谈判：日常实践及工具其它上课时间：

* 日常工作中有内外部谈判需要的运营经理、项目经理、财务经理等商务人士

无论是为项目分配资源、为一项新的倡议提供资金、抑或是为某种新产品或服务建立供应链，谈判都是其中不可避免的核心内容。但很少有人理解谈判的结构、技术、以及能够使用的谈判方法，来使得他们对谈判结果起到积极的影响。

本课程实践性强，能让你逐步了解到何为有效的谈判。你要找出问题的症结，从对方的角度出发，找到可选择的解决方案，并最终得出对双方都有利的方案。谈判各方都希望达成各自的目标，而谈判就是着重于解决问题，并使双方达成统一的意见。1.认识自己的工作谈判风格以灵活运用
* 掌握谈判关系中的心理学
* 把谈判视为一个调整与差异化过程
* 认识到谈判行为中自己的长短处
* 培养在谈判情境中展现主见的能力

2.准备谈判：一个策略和战术阶段
* 识别谈判的成立条件、促使它成功的关键因素
* 为每位参与者定义谈判中的利害关系和目标
* 从无谈判余地的要素中，区分出可谈判空间
* 清晰界定目标，准备有利论据
* 识别直接和间接的的参与者
* 分析对话者的特点
* 根据具体情境选取匹配的策略，并研究各种可能性

3.掌控谈判的各个关键阶段
* 在谈判中开个好头
* 明确在场各方的目标
* 时刻不忘各阶段的目标及自由度
* 取得阶段性成果，在每一步确认共识

4.总结，达成共识及安排谈判的后续工作
* 使谈判达成的共识生效，并总结进步点
* 加强各方在落实阶段的投入
* 总结交互意见，确认所做决定
* 把决定付诸于实践
* 跟进谈判结果并从中吸取经验教训

5.应对出现的困难及冲突情境
* 识别自己面对局势中的长短板，以突破僵局
* 对可能出现的困难做好思想准备
* 力争稳定阵脚，彰示论据价值
* 积极倾听，维持自己的反应力和适应力
* 掌握应对谈判高手的沟通方式
* 有效摆脱紧张情境的技巧
* 在博弈中要维护积极的人际关系氛围

6.积极练习，以更好地谈判
* 从较量的阶段获取心得
* 妥善处理让步与让步条件
* 掌握重述，应对异议及敢于总结的技巧



1. Identifying our style to become more flexible
* The psychological aspects of a bargaining relationship
* Considering the negotiation as a process of adaptation and differentiation
* Identifying behaviors in negotiation and becoming aware of our strengths and weaknesses
* Developing our ability to claim in a situation of negotiation

2. Preparing negotiations: a strategic and tactical stage
* Identifying conditions for the existence of negotiation and key factors for its success
* Defining stakes and objectives of negotiation for each stakeholder
* Distinguishing negotiable space in non-negotiable elements
* Clearly defining objectives and preparing arguments to value
* Identifying direct and indirect actors
* Analyzing profile of each interlocutor
* Deciding on a strategy adapted to the situation and considering all assumptions

3. Managing key stages of negotiation
* Successful start-up phase
* Clarifying the objectives of the parties involved
* Always keeping in mind your objectives and degree of freedom
* Validating each stage

4. Concluding, reaching agreement and arranging follow-ups
* Validating the agreements and make the points of progress
* Strengthening the commitments in the implementation phase
* The synthesis of exchanges and validating decisions
* Organizing the implementation of decisions
* Following the outcome of negotiations and drawing lessons for the future

5. Dealing with difficult and conflict situation
* Identifying your constraints and advantages encountered in this situation to get over obstacles
* Anticipating to better prepare for delicate negotiations
* Keeping standing on the point of view steadily and proving its value
* Practicing active listening to keep responsiveness and adaptability
* Controlling your mode of communication face difficult partners
* Effective techniques to get out of stressful situations
* Sustaining a positive relationship regardless of the issues

6. Active pratice for better negotiation
* Developing necessary reflexes during confrontation
* Dealing with concessions and counterparties
* The techniques of rephrasing, handle objections, dare to conclude