Proposal - Strategic_Negotiations_v3

Strategic Negotiations – 2 Days
戰(zhàn)略談判 - 2天
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The Concept

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When negotiating for a strategic or longer-term value, some of the key
concerns negotiators face include:
在為戰(zhàn)略或長(zhǎng)期項(xiàng)目進(jìn)行談判時(shí)，談判者面臨的一些關(guān)鍵問題包括:

? Aligning internally before negotiating externally
在對(duì)外談判之前先進(jìn)行內(nèi)部思想一致
? Identifying the “Hot Buttons” that the customer would be keen to get
識(shí)別客戶渴望得到的 "熱鍵"
? Conducting a SWOT matrix to ascertain where your competitiveness with
regards to the above “Hot Buttons”
進(jìn)行SWOT矩陣，以確定你在上述 "熱點(diǎn) "方面的競(jìng)爭(zhēng)力。
? Identifying who are the key influencers to win over in the negotiations
確定誰是談判中需要爭(zhēng)取的關(guān)鍵影響者
? Planning and re-claibrating your negotiations as you progress through
multiple rounds
當(dāng)你在多輪談判中取得進(jìn)展時(shí)，計(jì)劃并重新調(diào)整你的談判

Having these concerns in mind, the “Strategic Negotiations” programme is
created as a result of 1-to-1 coaching with sales people from a variety of
industries across 27 cities in Asia, based on the tried-and-proven Chinese
military treatise that has been applied to many business situations
worldwide.
戰(zhàn)略談判
就是針對(duì)對(duì)此類問題而開發(fā)的課程，它是一門建立在對(duì)亞洲27個(gè)城市各行各業(yè)銷售人員
所進(jìn)行的“一對(duì)一”輔導(dǎo)的實(shí)踐結(jié)果上。

Pre-workshop Preparation

There will be several interviews with key participants to gather actual
negotiation cases that will be adapted as role play case studies throughout
the workshop. Key stakeholders will then vet and give suggestions on how
best to use the cases.

我們?cè)谡n前將對(duì)關(guān)鍵學(xué)員進(jìn)行幾次采訪，以收集實(shí)際的談判案例，這些案例將被改編為
整個(gè)工作坊的角色扮演案例。
我們也將邀請(qǐng)，主要利益相關(guān)者將對(duì)如何最好地使用這些案例進(jìn)行審核并提出建議。




