谈判是什么呢?3句话来概括

宫迅伟采购频道 2019-04-16 07:18


采购和销售一切想法和目标、企业和企业的一切战略合作规划,都必须通过谈判才能实现。

谈判技能是采购经理人必须具备的能力,采购不会谈判,其它的专业能力再强又有什么用?


那么,谈判是什么呢?可以用三句话来概括。

第一,谈判是心理战;

第二,谈判是力量战;

第三,谈判也是信息战。


如何在谈判之前做足够充分的准备,让双方都达到自己预期的目标,并且笑着离开谈判桌?有哪些技巧是可以拿来就用,百试不爽的?


4月20-21日/上海 , SCAN专业采购4大核心能力-M4.双赢谈判:5环谈判技巧,宫迅伟老师将和您一起深入研讨。通过本次培训,您将学会:

寻找筹码关键就"3个字"

谈判前的"4"个锦囊" 

谈判准备的“5环致胜秘籍” 

不战而屈人之兵"6脉神剑"


作为专业的采购经理人,我们必须有能力回答4个问题:
1、为什么选这个供应商?
2、为什么是这个价格?
3、如何控制合同风险与合规?
4、如何进行一场双赢的谈判?


[ SCAN专业采购必备的4大核心能力 ] 国家版权系列培训,配套书籍《如何专业做采购》12次印刷、CCTV推荐。课程结构,以问题为导向;课程内容,以完成任务为目的。


参加对象

Targeted Participants

企业负责人、采购负责人、采购总监、经理,供应链总监、经理、采购工程师、供应商管理工程师

Enterprise leader, purchasing manager, purchasing director, manager, supply chain director, manager, purchasing engineer, supplier management engineer



课程大纲

Course Outline

01

第一部分:有趣的谈判理论让您掌握谈判的真谛

Part I: Interesting Theories of Negotiation Equip You with the True Essence of Negotiation

囚徒困境谈判

Prisoner’s Dilemma Negotiation

PRAM谈判

PRAM Negotiation

从公平理论中寻找如何实现双赢

Look for how to achieve win-win situation from equity theoryLook for how to achieve win-win situation from equity theory

从黑箱理论中寻找谈判点

Look for negotiating points from black-box theory

如何构筑双赢的谈判

How to build a win-win negotiation

零和谈判与变和谈判

Zero-sum Negotiation and Variable-sum Negotiation

案例练习-如何让对手感觉到“赢”

Case study—how to make your opponent feel that he “win” the negotiation


02

第二部分:寻找谈判筹码增加致胜力量

Part II: Look for Negotiating Leverage to Fortify Winning Power

买卖双方力量对比分析

Contrastive analysis between the strengths of buyer and seller

买方的供应商策略和供应商的顾客策略

Buyer’s supply policy and supplier’s customer strategy

知己知彼

Know yourself as well as the enemy

▲己方市场地位分析
Analysis of your market position
▲供应商市场地位分析
Analysis of supplier’s market position
▲己方产品分析
Analysis of your product
▲供应品市场分析
Analysis of the market of supplies

主宰谈判桌的两条线

Two lines to dominate the negotiating table

双方对谈判的“诉求”分析

Analysis of both parties’ “appeal” for negotiation

如何创造“诉求”

How to create “appeal”

▲案例练习——挖掘“巴拉巴拉”致胜密
Case study—dig into the winning secret of “Balabala”



03

第三部分:谈判的八个步骤让您步步为赢

Part III: 8 Steps in Negotiation for You to Win Step-by-step

如何制造对己有利的态势?

How to create favorable situation for yourself?

如何制定战术?

How to develop tactics?

如何进行前置谈判?

How to conduct pre-negotiation

如何制定预案?

How to make plan?

如何出牌?

How to play your card?

如何让步?

How to compromise?

如何检讨谈判成果?

How to review the results of negotiation?

如何谈判收尾?

How to end the negotiation?

▲案例练习——谈判步骤的设立
Case study—establishing negotiating steps


04

第四部分:谈判五环布局让您运筹帷幄

Part IV: 5-link Layout Allows you to Have the Situation Well in Hand in Negotiation

有备无患

Preparedness averts peril

▲地点准备
Preparation of location
▲时间准备
Preparation of time
▲进程准备
Preparation of progress
▲方案准备
Preparation of scheme
▲如何使用谈判底线
How to use the bottom line of negotiation
▲如何设定谈判议题
How to set the topics for negotiation

如何识别影子决策?

