对此课程感兴趣的成员

课程背景

克林顿的首席谈判顾问罗杰道森说过，这个世界上只有二种人：会谈判的人和不会谈判的人。前者主动于人，后者被人主动。原因在于，我们的生活中谈判无所不在：国与国之间、民族之间、社团之间、公司之间需要通过许许多多的谈判来解决一系列的问题；要和领导谈判、要会和下属谈判、要和客户和同事交涉一系列工作问题；邻里之间和睦相处在于谈判、子女父母夫妻之间存在谈判、哪怕去买个菜也面临讨价还价。谈判、谈判、谈判。。。我们离不开谈判，我们需要了解学习，商务谈判中我们掌握怎样的谈判意识才能不自乱阵脚？怎样才能得到更多的利益？对方会不会恼羞成怒？要不要让步？怎么让步？如何让步？与谈判对象在谈判过程中怎么说？说什么？与不同性格的谈判对象如何相处？如何利用了解度占据谈判主动？谈判过程中的相关策略技巧：开价、还价、砍价（提条件与要求），怎么处理？如何识破对方的谈判陷阱？让我们走进谈判了解谈判，奠定商务人士的谈判能力，令谈判顺利成功

课程收益

谈判中如何正确掌握思维和心理的尺度

谈判中沟通要点和策略

谈判三期策略和陷阱识别

具备察言观色的能力

课程内容

第一章：谈判前的思考

1谈判的动机：囚徒困境中的选择

2四类谈判者：四种动物四种谈判结果的比较

3谈判的意识：这个销售经理的谈判赢了吗?

4谈判的心理：阿拉斯加的爱斯基摩人

5谈判的基本能力

概念：几乎所有的人对谈判都有经验积累，但我们往往却缺少这样的认知。而缺少对谈判的认知却不仅仅只是这一点，这会极大程度影响我们的判断。本节点将从一系列的案例中来印证这个说法，并立即改善对谈判的认知度，打下谈判成功的坚实基础。

第二章：谈判中的沟通技能

1苏格拉底提问法：所有的答案都在问题里，客户的反应都在引导中

2一心一意的听：倾听的测试；常见的倾听错误

3说话的艺术：不要因为你所需要的谈判结果而随意施加给对方压力；拉近距离

案例分析：适应性法则的威力

4自我控制；控制情绪与确认信息的重要性

案例分析：央视节目经典对话解析

5谈判障碍的心情处理

案例分析：销售菜鸟大战老采购

6苏格拉底法则在谈判异议中的威力

案例分析：买房奇遇记

概念：听话要听音,问话要切题,答话要对路,说话要分寸。良好地表达自己的观点需要我们站在解决问题的立场，考虑对方的角度，才能做到谈判沟通表达的有效性

第三章：谈判中的策略

1防御策略：开价如何更主动；挺价自信“不强横”还价可以用分割；接价一定要合理；表演,为了不被动

2僵持策略：请示领导,转移力量；异议解决,显示功力；拖延技巧,谋求利益；折中方法,再咬一口；如果策略,重中之重

3反攻策略：黑脸白脸，进退自如；蚕食艺术，暗度陈仓；让步方针，心态要好；反悔策略，祸福与共；情分策略，感受双赢

概念：任何情况下的谈判，面对任何谈判对象，进行任何形式的谈判，我们都必须了解谈判的模型。本章的内容，是帮助我们体系的了解在谈判过程中的相关过程，以及我们应该熟悉的策略与技巧，从而在谈判过程中有的放矢，也尽可能避免谈判对象设下的谈判陷阱。

第四章：谈判中的察言观色

1谈判中对方肢体语言的解剖

凭经验去察言观色的缺陷：案例-小布什在俄罗斯和乌克兰的访问

2察言观色的五个原则

3常见的谈判者的谎言：头部密码；面部表情；手的语言；腿脚信息

概念：本节点主要是从谈判对象的肢体语言出发，运用大量的图片与实例佐证，从心理学的角度去剖析对方的“心理密码”，做到真正的察言观色。

尾声：小组总结，制定行动计划

讲师简介

张译 老师

讲师资质

资深的销售培训专家，上海交通大学管理学院与海外学院客座讲师，联商网签约远程教育讲师。张先生是一位非常资深的销售界人士，从事销售与管理工作十八年，涉及服务业，零售业，生产制造业，咨询业等多个领域，有着极其丰富的行业经验。 工作经历：万能达集团大区经理，中国区总助（零售服务业）；AMEKAI销售总监（工业）；

授课风格

张先生是目前国内能将自身实际行业经验与国际最新理论完美结合，并对国内市场有着很强指导意义的少数几位专家之一。课程深入浅出、风格新颖、活跃，内容充实缜密、极富感召力。采取幽默、生动的语言，寓教于乐的方式，以及重视和学员之间的互动交流来激发学员以达到最佳的授课效果。培训时全身心地投入，善于调动现场气氛，鼓励学员参与，同时运用多种培训方法，使培训生动活跃，轻松愉快。现场案例的实用性强，易于应用培训满意率高。

专长领域

顶尖销售技巧：优势谈判，大客户销售技巧，销售技巧“圆五”曲，优质客户服务（内外部客户）

受欢迎的人：高效沟通技巧，员工职业素养与沟通能力提升，中基层管理能力提升

服务企业

柯达，永乐家电，强生，拉法基，上海电信，浙江电信，格兰富，盛大网络，巨人集团，法麦凯尼柯，大亚科技，方圆药业，太平洋保险，上海食品二店，UT斯达康，新世界百货集团，大华电器，绿地集团,……

