谈判技巧

课程名称： 谈判技巧

培训对象： 面向所有经常进行与客户谈判的专业人士

课程目标： 本课程专为经常需要谈判的专业人士所设计，培训后，学员将会进行谈判6大能力的自我评估，明确掌握谈判的时机，准备谈判计划书，明确了解筹码的运用，以及谈判语言的使用等技巧

课程时间：        2天 (9 am ~ 5 pm)

课程大纲： 第一天

谈判技能的心理准备：

• 什么叫谈判？

• 谈判的心理行为学基础

o 冰山理论

o DISC 个性行为分析法

o 谈判的人际需求与业务需求

• 谈判家6大能力的自我评估

• 谈判的目标 --- 双赢甚至多赢

• 谈判时机的确定

• 如何准备谈判 – 谈判计划书

第二天

• 筹码的分类及其应用：

o 交换条件

o 附件利益

o 折中妥协

o 彻底让步

• 谈判语言技巧的运用

o 情绪技巧

o 叙述技巧

o 议价技巧

o 妥协技巧

o 威胁技巧

• 缓解谈判僵局、再入谈判的要点

• 争取建立长久关系的结尾

• 精彩案例分享：新加坡 – 马来西亚水供谈判

• 模拟练习

   结束



Topic： Negotiation skill

Target Group： For professionals who needs carry on negotiations

Benefit to participants： By completing the training, the participants will carry on self-assessment regarding their 6 essential negotiation abilities, and will learn how to identify the timing of start negotiation, prepare the negotiation plan, understand and know how to use their bargain chips, and so on.

Duration：        2 day (9 am ~ 5 pm)

Outline： Day 1

Negotiation psychological preparation：

• Definition of negotiation？

o Iceberg theory

o DISC analyze method

o Human needs and business needs

• Self-assessment of your 6 negotiation abilities

• Psychological foundation for negotiator

• Target of negotiation --- win-win

• When to start negotiation?

• Prepare for negotiation – paper work

• Flow-chart of negotiation

Day 2

• Bargain chips and application：

o Exchange item

o Additional benefit

o Compromise

o Give up

• Language skill used during negotiation

o Emotional language

o Describe skill

o Bargain skill

o Compromise language skill

o Threaten skill

• Build up long term relationship at the end

• Classic case sharing: Singapore – Malaysia water supply negotiation

• Role play and simulations

• Summary, Q & A

   End of training