招商经理谈判技巧培训资料

主讲：王孝民招商经理谈判技能培训培训目标Improvethenegotiationquality.提高谈判质量.•Awareofimportanceofthepreparationandfollow-up提高对准备工作及后续跟踪重要性的认识•Designprocessestoimprovepreparationandfollow-up设计能够改进准备工作及后续跟踪的程序•Applycommunicationskillsinnegotiation了解在谈判中沟通技能的运用•Shareexperiences交流经验内容Definitionandcompanyprinciples定义及公司原则Thenegotiationphases谈判阶段Simulatednegotiation模拟谈判ExperienceSharing,SuccessfulCasesandQuestions&Answers经验分享、成功案例和问题解答Definitionandcompanyprinciples定义及公司原则Thenegotiationphases谈判阶段Simulatednegotiation模拟谈判ExperienceSharing,SuccessfulCasesandQuestions&Answers经验分享、成功案例和问题解答Question问题WhatisNegotiation什么是谈判？谈判的定义谈判是由彼此依赖但又没有完全相同的资源的双方来作出一个决策的过程。这是一个双方共同决定每方得到什么和给予什么的关系。Negotiationisadecision-makingprocessamonginterdependentpartieswhodonotshareidenticalpreference.Itistheprocessthroughwhichthepartiesdecidewhateachwillgiveandtakeinarelationship.itismoredifficulttoleadbypersuasionthandefeatbyasword”用说服引导他人比用剑制服他人还要难4negotiationcriteria衡量谈判的四个坐标Focusonrelationship关系LongtermvisionInterests利益WhatreallycareaboutResources资源CanbeallocatedMotivation动机UltimateaimFIRMNegotiationTypes谈判的种类Lose-Lose两败俱伤Win-Lose/Lose-Win赢-输/输-赢Win-Win双赢Threecriteriaofnegotiation衡量谈判的三个标准结果是明智的——动机Motivation衡量谈判的第一个标准是明智，也就是说，谈判的结果应该是明智的。因为谈判是谈判双方为了达成某种共识而进行的一种行为.Oneofthecriteriaofnegotiationisadvisable,namely,thepurposeiswise.AssubscribethecontractorTariffs&Tradingnegotiation.Threecriteriaofnegotiation衡量谈判的三个标准有效率——有效的利用Resources衡量谈判的第二个标准是有效。谈判追求的是效率，最好能速战速决，除非万不得已，不要拖延时间Second,availability,thepurposeofnegotiationisefficiency,thebetterwayistoquicktostartandquicktoachievethetarget.Don’twastetoomuchtime,moretimeyouspending,morehuman,materialandfinancialwillbespent.Threecriteriaofnegotiation衡量谈判的三个标准增进或至少不损害双方的利益——利益Interests衡量谈判的第三个标准是增进或至少不损害双方的利益，即友善。谈判不是你死我活，不是在损害对方利益的前提下满足自己的私利，而是要增进双方的利益，通过谈判使双方达到双赢。Thirdpointistobefriendly,toimproveatleastnottodamagetheotherparty’sinterest.OnthepremiseofmakemutualbenefitstogaintheresultofWIN-WIN,nottosatisfyyourself-interestbyyourside,ifonlyonepartattainitsobjective,wesayitwont’bearealWIN-WINnegotiation.YourStory你的故事ExperienceSharing经验分享OurNegotiationGoals我们的谈判目标GoalsofthenegotiationinPCDSSHOPPINGMALL春天百货的谈判目标Toincreaseandimprove:目的是提高和改善:Rentalincome租金收入Contractterms合同条款Tenantmix租户组合Paymentofrental租金的支付Longtermrelationship长期协作关系ShoppingMallPrinciples招商部的谈判原则Afairandpromisingpartnershipmustbedevelopedbetweenourtenantandus.