Let us go into the negotiations, through the business negotiation skills to be success. Clinton's chief negotiate consultant Roger Dawson said: there are only two kinds of people in this world: to be negotiating or not. There are negotiations in our lives everywhere: between countries, nations, communities and companies, everywhere need to solve a series of problems through negotiations; we must negotiate work with leader, subordinates, customers and colleagues; also negotiate living with neighborhood, partner, children and parents, and even when buy a dish is also facing negotiation. Negotiations, negotiations, negotiations. . . Without negotiations we can do nothing, so we need learn it, in business negotiations, what negotiations awareness we must master? How to get more benefits? Other will be angry? Should make concessions? How to give? How to say in the process of negotiations? Say what? How to get along with different personalities in negotiation? How to use the understanding to occupy negotiations initiative? Strategy skills in the negotiation process: offer, counter-offer, bargain (mentioning the conditions and requirements), how to deal with? How to see the negotiating trap? And so, on

Course Benefits

Understanding negotiation, and training negotiation thoughts

Grasping negotiation psychology and making a preparation

Learning the third-phase strategies of communication and negotiation

Learning price negotiation and transaction conclusion

Targeted Participants

All levels of employee.

Training time

2 days

Outline

Chapter 1 Thinking ahead of talks

1The motivation of the negotiation: the choice of the prisoner's dilemma

2Four kinds of negotiators: comparison of four kinds of four kinds of negotiation results

3The negotiation of consciousness: the sales manager of the negotiations to win it?

4Negotiation Psychology: the Eskimos in Alaska

5Basic ability of negotiation

Concept: Almost all people have experience on negotiation, but we often lack of such cognitions and do not just lack of these, which will affect our judgment greatly. This section will demonstrate this, and improve the cognition of negotiation immediately to create a solid foundation for successful negotiation from a series of cases.

Chapter 2 communication skills in negotiations

1Socrates method: all the answers are in question, the reaction of the customer in the boot

2Single-minded to listen: listening test; common mistakes in listening

3the art of speaking: Close the distance

Case analysis: the power of adaptive law

4Self-control; the importance of control your emotions and confirm the information

Case analysis: CCTV classic dialogue

5Mood process in negotiating obstacles

Case analysis: new sales and old procurement

6Socrates's law power to the negotiation objection

Case analysis: Buy a house Adventure

Concept: Listening shall listen to the meaning underneath the words, questioning and answering shall be pertinent, and speaking shall be decent. Express your views correctly, stand in the position to solve problems, and consider the other party to achieve effective communication.

Chapter 3 Negotiation Skills in Negotiation

1Defense strategies: Offer, how to be more active? Holding, confident but not tough; Counteroffer, can use division; Acceptance, must be reasonable; Demonstration, for not be passive

2Stalemate strategies: Asking leaders for instructions to transfer; Solving dissents to show power; Delaying to try for benefit; Compromising to fight back; “If” strategy

3Counterattack strategies: Black and white faces, free to advance or retreat; Encroaching art, doing one thing under cover of another; Making a concession, attitude shall be good; Reneging strategy, sharing weal and woe; Affection strategy, feeling win-win; Bargaining strategy, handle situations with ease

Concept: We must understand the negotiation models whatever the situation, negotiation object, and negotiation type. This chapter helps us systematically understand the processes, strategies, and skills during negotiation, so we can shoot the arrow at the target and avoid the negotiation traps set by the negotiation object as possible.

Chapter 4 Dissection of the other party’s body language in negotiation

1Dissection of the other party’s body language in negotiation

By looking to experience defects: the case of George W. Bush in Russia and Ukraine visit

2The five principles of sense motive

3Common information: Head; Face; Hands; Legs

Concept: This section mainly dissects the “mental codes” of the negotiation object; carefully watching what he is doing and saying from psychology by using lots of pictures and cases, starting from the other party’s body language.

The end: team summary with action plan

Trainer Resume：

Mr. Zhang

Trainer Experience

Senior sales training expert, eighteenth years of hands-on sales experience, guest lecturer of Management College and Overseas Education College of Shanghai Jiao Tong University, contract long-distance education lecturer of United Business Network. Mr. Zhang is a high-level senior sales professional, worked in the sales and management field for eighteenth years in many industries such as service industry, retail, production/manufacture, consulting etc., he has rich and extensive experiences with the industry。Working experiences: region manager, China-region general manager assistant at Malinda group (retail service industry); Sales director of AMEAI (industry);

Focus Areas

Top sales skill : secrets of power negotiation, sales skills with major clients，five tips on sales skills， outstanding customer service (internal and external customer)

Popular people: highly-efficient communication skills, employee’s professional quality and communication skill improvement, middle management, and grass-roots management skill improvement

Training Style

Mr. Zhang is one of the few experts in China who is capable of perfectly integrating latest international theory into personal hands-on experiences and still making it work perfectly well in China domestic market. His class explains profound theory in an easy-to-understand way, provides rich and well-organization content, fresh and vivid style, happy atmosphere for learning, humorous and vivid teaching language, emphasis on interaction with trainees to motivate trainee's participation to achieve the best training effect. He is attentive in training, good at motivating in-class atmosphere, motivating trainee's participation, in the meantime he tries various training method to make his training active and vivid, easy, and happy. Case in class is very practical, easy to apply. Satisfaction rate to his training is very high.