tactics,16,Negotiation Strategies ATTACK Keep polite and respect

11、 the other party Be strong and careful Try to get your what you want as soon as possible Threat the other party Laugh at the other party Insult the other party Feel too proud and arrogant,During The Negotiation,17,Negotiation Strategies APPESE Keep firm Be patient and dont give up easily Be courteou

12、s Emphasize the Win-Win result Emphasize the relationship If you want to give up, you can give up voluntarily.,During The Negotiation,18,During The Negotiation,NEGOTIATION,Come Up With Several Available Solutions Before Having A Negotiation,* Opportunities always favors for those people who have got

13、 ready. * If one of your solution doesnt work, you can use another.,Negotiation Tactics,19,During The Negotiation,NEGOTIATION,Determined The Target,*No target, no strength.,Negotiation Tactics,20,During The Negotiation,Build good rapport,Determine the negotiation attitude,Text in here,NEGOTIATION SK

14、ILLS,TACTICS,Fully understand your party,Get effective information,Control the negotiation situation,Concise language,21,NEGOTIATION SKILLS To build good rapport Show interest Proper body language Take notes Paraphrase Mirroring,During The Negotiation,22,NEGOTIATION SKILLS Determine the negotiation

15、attitude Be modest and friendly Listen first, talk second Aim high,During The Negotiation,23,NEGOTIATION SKILLS Fully understand your opponents Know yourself and your opponents, you will win every war. Understand your opponents purpose of negotiation Have the indication of your opponents,During The

16、Negotiation,24,NEGOTIATION SKILLS Get effective information Use open-ended questions Get your questions ready in advance,and you can get more by asking more Be silent for a long period of time,During The Negotiation,25,NEGOTIATION SKILLS Control the negotiation situation Deal with the deadlock Seize

17、 the right moment to present our strategies Observe the actions of the other paty while listening Appropriate concession,During The Negotiation,26,NEGOTIATION SKILLS Concise language Emphasize the key words Read them in a low or high, light or heavy voice,During The Negotiation,27,NEGOTIATION SKILLS

18、 Dont Dont interrupt others speaking。 Dont ask “why” questions Dont lose yourself of possession Never accept the first offer Try to look disappointed and politely decline,During The Negotiation,28,Tasks After The Negotiation,After The Negotiation,INTELLIGENT BUSINESS,INTELLIGENT BUSINESS,Summarize A Negotiation,29,Summarize A Negotiation Give