Proposal - Strategic_Negotiations_v3

Strategic Negotiations – 2 Days
戰(zhàn)略談判 - 2天
?

The Concept

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When negotiating for a strategic or longer-term value, some of the key
concerns negotiators face include:
在為戰(zhàn)略或長期項目進行談判時，談判者面臨的一些關鍵問題包括:

? Aligning internally before negotiating externally
在對外談判之前先進行內(nèi)部思想一致
? Identifying the “Hot Buttons” that the customer would be keen to get
識別客戶渴望得到的 "熱鍵"
? Conducting a SWOT matrix to ascertain where your competitiveness with
regards to the above “Hot Buttons”
進行SWOT矩陣，以確定你在上述 "熱點 "方面的競爭力。
? Identifying who are the key influencers to win over in the negotiations
確定誰是談判中需要爭取的關鍵影響者
? Planning and re-claibrating your negotiations as you progress through
multiple rounds
當你在多輪談判中取得進展時，計劃并重新調整你的談判

Having these concerns in mind, the “Strategic Negotiations” programme is
created as a result of 1-to-1 coaching with sales people from a variety of
industries across 27 cities in Asia, based on the tried-and-proven Chinese
military treatise that has been applied to many business situations
worldwide.
戰(zhàn)略談判
就是針對對此類問題而開發(fā)的課程，它是一門建立在對亞洲27個城市各行各業(yè)銷售人員
所進行的“一對一”輔導的實踐結果上。

Pre-workshop Preparation

There will be several interviews with key participants to gather actual
negotiation cases that will be adapted as role play case studies throughout
the workshop. Key stakeholders will then vet and give suggestions on how
best to use the cases.

我們在課前將對關鍵學員進行幾次采訪，以收集實際的談判案例，這些案例將被改編為
整個工作坊的角色扮演案例。
我們也將邀請，主要利益相關者將對如何最好地使用這些案例進行審核并提出建議。




