谁该来参加：

• 对自己此前所参加的所有谈判培训均感到不尽如人意、期望获得具有实效、切实可行结果的经理及员工。

课程概述：
正如你可能了解的，无论在任何一个国家，几乎包括所有行业在内，商务谈判所面临的最普遍的挑战如下：

• 无法做好、做足谈判的准备工作
• 无法与对方取得共识
• 双方无法有效沟通
• 无法获得双赢的谈判结果
• 无法让对手遵守谈判承诺

课程结束后，学员将能够学到：

• 做足准备已获得最优谈判结果
• 了解自身的谈判风格，并能够迎合对手的风格做调整
• 让对手遵守谈判承诺

课程大纲：

• 常见的谈判通病

o 不足够了解谈判对手
o 对谈判目标及底线定义模糊
o 让利太快
o 无法认清对方的真实意图或想法
o 无法合理利用或增强你的谈判筹码

• 三方谈判活动
• 知可战与不可战者 胜

o 如何应对过度强硬的谈判行为
o 设定你的BATNA (在没有获得谈判结果的最佳选择)
o 了解对方的BATNA及谈判意图
o 演练：为最佳结果进行谈判

• 如何达成协议

o 如何处理客户的质疑、疑虑与异议
o 如何拒绝不合理的要求而还能赢得客户

• 演练：如何处理客户的质疑、疑虑与异议

Who should attend?

• sales and other people who face unique negotiation challenges in China or Asia, and are looking for practical ways to achieve better negotiating outcomes.

The Concept:
As you might have heard of them, the most common challenges faced when negotiating anywhere, are as follow:

• Unable to sufficiently prepare for negotiations
• Unable to establish any common understanding with the other party
• Unable to communicate effectively between the 2 parties
• Unable to structure deals that are perceived as win-win to both parties
• Unable to get your adversaries to abide by their agreements

After this course participants will learn to:

• Plan and prepare your negotiations for optimal outcomes;
• Know your negotiating style and how to adapt it to your adversaries' in China
• Get your adversaries to abide by their agreements

Half day outline:

• Common negotiation mistakes people make

o Not understanding the other party enough
o Having unclear negotiation targets and bottom lines
o Conceding way too much too quickly
o Unable to identify the negotiation the other party’s real interest
o Unable to leverage or increase your bargaining power

• 3-Way Negotiation Activity
• Know when to fight, and when not to fight

o How to deal with over-aggressive behaviour in negotiations
o Setting your BATNA (Best Alternative to a Negotiated Outcome)
o Understanding the other party’s BATNA and possible interests
o Role Play: Negotiating for a good outcome

• Getting Agreement

o Handling questions, concerns and objections
o How to turn down unreasonable requests but still win the customer

• Role Play: Handling questions, concerns and objections