How to identify shadow decision?

如何组成谈判团队?

How to organize negotiating team?

如何设置谈判环境?

How to set the environment of negotiation?

以人为本

Focus on people

▲日本人谈判风格
Japanese negotiation style
▲美国人谈判风格
American negotiation style
▲欧洲人谈判风格
European negotiation style
▲中国人谈判风格
Chinese negotiation style
▲案例练习——用五环布局为一场谈判布阵
Case study—use 5-link layout to embattle a negotiation


05

第五部分:洞察成本结构把价格砍到“底”

Part V: Fully understand cost structure, negotiate the price to the “bottom level”

供应商的6大成本结构

Supplier’s 6 cost structures

供应商是如何定价的?

How does the supplier define the price?

如何测算供应商底价?

How to measure supplier’s bottom price?

如何测算“盈亏平衡点”探明供应商利润情况?

How to measure “break-even point” and ascertain supplier’s profit?

何时采取“变动成本法”拿到真正的“最低价”?

When to adopt “variable costing” and get the real “bottom price”?

“标准成本”-让供应商不得不服的砍价目标

“Standard costs”—the bargaining target supplier has to obey

▲案例练习-供应商成本结构分析
Case study-analysis of supplier’s cost structure


06

第六部分:谈判桌上的玄机

How to use the art of language skillfully

如何妙用语言的艺术?

Prisoner’s Dilemma Negotiation

▲语言表达的玄机
Mysteries in language expression
▲如何从倾听中寻找玄机
How to look for mysteries from listening
▲如何发问的玄机
Mysteries in how to raise questions
▲Yes,If的妙用
Make best use of YES and IF

让步的艺术

The art of compromise

▲一步到位战术
One-stop Tactics
▲切香肠战术
Salami Tactics
▲谈判节奏的掌控
Control the pace of negotiation
▲沉默的妙用
Magical use of silence
▲小结的妙用
Magical use of summary
▲“黑脸”、“白脸”角色
Good guy and bad guy

以退为进

Retreat for the sake of advancing

以理服人技巧

Skill of convincing people by reasoning

▲以势压人技巧

Skill of overwhelming others by power

▲以情动人技巧

Skill of moving people by motion

▲以礼诱人技巧

Skill of seducing people by gift

电话谈判技巧

Skill of telephone negotiation

案例:一场技巧取胜的谈判

Case study: a negotiation won by skills


07

第七部分:全部谈判成果用合同锁定

Part VII: Lock all Achievements of Negotiation with Contract

百试不爽的十句箴言

10 tried-and-true proverbs

不断谈判,不断总结

Always negotiate, always summarize

价格条款的风险控制

Risk control in price terms

交期条款的风险控制

Risk control in delivery time terms

质量条款的风险控制

Risk control in quality terms

合同执行的风险控制

Risk control in contract execution


课时:2天,每天6小时

Duration: 2 days, 6 hours per day


学习费用

Learning costs


公费:4980元/每个模块/人

含:增值税发票,午餐,教材,茶歇,校服

自费:4380元/每个模块/人

团体价格及课程大纲,请咨询:陆婉清

手机/微信:15000388318

注:添加时请备注姓名、公司名、职务

扫码添加


宫迅伟的介绍

Gong Xunwei’s Profile


中国采购商学院 首席专家 
Chief Expert of the Chinese Institute of Purchasing Management
中国采购与供应链工作坊 总教练
Head coach of Chinese Purchasing and Supply Chain Workshop
中国好采购-年度千人会创始人
Founder of Chinese Top Purchaser—Annual Thousand People Meeting
上海跨国采购中心核心专家
Core expert of Shanghai International Purchasing Center
中国机械工程学会物流工程分会理事
Member of Chinese Mechanical Engineering Society Logistics Engineering Division
上海交通大学毕业、中国人民大学MBA
Graduated from Shanghai Jiaotong University and MBA of Renmin University of China
 
曾因降低采购成本的突出贡献,获得过世界500强公司德尔福美国总部全球总裁特别奖。
Used to win the Special Global CEO Awards of Fortune 500 Delphi U.S. Headquarters for outstanding contribution to reduction of purchasing cost.
 
