1. Context-type 1 - everyday (basic negotiation situation) * Being aware of the impact of emotions upstream of the negotiation * Carrying out a simple situational audit to define your negotiation strategies * Organising the negotiation process - the 6 Cs principles * Tuning in and mastering active listening
2. Context-type 2 - ongoing negotiation * Reducing the influence of beliefs and judgements which limit the buyer in his behaviour * Assessing issues and internal/external powers of the buyer objectively * Using the “interests” method * Using verbal, para-verbal and non-verbal communication
3. Context-type 3 - functioning under pressure * Using mental preparation to approach a meeting with high stakes * Reinforcing your actual power faced with internal contacts and vendors * Controlling time to remain efficient: tool– process–method * Developing assertive reflexes
4. Context-type 4 - conflict * Mastering body techniques to control emotion associated with a swift reaction * Investigating the motivations and actual intentions of those involved * The tools to unlock a difficult negotiation meeting * Defusing an aggressive situation
5. Context-type 5 - international environment * Identifying and taking account of the place of emotions in a culture * Analysing the major components of a culture * Taking account of the methodological details of international negotiation * Developing your flexibility and moving your markets
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课程介绍 评价详情(0)
培训受众:
课程收益:
通过采用采购谈判中常见的5类相关背景，可训练学员掌握4类会谈关键因素——情境才智、情绪管理、方法和行为，来对各种情境加以控制。由于采用这一独特方法，它保证了相关人员在各种采购谈判中（甚至于那些最棘手的情境）取得成功。
课程大纲
* 意识到谈判开始阶段情绪的影响
* 进行简单地审核，来界定你的谈判策略
* 组织谈判流程－6Cs原则
* 调整并掌握积极倾听技巧
2. 背景类型2－正在进行的谈判
* 降低限制采购员采购的相关理念和判断的影响
* 客观地对相关问题和采购员内/外部实力进行评估
* 采用“唤起对方兴趣”方法
* 采用语言、类语言、非语言沟通
3. 背景类型3－在压力下进行谈判
* 对参与高风险会谈做好思想准备
* 增强你面对内部联系人、卖方时的谈判实力
* 控制时间，以保持高效：工具——流程——方法
* 提高反应的果断性
4. 背景类型4－冲突局面中的谈判
* 掌握身体技巧，来控制快速反应相关的情绪
* 调查采购动机和相关的真实意图
* 解决棘手谈判会谈的相关工具
* 缓和攻击性情境
5. 背景类型5－国际环境下的谈判
* 识别和考虑相关文化中的情绪定位
* 分析相关文化的主要成分
* 考虑国际谈判中的方法细节
* 提高你的采购灵活度，变更你的目标采购市场
1. Context-type 1 - everyday (basic negotiation situation)
* Being aware of the impact of emotions upstream of the negotiation
* Carrying out a simple situational audit to define your negotiation strategies
* Organising the negotiation process - the 6 Cs principles
* Tuning in and mastering active listening
2. Context-type 2 - ongoing negotiation
* Reducing the influence of beliefs and judgements which limit the buyer in his behaviour
* Assessing issues and internal/external powers of the buyer objectively
* Using the “interests” method
* Using verbal, para-verbal and non-verbal communication
3. Context-type 3 - functioning under pressure
* Using mental preparation to approach a meeting with high stakes
* Reinforcing your actual power faced with internal contacts and vendors
* Controlling time to remain efficient: tool– process–method
* Developing assertive reflexes
4. Context-type 4 - conflict
* Mastering body techniques to control emotion associated with a swift reaction
* Investigating the motivations and actual intentions of those involved
* The tools to unlock a difficult negotiation meeting
* Defusing an aggressive situation
5. Context-type 5 - international environment
* Identifying and taking account of the place of emotions in a culture
* Analysing the major components of a culture
* Taking account of the methodological details of international negotiation
* Developing your flexibility and moving your markets
本课程名称： 赢得艰难采购谈判——进阶2
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