必须与租户建立起一种公平而且有发展前途的合作关系Negotiationsarepreparedaccordingtoarationalapproachandarebasedonaccuratedata:谈判要以合理的方法去准备,谈判准备工作要建立在准确的数据基础上Theresultsofnegotiationsshouldoptimizetherentalinvalue,thetenantmixandthelong-termandsustainablerelationshipdevelopmentwithourtenants.谈判的结果必须使租金收入和租户组合最优化,同时要有助于建立与租户之间的长期可持续发展的关系。Agreementsarefollowed-upthroughoutthetenancyperiodtoensurethatobjectivesareachieved.整个合同期限内要对合同进行跟踪以确保目标的实现。ShoppingMallPrinciples招商部的谈判原则Afairandpromisingpartnershipmustbedevelopedbetweenourtenantandus.必须与租户建立起一种公平而且有发展前途的合作关系Negotiationsarepreparedaccordingtoarationalapproachandarebasedonaccuratedata:谈判要以合理的方法去准备,谈判准备工作要建立在准确的数据基础上Theresultsofnegotiationsshouldoptimizetherentalinvalue,thetenantmixandthelong-termandsustainablerelationshipdevelopmentwithourtenants.谈判的结果必须使租金收入和租户组合最优化,同时要有助于建立与租户之间的长期可持续发展的关系。Agreementsarefollowed-upthroughoutthetenancyperiodtoensurethatobjectivesareachieved.整个合同期限内要对合同进行跟踪以确保目标的实现。Contents内容Definitionandcompanyprinciples定义及公司原则Thenegotiationphases谈判阶段Negotiationpreparation谈判准备NegotiationProcess谈判过程Negotiationresultfollowup谈判跟踪Thenegotiationprocess谈判过程NegotiationPreparation谈判前的准备NegotiationProcess谈判的过程Negotiationresultfollowup谈判结果的跟踪1.Preparation准备WhatistheappropriatepercentageoftimeyoushouldgivetopreparationbeforestartingNegotiation?多少时间用于谈判的准备工作是合理的？Thenegotiationprocess谈判过程NegotiationPreparation谈判前的准备NegotiationProcess谈判的过程Negotiationresultfollowup谈判结果的跟踪IfIhadninehourstocutdownatree,Iwouldspendthefirstsixsharpeningtheaxe.-AbrahamLincoln如果我有九个小时来砍一棵树，我会用前六个小时来磨利斧子-亚伯拉罕.林垦What’stheequivalentinChinese?中国有句什么类似的话？磨刀不误砍柴工!工欲善其事,必先利其器.1.Preparation准备WhattobepreparedbeforeNegotiation?谈判前应做哪些准备工作?1.Preparation准备Whattobeprepared1准备的内容一Takeintoaccounttheshoppingmalltargetintermsofstrategy,rentalbudget,remodellingplans,etc.必须考虑每个购物中心的策略、租金预算和改造计划等方面的目标􀁺Spendtimeonadetailedanalysisofthetenantsituation.花时间来仔细分析和了解每个租户的状况􀁺Tenantcompanyoperationsituation􀁺Tenantcompetitorsituation􀁺TenantshopsinCarrefour􀁺Tenantexpansionplanforthenextfewyears1.1.Preparation准备Whattobeprepared准备的内容二Thisactivityshoulddefinethenegotiationstrategiespercategory/tenantandfixthetargetedconditions.通过准备,针对某个分类或某个特定的租户,来制定谈判的策略并确定目标合同条款Attheend,anegotiationfilewillhavetobesetupforeachtenant.最后,要准备各个租户的谈判文件1.Preparation准备Areyoureadytonegotiate?你是否准备好了谈判？•Negotiationtarget谈判目标•Win-WinMind-set双赢思维•Communicationskills沟通技巧•Necessarytools必要的工具1.Preparation准备NegotiationTarget谈判目标What&Needs明确想要和需要•Needsaremaintarget&Wantaresecondarytarget需要是主要目标，想要是次要目标•Makethe‘upperlimit’and‘lowerlimit’制定‘最高上限’和‘最低下限’1.Preparatio