Programme Outline

|Time |Day One |
|9:00 |Check-in: If you are in procurement, list down the |
|~ |challenges you face when negotiating with sales. If |
|10:30 |you are in sales, list down the challenges you face |
| |when negotiating with procurement |
| |如果您是采購人員，請列出您在與銷售人員談判時面臨的挑戰(zhàn) |
| |。 如果你是銷售人員，請列出您在與采購部門談判時面臨的 |
| |挑戰(zhàn) |
| |What is Negotiation? |
| |談判是什么？ |
| |Getting others to give you what you want, by giving |
| |them what they want |
| |通過給對方他們想要的東西以讓他們給你所要要的東西 |
| |What exactly do you want? What happens when you can’t |
| |get what you want? 你要什么?如果得不到會怎樣? |
| |What do they want? |
| |對方要的是什么?如果對方得不到優(yōu)惠怎樣? |
| |Key negotiation concepts e.g. BATNA, ZOPA etc. |
| |主要談判概念，如 BATNA、ZOPA 等。 |
| |Exercise 1: Coconut Negotiation |
| |活動1: 椰子談判 |
|10:30 |Break |
|( | |
|10:45 | |
|10:45 |Know yourself, your negotiating partner and the |
|~ |alternatives |
|12:30 |知己知彼，百戰(zhàn)不殆 |
| |What are the Hot Buttons of the other party? |
| |對方有哪些熱鍵? |
| |How do you compare with the alternatives |
| |你如何與替代品對比 |
| |Mapping the strategies needed for to improve your |
| |position |
| |如何按照上述分析改善你的談判情況 |
| |Exercise: Hot Button Competitive Analysis |
| |活動：熱鍵分析 |
| |[pic] |
| |Group discussion: Based on the cases given, discuss |
| |from the perspectives of buyers and sellers and map out|
| |your negotiations matrix. Compare your conclusions |
| |小組討論：根據(jù)給出的案例，從買方和賣方的角度進行討論， |
| |并繪制談判矩陣圖.比較您的結論 |
|12:30 |Lunch |
|( | |
|13:30 | |
|13:30 |How to handle objections effectively |
|~ |如何有效地處理異議 |
|15:00 |How to say “No” without gong into an argument with the |
| |other party如何在不與對方發(fā)生爭論的前提下根客戶說“不” |
| |4 steps to resolve objections |
| |化解反對意見的4個步驟 |
| |Role plays: What are some major objections you face, |
| |and get someone else to resolve them |
| |演練: 你主要面臨哪些反對意見，然后讓他人來處理 |
| |Know when to walk away politely |
| |知道什么時候應該悄悄走人 |
|15:00 |Break |
|( | |
|15:15 | |
|15:15 |Negotiation Frameworks: 談判模型: |
|~ |Using the Kraljic matrix to understand how procurement |
|16:30 |should catergorize different types of sellers |
| |使用 Kraljic 矩陣了解采購應如何滿足不同類型賣家的需求 |
| | |
| |[pic] |
| | |
| |Discussion for procurement: how do you categorize your |
| |sellers? How should you readjust your negotiation |
| |strategy? |
| |采購人員討論：如何對賣家進行分類? 你該如何調整你的談判 |
| |戰(zhàn)略? |
| |Discussion for sales which category do you think you |
| |belong to? How should readjust your negotiation |
| |strategy? |
| |銷售的討論：你認為自己屬于哪一類？應如何重新調整談判策 |
| |略？ |
|16:30 |Day One Wrap Up 第一天總結 |
|~ |Summary of Key Learning Points 回顧主要學習點 |
|17:00 |Prepare for Day Two 做好第二天的準備 |
| |Day Two |
|9:00 |Handling Aggressive Negotiating Partners |
|~ |如何處理咄咄逼人的對手 |
|10:30 |Handling aggressive negotiations behaviors |
| |如何處理攻擊性談判行為 |
| |Understanding your Thomas Kilmann Instrument conflict |
| |management styles |
| |了解你的Thomas Kilmann Instrument沖突管理風格 |
| |[pic] |
| |Debriefing of pre-work surveys |
| |訓前問卷點評 |
|10:30 |Break |
|( | |
|10:45 | |
|10:45 |Asking Questions in Negotiations (I) |
|~ |談判中的提問技巧 (I) |
|12:30 |Why do you need to ask questions |
| |如何提問以找尋客戶的需求 |
| |5 key questioning techniques to find out hidden needs |
| |and gaps |
| |5種提問方式以了解對方的隱藏需求及差距 |
| |Listening to different signals 針對各種信號進行聆聽 |
| |Exercise: Making a list of the questions to ask based |
| |on the negotiation case study |
| |練習：按照案例需求，羅列你的提問清單 |
| |Exercise: Hot Button Competitive Analysis |
| |活動：熱鍵分析 |
|12:30 |Lunch |
|( | |
|13:30 | |
|13:30 |Negotiating based on the case studies |
|~ |按照談判案例進行談判 |
|15:00 |Role Play: Questioning Skills to uncover needs and gaps|
| |角色扮演：提問技巧對練以挖掘需求及差距 |
| |Negotiate based on what you learn from the other party |
| |根據(jù)從對方了解到的情況進行談判 |
| |Debriefing on Questioning role plays |
| |提問演練點評 |
|15:00 |Break |
|( | |
|15:15 | |
|15:15 |Reflections and dialogues |
|~ |反思與對話 |
|16:30 |In breakout rooms: what are some reflections we have |
| |分組: 我們對于這兩天有什么反思 |
| |Moving forward: what are some actions that you will |
| |take |
| |展望未來: 你將采取哪些行動 |
|16:30 |Day Two Wrap Up 第二天總結 |
|~ |Evaluation 培訓反饋 |
|17:00 | |

Objectives and Benefits
課程目標和學員收益

By the end of the training programme, you shall be able to:
在本課程結束后，學員將能夠：

1) Plan and prepare your negotiations for optimal outcomes;
做足準備已獲得最優(yōu)談判結果
2) Use competitive analysis to achieve better negotiation outcomes
利用競爭分析來取得更好的談判結果;以及
3) Influence key customers in a multiple-round negotiations
在多輪談判中影響、引導關鍵客戶
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Methodology
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This workshop consists of a lively series of short participative lectures
conveyed using plain uncomplicated explanations.? Learning will be
facilitated through exercises and case studies.? Ample seminar materials
will be given to participants so that these will be a constant source of
reference to them.? Ample time will be allotted for group discussion.?
本課程包含一系列生動翔實的參與性講解，說明和解釋通俗易懂，訓練和案例貫穿始終
，學員還會獲得大量的講座材料，作為日后的常用參考資料。講座還將為小組討論作出
合理的時間安排。本課程讓您能夠把所學到的知識立刻運用在工作上。


Who Should Attend
?
This workshop is designed especially for sales and other people who face
unique negotiation challenges in China or Asia, and are looking for
practical ways to achieve better negotiating outcomes.
對自己此前所參加的所有談判培訓均感到不盡如人意、期望獲得具有實效、切實可行結
果的經(jīng)理及員工。

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