工作访问过20几个国家,对不同地区采购文化和采购管理有深刻的理解。
Visited more than 20 countries at work and formed profound knowledge on purchasing culture and management in different regions.
 
对集中采购管理、集团供应链管理、流程再造、成本控制、项目采购、绩效考核、招投标、供应商评估与选择等有丰富的实践经验。
Possess rich practical experience in concentrated purchasing management, group supply chain management, process reconstruction, cost control, project purchasing, performance assessment, bidding, and supplier assessment and selection, etc.

已出版畅销书(Publications)


【如何专业做采购】CCTV2隆重推荐
[how to be professional in purchasing] CCTV2’s recommendation
           
【采购2025-数字化时代采购管理】
[Purchasing 2025- Purchasing Management in Digital Era]
 
【中国好采购】千人评选*精准分析*实践指导
[Chinese Top purchaser] selected by thousands* precise analysis * practical guidance


企业与培训经历

Job and Traning Experience


25年跨国际工作经历--拥有25年国企、外企、民企工作经验;先后在美国、欧洲、亚洲等多个世界500强公司任采购经理、全球采购经理、采购总监、集团供应链总监、 总经理、董事长18余年。
25 years of international working experience-work experience in domestic, foreign and private enterprises for 25 years; successively appointed as purchasing manager, global purchasing manager,chief purchasing officer, group supply chain supervisor, general manager and chairman in many Fortune 500 enterprises in America, Europe and Asia for more than 18 years.
丰富的咨询、培训经历, 如:宝马汽车、上海大众、中国商飞、奔驰汽车、ZTE中兴通讯、富士康、海尔集团、蒙牛集团、山东临工、徐州工程机械、华菱钢铁、美的集团、ABB集团、一汽集团、沃尔沃、广州本田、宇通客车、万安集团、中广核电、美卓机械、苏州康可电子、美国约翰迪尔、药明康德、可口可乐、天津膜天膜、法国欧尚超市、中国家电协会N个家电卖场、美铝、中联重科中石油、中石化、山东金锣、重庆国瑞控股、南京扬子巴斯夫化工、方太厨具、老板电器、九阳股份、海底捞、艾欧史密斯、北京汽车、无限极、比亚迪等数百家内训企业,公开课学员数万名。
Rich consulting and training experience, such as BMW, SVW, Commercial Aircraft CorporationofChina, Mercedes-Benz, ZTE, Foxconn, Haier Group, Mengniu Group, Shandong Lingong,Xuzhou Engineering Machinery, Hunan Valin Steel, Midea Group, ABB Group, First Automobile Group, Volvo, Guangzhou Honda, Yutong Bus, Macron Group, NGC, Metso Machinery, Suzhou Kangke Electronic, John Deere U.S., WuXi Apptec, Coca Cola, Tianjin,MOTIMO, French Auchan Hypermarket, several home appliance sales venues of CHEAA,Alcoa, Zoomlion PetroChina, Sinopec, Shandong Jinluo, Chongqing Guorui Holdings, Nanjing,Yangtze Basf Chemical Engineering, Fotile, Robam, Joyoung, Hai Di Lao, AO Smith, BAIC,Infinitus, BYD and hundreds of internal training enterprises with tens of thousands of open class students.
丰富的实战经验和咨询培训经历,对案例的深入研究,使得其观点有很强的针对性和实践指导性,学员普遍评价“实战实用、轻松幽默”。
Rich practical experience and consulting and training experience as well as profound research into cases have made his views highly targeted and practically guiding. Students commonlyrefer to his classes as “practical and useful as well as easy and humorous”.

【往届“中国好采购”回顾】

  • 第一届“中国好采购”全部精彩(视频)

  • 第二届“中国好采购”全部精彩(视频)

  • 第三届“中国好采购”全部精彩(视频)

  • 第四届“中国好采购”精彩回顾(视频)

【推荐阅读】
宫迅伟采购频道 中国采购商学院 首席专家,中国好采购年度千人会创始人 ,【如何专业做采购】【中国好采购】 【采购2025-数字化时代采购管理】 畅销书 作者,SCAN专业采购4大核心能力、G16采购情景工作坊,P3实战项目等课程国家版权拥有者。
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