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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

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

Session Outline

Common negotiation mistakes people make

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


3-Way Negotiation Activity


Know when to fight, and when not to fight

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


  • Getting AgreementHandling questions, concerns and objections
  • How to turn down unreasonable requests but still win the customer


Role Play: Handling questions, concerns and objections

课程大纲：


常见的谈判通病

  • 不足够了解谈判对手
  • 对谈判目标及底线定义模糊
  • 让利太快
  • 无法认清对方的真实意图或想法
  • 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

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


如何达成协议

  • 如何处理客户的质疑、疑虑与异议
  • 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.


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。

Agenda

9:00 AM - 9:30 AM
Registration
9:30 AM - 11:00 AM
Session
11:00 AM - 11:15 AM
Coffee Break
11:15 AM - 1:00 PM
Session
Refreshments will be served during the coffee break for the attendees.

Speakers

  • C.J. Ng

    C.J. Ng

    c.j.是美国培训与发展协会（ASTD）2009年国际大会的特邀演讲嘉宾，也是ASTD国际大会有史以来唯一受邀演讲的亚洲销售、领导力及体验式培训咨询师。他是一位值得您信赖的销售领域的咨询顾问，曾帮助许多跨国企业获得了在中国及其他区域销售业绩方面的显著突破。 迄今为止，c.j.已帮助：

    • 全球IT行业佼佼者如 谷歌、惠普、Juniper 的销售团队提升销售团队绩效
    • 世界领先的化工企业如 空气化工(Air Products)、赢创 及 GE塑料 的销售人员如何赢得更多更优质大客户，提升业绩。
    • 汽车行业领头羊如 菲亚特克莱斯勒、德尔福 及 华晨宝马 的 中高层人员提升他们的领导与管理技能

    在这之前，c.j.是一家500强物流公司的亚洲区市场经理，及瑞士最大的媒体集团的大中华培训总监。他尤其为后者搭建了一套提高员工素质的培训体系，从而打造一个着重以科学方式达到高绩效的企业文化。

    与此同时，许多知名跨国公司如：戴姆勒、李尔、爱普森、Citrix、德州仪器、AMD、宝钢、中国电信、西门子、瓦克化工、艾仕德涂料、液体化工、强生医疗 、飞利浦医疗、开利空调、飞利浦照明、中外运、贺利氏、洲际酒店集团喜达屋 等也颇受益于 c.j.的经验和知识。

    c.j.是Marcus Evans、新加坡展览服务、新加坡管理学院的常邀演讲嘉宾，他是一位精通英中文的双语培训师，以中文为新加坡、马来西亚、和中国的众多听众进行了诸多培训。他同时也是国际讲师协会中国分会的创会会员。

    c.j.曾在新加坡管理学院、新加坡市场学院的会员杂志、以及《海峡时报》的刊物上发表了系列文章。c.j.拥有英国伦敦大学管理荣誉学位和De Montfort大学的计算机研究生学位证书。与此同时，他也是 Leadership IQ 在亚洲的首席培训师

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Tickets

A prepayment is required when choosing 'Members only price' or 'Standard Price'.

“会员票价”及“标准票价”要求您在提交注册信息后即刻完成在线预付，若您希望在活动现场支付门票，请选择“现场票价”。
Member Ticket
Member Price RMB 360
Member Price (Pay at the door) RMB 360
Member Company Employee Ticket
Standard Price RMB 500
Door Price RMB 500
Non-Member Ticket
Standard Price RMB 650
Door Price RMB 650

Registration

  • All registrations shall be made online before the session. For full-day sessions, payment also shall be made before the session.
  • For half-day sessions, AmCham Shanghai members are eligible to attend free of charge with Training Credit*; AmCham Shanghai members without Training Credit are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at "Employee Rate".
  • For full-day sessions, AmCham Shanghai members are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at “Employee Rate”; Non-members are eligible to attend at “Non-Member Rate”.
  • Limited spaces are available and attendance will be given on a first-come, first-served basis.
  • Members please bring your membership card and non-members bring your business card upon check-in at the training session.
Walk-in and Cancellation Policy
  • This session requires confirmation of attendance in advance. If you attend this session without prior registration, you will be charged an RMB50 "walk-in" fee as member and RMB100 as employee.
  • Cancellation: If you need to cancel your registration for a half-day session, please notify Ivette Corominas at (86 21) 6279 7119 ext. 5671 or email ivette.corominas@amcham-shanghai.org no less than 24 hours in advance. If you need to cancel your registration for a full-day session, please notify Ivette Corominas at least two weeks prior to the session for a full refund. Cancellation made within two weeks before the session will not be refundable.
  • To ensure that you have a seat, please come to the session on time. Open seats will be released to other guests 15 minutes after the session starts.
*What is Training Credit?
As an extra offer to all AmCham Shanghai members, each member will be granted with ONE Training Credit with their valid membership term. Members are able to use the Training Credit to register for the training session they are interested in, free of charge. The Training Credit can only be used by the member him/herself. The Training Credit is not transferrable or refundable for cash.