商务博弈之谈判技巧培训－汤共老师
Business game of negotiation skills training - soup is the teacher
主    讲：汤洪
Main: Tang Hong
课程对象：营销经理、销售经理、客户经理、市场部经理、产品经理、采购经理、销售采购业务相关人员等。
Curriculum object: Marketing Manager, sales manager, client manager, marketing manager, product manager, purchasing manager, sales and procurement operations related to personnel.
课程时间：1-2天（1天6小时）
The duration of the course : 1-2 days ( 1 days 6 hours )
授课特点：
Teaching characteristics:
思想深邃但深入浅出，强调内容互动而非形式互动，注重思维方式训练，风趣、生动、幽默，具有感染力。
The thought is profound but explain profound theories in simple language, emphasis on the content rather than the form of interaction interaction, pay attention to the way of thinking training, witty, lively, humorous, contagious.
授课形式：专业讲授、问题讨论、模拟演练、案例教学，现场互动
Teaching form: professional lectures, discussion, simulation exercises, case teaching, interactive site
课程收益：
Curricular accrual:
我们希望通过本课程的交流，使你在以下几方面有所突破：
We hope that through this course, make you in the following several aspects:
树立正确的商务谈判观念；掌握如何收集、分析、利用信息，分析谈判对手，做好谈判组的组成及角色分配、谈判策划等谈判准备工作；掌握商务谈判开局与报价，如何应对对方报价等价格谈判的方法与技巧；掌握谈判磋商中如何阻止谈判进攻，如何利用、应对谈判僵局，谈判兵法与战术，商务谈判中的让步策略与技巧；通过一个销售经理的谈判实例，谈判当事人的心理描述，透视谈判全过程，感受商务博弈艺术。
To establish a correct concept of the business negotiation; learn how to collect, analysis, the use of information, analysis of negotiators, good negotiation group composition and role assignment, negotiation planning negotiation preparation work; Mastering Business Negotiation start with the quote, how to deal with the quotation and price negotiation method and skill; master negotiation negotiation in how to stop the attack, how to use, deal with the deadlock in negotiations, negotiation tactics and tactics, business in negotiating strategies and skills; through a sales manager negotiation examples, negotiating parties psychological description, perspective of negotiation process, feel the business game art.
课程大纲：
Course outline:
商场如战场，每一次谈判，大到耗资数亿元的企业并购、数千数百万元的招商代理，小到日常生活中的一次购物，对谈判双方都是一种挑战，是进攻与防守的过程，是铸矛与固盾的博弈。
Shopping malls such as the battlefield, each negotiations, to cost hundreds of millions of yuan enterprise merger, thousands of millions of dollars of investment agency, small daily life in a shopping mall, the negotiations both sides is a challenge, is the offensive and defensive process, cast the spear and shield game.
一、树立正确的商务谈判观念
One, establish a correct concept of business negotiation
对双赢的不同深度的理解决定的你的博弈思维深度，具备独特的思维方式，许多难以调和的纠纷可能迎刃而解。
On the win-win in different depth of understanding determines your game thinking depth, has a unique way of thinking, a lot of difficult to reconcile the conflicts may be smoothly done or easily solved.
案例：经典谈判案例解析
Case : a classic case analysis
二、商务谈判准备
Two, business negotiation preparation
——尽可能详尽制定谈判策划案
As detailed as possible -- to develop negotiation plan
你可能知道谈判成功80%靠准备，但在谈判前却不知道如何筹划。这里将向你展示一套行之有效的系统的谈判准备的方法。
You may know the successful negotiation of 80% on ready, but before the negotiation but do not know how to plan. Here will show you a set of effective system of negotiation preparation method.
（一）进行科学的项目评估
( a ) the scientific project evaluation
获取评估信息
Get the information
确定谈判目标
Determine the objectives of the negotiations
（二）谈判资源准备
( two) negotiation preparation of resources
场地、物资准备
Site, material preparation
人员准备
Personnel preparation
三、如何利用谈判期望心理
Three, how to use negotiation expectations
讨论：期望值理论如何运用在谈判实践中？
Discussion: expected value theory in practice how to use negotiation?
四、磋商中的策略——让步谋略
Four, negotiation strategy -- concession tactics
你知道一味地让步会激发对方的期望心理，但对方是你跟踪了很久的客户，而且背后还有几个虎视眈眈的竞争对手，不让你可能会失去生意。有没有两全其美的办法？答案是肯定的。
Do you know the only concession will stimulate each other's expectations, but the other side is you follow for a long time customer, and there are several look at fiercely as a tiger does competition, will not let you may lose business. There is no way to satisfy both sides? The answer is yes.