招商经理谈判技巧培训.ppt

招商经理谈判技巧培训.ppt

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王孝孝民民招商经理谈判技能培训培培训目目标Improvethenegotiationquality.提高谈判质量.Awareofimportanceofthepreparationandfollow-up提高对准备工作及后续跟踪重要性的认识Designprocessestoimprovepreparationandfollow-up设计能够改进准备工作及后续跟踪的程序Applycommunicationskillsinnegotiation了解在谈判中沟通技能的运用Shareexperiences交流经验内容DefinitionandcompanyprinciplesDefinitionandcompanyprinciples定义及公司原则ThenegotiationphasesThenegotiationphases谈判阶段SimulatednegotiationSimulatednegotiation模拟谈判ExperienceSharing,SuccessfulCasesandQuestions&AnswersExperienceSharing,SuccessfulCasesandQuestions&Answers经验分享、成功案例和问题解答DefinitionandcompanyprinciplesDefinitionandcompanyprinciples定义及公司原则ThenegotiationphasesThenegotiationphases谈判阶段SimulatednegotiationSimulatednegotiation模拟谈判ExperienceSharing,SuccessfulCasesandQuestions&AnswersExperienceSharing,SuccessfulCasesandQuestions&Answers经验分享、成功案例和问题解答Question问题WhatisNegotiationWhatisNegotiation什么是谈判？

谈判的定义谈判是由彼此依赖但又没有完全相同的资源的双方来作出一个决策的过程。

这是一个双方共同决定每方得到什么和给予什么的关系。

Negotiationisadecision-makingprocessamongNegotiationisadecision-makingprocessamonginterdependentpartieswhodonotshareidenticalpreference.interdependentpartieswhodonotshareidenticalpreference.ItistheItistheprocessthroughprocessthroughwhichthepartiesdecidewhateachwhichthepartiesdecidewhateachwillgiveandtakewillgiveandtakeinainarelationship.relationship.itismoredifficulttoleadbypersuasionthandefeatbyitismoredifficulttoleadbypersuasionthandefeatbyaswordasword”用说服引导他人比用剑制服他人还要难4negotiationcriteria衡量谈判的四个坐标FocusonrelationshipFocusonrelationship关系LongtermvisionInterestsInterests利益WhatreallycareaboutResourcesResources资源CanbeallocatedMotivationMotivation动机UltimateaimFFIIRRMMNegotiationTypes谈判的种类Lose-Lose两败俱伤Win-Lose/Lose-Win赢-输/输-赢Win-Win双赢ThreecriteriaofnegotiationThreecriteriaofnegotiation衡量谈判的三个标准结果是明智的动机Motivation衡量谈判的第一个标准是明智，也就是说，谈判的结果应该是明智的。

因为谈判是谈判双方为了达成某种共识而进行的一种行为.OneofOneofthecriteriaofnegotiationisadvisable,namely,thecriteriaofnegotiationisadvisable,namely,thepurposeiswise.Assubscribethecontractorthepurposeiswise.AssubscribethecontractorTariffs&Tradingnegotiation.Tariffs&Tradingnegotiation.Threecriteriaofnegotiation衡量谈判的三个标准有效率有效的利用ResourcesResources衡量谈判的第二个标准是有效。

谈判追求的是效率，最好能速战速决，除非万不得已，不要拖延时间Second,availability,thepurposeofnegotiationisSecond,availability,thepurposeofnegotiationisefficiency,thebetterwayistoquicktostartandquicktoefficiency,thebetterwayistoquicktostartandquicktoachievetheachievethetarget.Donttarget.Dontwastetoomuchtime,morewastetoomuchtime,moretimeyouspending,morehuman,materialandfinancialtimeyouspending,morehuman,materialandfinancialwillbespent.willbespent.Threecriteriaofnegotiation衡量谈判的三个标准增进或至少不损害双方的利益利益InterestsInterests衡量谈判的第三个标准是增进或至少不损害双方的利益，即友善。

谈判不是你死我活，不是在损害对方利益的前提下满足自己的私利，而是要增进双方的利益，通过谈判使双方达到双赢。

Thirdpointistobefriendly,toimproveatleastnottoThirdpointistobefriendly,toimproveatleastnottodamagethedamagetheotherpartysinterest.Onthepremiseofmakemutualbenefitstootherpartysinterest.OnthepremiseofmakemutualbenefitstogaintheresultofWIN-WIN,nottosatisfyyourself-interestbyyourgaintheresultofWIN-WIN,nottosatisfyyourself-interestbyyourside,ifonlyonepartattainitsobjective,wesayitside,ifonlyonepartattainitsobjective,wesayitwontbewontbearealarealWIN-WINnegotiation.WIN-WINnegotiation.YourStory你的故事ExperienceSharingExperienceSharing经验分享OurNegotiationGoals我们的谈判目标GoalsofthenegotiationinPCDSSHOPPINGMALLGoalsofthenegotiationinPCDSSHOPPINGMALL春天百货的谈判目标Toincreaseandimprove:

Toincreaseandimprove:

目的是提高和改善:

RentalincomeRentalincome租金收入ContracttermsContractterms合同条款TenantmixTenantmix租户组合PaymentofrentalPaymentofrental租金的支付LongtermrelationshipLongtermrelationship长期协作关系ShoppingMallPrinciples招商部的谈判原则Afairandpromisingpartnershipmustbedevelopedbetweenourtenantandus.必须与租户建立起一种公平而且有发展前途的合作关系Negotiationsarepreparedaccordingtoarationalapproachandarebasedonaccuratedata:

谈判要以合理的方法去准备,谈判准备工作要建立在准确的数据基础上Theresultsofnegotiationsshouldoptimizetherentalinvalue,thetenantmixandthelong-termandsustainablerelationshipdevelopmentwithourtenants.谈判的结果必须使租金收入和租户组合最优化,同时要有助于建立与租户之间的长期可持续发展的关系。

Agreementsarefollowed-upthroughoutthetenancyperiodtoensurethatobjectivesareachieved.整个合同期限内要对合同进行跟踪以确保目标的实现。

ShoppingMallPrinciples招商部的谈判原则Afairandpromisingpartnershipmustbedevelopedbetweenourtenantandus.必须与租户建立起一种公平而且有发展前途的合作关系Negotiationsarepreparedaccordingtoarationalapproachandarebasedonaccuratedata:

谈判要以合理的方法去准备,谈判准备工作要建立在准确的数据基础上Theresultsofnegotiationsshouldoptimizetherentalinvalue,thetenantmixandthelong-termandsustainablerelationshipdevelopmentwithourtenants.谈判的结果必须使租金收入和租户组合最优化,同时要有助于建立与租户之间的