Programme Outline

|Time |Day One |
|9:00 |Check-in: If you are in procurement, list down the |
|~ |challenges you face when negotiating with sales. If |
|10:30 |you are in sales, list down the challenges you face |
| |when negotiating with procurement |
| |如果您是采購人員，請(qǐng)列出您在與銷售人員談判時(shí)面臨的挑戰(zhàn) |
| |。 如果你是銷售人員，請(qǐng)列出您在與采購部門談判時(shí)面臨的 |
| |挑戰(zhàn) |
| |What is Negotiation? |
| |談判是什么？ |
| |Getting others to give you what you want, by giving |
| |them what they want |
| |通過給對(duì)方他們想要的東西以讓他們給你所要要的東西 |
| |What exactly do you want? What happens when you can’t |
| |get what you want? 你要什么?如果得不到會(huì)怎樣? |
| |What do they want? |
| |對(duì)方要的是什么?如果對(duì)方得不到優(yōu)惠怎樣? |
| |Key negotiation concepts e.g. BATNA, ZOPA etc. |
| |主要談判概念，如 BATNA、ZOPA 等。 |
| |Exercise 1: Coconut Negotiation |
| |活動(dòng)1: 椰子談判 |
|10:30 |Break |
|( | |
|10:45 | |
|10:45 |Know yourself, your negotiating partner and the |
|~ |alternatives |
|12:30 |知己知彼，百戰(zhàn)不殆 |
| |What are the Hot Buttons of the other party? |
| |對(duì)方有哪些熱鍵? |
| |How do you compare with the alternatives |
| |你如何與替代品對(duì)比 |
| |Mapping the strategies needed for to improve your |
| |position |
| |如何按照上述分析改善你的談判情況 |
| |Exercise: Hot Button Competitive Analysis |
| |活動(dòng)：熱鍵分析 |
| |[pic] |
| |Group discussion: Based on the cases given, discuss |
| |from the perspectives of buyers and sellers and map out|
| |your negotiations matrix. Compare your conclusions |
| |小組討論：根據(jù)給出的案例，從買方和賣方的角度進(jìn)行討論， |
| |并繪制談判矩陣圖.比較您的結(jié)論 |
|12:30 |Lunch |
|( | |
|13:30 | |
|13:30 |How to handle objections effectively |
|~ |如何有效地處理異議 |
|15:00 |How to say “No” without gong into an argument with the |
| |other party如何在不與對(duì)方發(fā)生爭(zhēng)論的前提下根客戶說“不” |
| |4 steps to resolve objections |
| |化解反對(duì)意見的4個(gè)步驟 |
| |Role plays: What are some major objections you face, |
| |and get someone else to resolve them |
| |演練: 你主要面臨哪些反對(duì)意見，然后讓他人來處理 |
| |Know when to walk away politely |
| |知道什么時(shí)候應(yīng)該悄悄走人 |
|15:00 |Break |
|( | |
|15:15 | |
|15:15 |Negotiation Frameworks: 談判模型: |
|~ |Using the Kraljic matrix to understand how procurement |
|16:30 |should catergorize different types of sellers |
| |使用 Kraljic 矩陣了解采購應(yīng)如何滿足不同類型賣家的需求 |
| | |
| |[pic] |
| | |
| |Discussion for procurement: how do you categorize your |
| |sellers? How should you readjust your negotiation |
| |strategy? |
| |采購人員討論：如何對(duì)賣家進(jìn)行分類? 你該如何調(diào)整你的談判 |
| |戰(zhàn)略? |
| |Discussion for sales which category do you think you |
| |belong to? How should readjust your negotiation |
| |strategy? |
| |銷售的討論：你認(rèn)為自己屬于哪一類？應(yīng)如何重新調(diào)整談判策 |
| |略？ |
|16:30 |Day One Wrap Up 第一天總結(jié) |
|~ |Summary of Key Learning Points 回顧主要學(xué)習(xí)點(diǎn) |
|17:00 |Prepare for Day Two 做好第二天的準(zhǔn)備 |
| |Day Two |
|9:00 |Handling Aggressive Negotiating Partners |
|~ |如何處理咄咄逼人的對(duì)手 |
|10:30 |Handling aggressive negotiations behaviors |
| |如何處理攻擊性談判行為 |
| |Understanding your Thomas Kilmann Instrument conflict |
| |management styles |
| |了解你的Thomas Kilmann Instrument沖突管理風(fēng)格 |
| |[pic] |
| |Debriefing of pre-work surveys |
| |訓(xùn)前問卷點(diǎn)評(píng) |
|10:30 |Break |
|( | |
|10:45 | |
|10:45 |Asking Questions in Negotiations (I) |
|~ |談判中的提問技巧 (I) |
|12:30 |Why do you need to ask questions |
| |如何提問以找尋客戶的需求 |
| |5 key questioning techniques to find out hidden needs |
| |and gaps |
| |5種提問方式以了解對(duì)方的隱藏需求及差距 |
| |Listening to different signals 針對(duì)各種信號(hào)進(jìn)行聆聽 |
| |Exercise: Making a list of the questions to ask based |
| |on the negotiation case study |
| |練習(xí)：按照案例需求，羅列你的提問清單 |
| |Exercise: Hot Button Competitive Analysis |
| |活動(dòng)：熱鍵分析 |
|12:30 |Lunch |
|( | |
|13:30 | |
|13:30 |Negotiating based on the case studies |
|~ |按照談判案例進(jìn)行談判 |
|15:00 |Role Play: Questioning Skills to uncover needs and gaps|
| |角色扮演：提問技巧對(duì)練以挖掘需求及差距 |
| |Negotiate based on what you learn from the other party |
| |根據(jù)從對(duì)方了解到的情況進(jìn)行談判 |
| |Debriefing on Questioning role plays |
| |提問演練點(diǎn)評(píng) |
|15:00 |Break |
|( | |
|15:15 | |
|15:15 |Reflections and dialogues |
|~ |反思與對(duì)話 |
|16:30 |In breakout rooms: what are some reflections we have |
| |分組: 我們對(duì)于這兩天有什么反思 |
| |Moving forward: what are some actions that you will |
| |take |
| |展望未來: 你將采取哪些行動(dòng) |
|16:30 |Day Two Wrap Up 第二天總結(jié) |
|~ |Evaluation 培訓(xùn)反饋 |
|17:00 | |

Objectives and Benefits
課程目標(biāo)和學(xué)員收益

By the end of the training programme, you shall be able to:
在本課程結(jié)束后，學(xué)員將能夠：

1) Plan and prepare your negotiations for optimal outcomes;
做足準(zhǔn)備已獲得最優(yōu)談判結(jié)果
2) Use competitive analysis to achieve better negotiation outcomes
利用競(jìng)爭(zhēng)分析來取得更好的談判結(jié)果;以及
3) Influence key customers in a multiple-round negotiations
在多輪談判中影響、引導(dǎo)關(guān)鍵客戶
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Methodology
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This workshop consists of a lively series of short participative lectures
conveyed using plain uncomplicated explanations.? Learning will be
facilitated through exercises and case studies.? Ample seminar materials
will be given to participants so that these will be a constant source of
reference to them.? Ample time will be allotted for group discussion.?
本課程包含一系列生動(dòng)翔實(shí)的參與性講解，說明和解釋通俗易懂，訓(xùn)練和案例貫穿始終
，學(xué)員還會(huì)獲得大量的講座材料，作為日后的常用參考資料。講座還將為小組討論作出
合理的時(shí)間安排。本課程讓您能夠把所學(xué)到的知識(shí)立刻運(yùn)用在工作上。


Who Should Attend
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This workshop is designed especially for sales and other people who face
unique negotiation challenges in China or Asia, and are looking for
practical ways to achieve better negotiating outcomes.
對(duì)自己此前所參加的所有談判培訓(xùn)均感到不盡如人意、期望獲得具有實(shí)效、切實(shí)可行結(jié)
果的經(jīng)理及員工。

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