negotiation-skills--(谈判技巧)

TheArtOfNegotiationLearningOutcomesIdentifydifferenttypesofNegotiationSituationsExplainthefourNegotiationphasesOutlineastrategyfornegotiationNegotiation“Anegotiationtakesplaceanytimetwoormorepeoplearecommunicating,andatleastoneofthosepeoplehasagoalinmind.”65%ofanyone’stimeisspentnegotiatingYou’vegotnochanceofbeingsatisfiedunlessyouaskforwhatyouwant.Negotiating&TheNegotiator1.WINLOSE2.LOSELOSE3.NODECISION4.WEBOTHWIN!!!Win/LoseScenarioThecreationof“Us”and“Them”EnergiesaredirectedtowardsvictoryOwnpointofviewonlyStrongemphasisonimmediatesolutionsToomanypersonalconflictsEmphasisonshorttermconcernsLose/LoseScenarioNeitherparties’objectivesareachievedDisillusionedwiththeprocessFrustrationLossofrespectandtrustSouredrelationshipsNosolutionsgeneratedTheCompetitiveNegotiatorWantstowinateverythingWillnotconcedeaninchEverynegotiationsituationis“mefirst,yousecond”TheCollaborativeNegotiatorWillingtoachievethebestdealforbothpartiesWillingtoconcedetogain“Speculatetoaccumulate”SkilfulNegotiatorsDotheirresearchDecidewhatisnegotiablePlantheirstrategyChoosetherighttimeandplacefornegotiationTheArtofNegotiation4Mainphases:1.Doyourhomework(Prepare).2.Discussfacetoface3.Propose4.BargainUnderstanding“Needs”&“Wants”Aneedissomethingthatyoumusthaveinordertosatisfyanessentialrequiremente.g.asuitforanimportantoccasion;topofrangetumbledryer;peaktimeflight/travelticketetc.WillingnesstopaymoreOftennotnegotiableAWantisusuallyoptional,£sensitiveWillingtopay/offerlessbutrisklosingproduct/bargainInNegotiationConsider“Whatisimportanttomeinthistransaction?”OneisoftenpreparedtooffermoreorwillingtoconcedegroundinordertogetNeedsmetPracticeOpportunityHallsofResidentsHouseHygienePayRiseTenantsvLandlord/ladyCustomervShopAssistantSummaryAlwaysRemember:YoucannotwinthemallYoucannotwineverytimeTobesuccessfulyouneedagameplanwithyourultimateaimandstrategyforachievingitToachievewin/winyouneedtobealert,wellpreparedandflexibleGoforthandnegotiatesuccessfully