6.积极练习，以更好地谈判 * 从较量的阶段获取心得 * 妥善处理让步与让步条件 * 掌握重述，应对异议及敢于总结的技巧 1. Identifying our style to become more flexible * The psychological aspects of a bargaining relationship * Consider the negotiation as a process of adaptation and differentiation * Identify behaviors in negotiation and become aware of our strengths and weaknesses * Develop our ability to claim in a situation of negotiation
2. Preparing negotiations: a strategic and tactical stage * Identify conditions for the existence of negotiation and key factors for its success * Define stakes and objectives of negotiation for each stakeholder * Distinguish negotiable space in "non-negotiable" elements * Clearly define objectives and prepare arguments to value * Identify direct and indirect actors * Analyze profile of each interlocutor * Decide on a strategy adapted to the situation and consider all assumptions
3. Managing key stages of negotiation * Successful start-up phase * Clarify the objectives of the parties involved * Always keep in mind your objectives and degree of freedom. * Validate each stage
4. Concluding, reaching agreement and arranging follow-ups * Validate the agreements and make the points of progress * Strengthen the commitments in the implementation phase * The synthesis of exchanges and validate decisions * Organize the implementation of decisions. * Follow the outcome of negotiations and draw lessons for the future
5. Dealing with difficult and conflict situation * Identify your constraints and advantages encountered in this situation to get over obstacles * Anticipate to better prepare for delicate negotiations * Keep standing on the point of view steadily and prove its value * Practice active listening to keep responsiveness and adaptability * Control your mode of communication face “difficult partners" * Effective techniques to get out of stressful situations * Sustain a positive relationship regardless of the issues
6. Active pratice for better negotiation * Develop necessary reflexes during confrontation * Deal with concessions and counterparties * The techniques of rephrasing, handle objections, dare to conclude
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本课程实践性强，能让你逐步了解到何为有效的谈判。你要找出问题的症结，从对方的角度出发，找到可选择的解决方案，并最终得出对双方都有利的方案。谈判各方都希望达成各自的目标，而谈判就是着重于解决问题，并使双方达成统一的意见。
课程大纲
* 掌握谈判关系中的心理学
* 把谈判视为一个调整与差异化过程
* 认识到谈判行为中自己的长短处
* 培养在谈判情境中展现主见的能力
2.准备谈判：一个策略和战术阶段
* 识别谈判的成立条件、促使它成功的关键因素
* 为每位参与者定义谈判中的利害关系和目标
* 从“无谈判余地”的要素中，区分出可谈判空间
* 清晰界定目标，准备有利论据
* 识别直接和间接的的参与者
* 分析对话者的特点
* 根据具体情境选取匹配的策略，并研究各种可能性
3.掌控谈判的各个关键阶段
* 在谈判中开个好头
* 明确在场各方的目标
* 时刻不忘各阶段的目标及自由度
* 取得阶段性成果，在每一步确认共识
4.总结，达成共识及安排谈判的后续工作
* 使谈判达成的共识生效，并总结进步点
* 加强各方在落实阶段的投入
* 总结交互意见，确认所做决定
* 把决定付诸于实践
* 跟进谈判结果并从中吸取经验教训
5.应对出现的困难及冲突情境
* 识别自己面对局势中的长短板，以突破僵局
* 对可能出现的困难做好思想准备
* 力争稳定阵脚，彰示论据价值
* 积极倾听，维持自己的反应力和适应力
* 掌握应对“谈判高手”的沟通方式
* 有效摆脱紧张情境的技巧
* 在博弈中要维护积极的人际关系氛围
6.积极练习，以更好地谈判
* 从较量的阶段获取心得
* 妥善处理让步与让步条件
* 掌握重述，应对异议及敢于总结的技巧
1. Identifying our style to become more flexible
* The psychological aspects of a bargaining relationship
* Consider the negotiation as a process of adaptation and differentiation
* Identify behaviors in negotiation and become aware of our strengths and weaknesses
* Develop our ability to claim in a situation of negotiation
2. Preparing negotiations: a strategic and tactical stage
* Identify conditions for the existence of negotiation and key factors for its success
* Define stakes and objectives of negotiation for each stakeholder
* Distinguish negotiable space in "non-negotiable" elements
* Clearly define objectives and prepare arguments to value
* Identify direct and indirect actors
* Analyze profile of each interlocutor
* Decide on a strategy adapted to the situation and consider all assumptions
3. Managing key stages of negotiation
* Successful start-up phase
* Clarify the objectives of the parties involved
* Always keep in mind your objectives and degree of freedom.
* Validate each stage
4. Concluding, reaching agreement and arranging follow-ups
* Validate the agreements and make the points of progress
* Strengthen the commitments in the implementation phase
* The synthesis of exchanges and validate decisions
* Organize the implementation of decisions.
* Follow the outcome of negotiations and draw lessons for the future
5. Dealing with difficult and conflict situation
* Identify your constraints and advantages encountered in this situation to get over obstacles
* Anticipate to better prepare for delicate negotiations
* Keep standing on the point of view steadily and prove its value
* Practice active listening to keep responsiveness and adaptability
* Control your mode of communication face “difficult partners"
* Effective techniques to get out of stressful situations
* Sustain a positive relationship regardless of the issues
6. Active pratice for better negotiation
* Develop necessary reflexes during confrontation
* Deal with concessions and counterparties
* The techniques of rephrasing, handle objections, dare to conclude
本课程名称： 谈判：日常实践及工具
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