招商经理谈判技巧培训.ppt

1、主讲：王主讲：王 孝孝 民民招商经理谈判技能培训 培培训目目标Improve the negotiation quality.提高谈判质量.Aware of importance of the preparation and follow-up提高对准备工作及后续跟踪重要性的认识Design processes to improve preparation and follow-up设计能够改进准备工作及后续跟踪的程序Apply communication skills in negotiation 了解在谈判中沟通技能的运用Share experiences 交流经验 内 容Definiti

2、on and company principlesDefinition and company principles定义及公司原则The negotiation phasesThe negotiation phases谈判阶段Simulated negotiationSimulated negotiation模拟谈判Experience Sharing,Successful Cases and Questions&AnswersExperience Sharing,Successful Cases and Questions&Answers经验分享、成功案例和问题解答Definition an

3、d company principlesDefinition and company principles定义及公司原则The negotiation phasesThe negotiation phases谈判阶段Simulated negotiationSimulated negotiation模拟谈判Experience Sharing,Successful Cases and Questions&AnswersExperience Sharing,Successful Cases and Questions&Answers经验分享、成功案例和问题解答 Question问题What is

4、 Negotiation What is Negotiation 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。Negotiation is a decision-making process among Negotiation is a decision-making process among interdependent parties who do not share identical preference.interdependent parties who do not share ide

5、ntical preference.It is the It is the processthroughprocessthrough which the parties decide what each which the parties decide what each will give and take will give and take inaina relationship.relationship.it is more difficult to lead by persuasion than defeat by it is more difficult to lead by pe

6、rsuasion than defeat by aswordasword”用说服引导他人比用剑制服他人还要难4 negotiation criteria 衡量谈判的四个坐标Focus on relationship Focus on relationship 关系Long term vision Interests Interests 利益What really care aboutResources Resources 资源Can be allocatedMotivation Motivation 动机Ultimate aim F FI IR RMMNegotiation Types 谈判的

7、种类Lose-Lose两败俱伤Win-Lose/Lose-Win 赢-输/输-赢Win-Win 双赢Three criteria of negotiationThree criteria of negotiation 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.One of One of the criteria of negotiation is advisable,namely,the criteria of negotiation is advisable,name

8、ly,the purpose is wise.As subscribe the contract or the purpose is wise.As subscribe the contract or Tariffs&Trading negotiation.Tariffs&Trading negotiation.Three criteria of negotiation 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,the purpose

9、of negotiation is Second,availability,the purpose of negotiation is efficiency,the better way is to quick to start and quick to efficiency,the better way is to quick to start and quick to achieve the achieve the target.Donttarget.Dont waste too much time,more waste too much time,more time you spendi

10、ng,more human,material and financial time you spending,more human,material and financial will be spent.will be spent.Three criteria of negotiation 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。Third point is to be frien

11、dly,to improve at least not to Third point is to be friendly,to improve at least not to damagethedamagethe other partys interest.On the premise of make mutual benefits to other partys interest.On the premise of make mutual benefits to gain the result of WIN-WIN,not to satisfy your self-interest by y

12、our gain the result of WIN-WIN,not to satisfy your self-interest by your side,if only one part attain its objective,we say it side,if only one part attain its objective,we say it wontbewontbe a real a real WIN-WIN negotiation.WIN-WIN negotiation.Your Story 你的故事Experience Sharing Experience Sharing 经

13、验分享Our Negotiation Goals 我们的谈判目标 Goals of the negotiation in PCDS SHOPPING MALL Goals of the negotiation in PCDS SHOPPING MALL 春天百货的谈判目标 To increase and improve:To increase and improve:目的是提高和改善:Rental income Rental income 租金收入 Contract terms Contract terms 合同条款 Tenant mix Tenant mix租户组合 Payment of r

14、ental Payment of rental 租金的支付 Long term relationship Long term relationship 长期协作关系Shopping Mall Principles招商部的谈判原则A fair and promising partnership must be developed between our tenant and us.必须与租户建立起一种公平而且有发展前途的合作关系Negotiations are prepared according to a rational approach and are based on accurate

15、data: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The results of negotiations should optimize the rental in value,the tenant mix and the long-term and sustainable relationship development with our tenants.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。Agreements are followed-up throughout the tenancy periodto ensu

16、re that objectives are achieved.整个合同期限内要对合同进行跟踪以确保目标的实现。Shopping Mall Principles招商部的谈判原则A fair and promising partnership must be developed between our tenant and us.必须与租户建立起一种公平而且有发展前途的合作关系Negotiations are prepared according to a rational approach and are based on accurate data: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The results of negotiations should optimize the rental in value,the tenant mix and the long-term and sustainable relationship development with our tenants.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