采购供应商谈判高级课程（中英文对照版）.doc

《采购供应商谈判高级课程（中英文对照版）.doc》由会员分享，可在线阅读，更多相关《采购供应商谈判高级课程（中英文对照版）.doc（5页珍藏版）》请在得力文库 - 分享文档赚钱的网站上搜索。

1、 采购-供应商谈判高级课程 Senior Course of Purchasing-Supply Negotiation skills -中西方纵横与双赢的战术与实战 Chinese Zong-Heng and West Win-Win Skills and Practice【时间地点】：2012年3月22-23日*上海 4月19-20日*上海 【培训费用】：2980元/人（含授课费、资料费、会务费、午餐费）【培训对象】：采购总监、采购经理、采购主管、采购员、销售经理、合同经理、总经理等。【联系电话】: 010- 刘洋 邮箱beijing_jiayou 博客：【主办单位】: 北京鼎新英华管理顾

2、问有限公司 【培训目的Benefits】 在经过两天的学习及参与式体验，您将逐渐掌握以下各项知识和技能：Through 2 days study, you will learn and understand more about the below negotiation skills and technologies: 懂得世界八大谈判体系的内涵； Learn 8 negotiation system and key points 把握谈判的主动权，有效地准备、进行和控制谈判流程； How to drive and prepare the negotiation, and then to c

3、ontrol the negotiation process 了解自己的做事风格和谈判水平; Learn more about your negotiation styles and levels more deeply 深入理解人性、各国文化和特点，因人施谈； Lean the human nature, different cultures and characteristic 了解有效交流的实质并掌握沟通的两大核心技巧； Learn how to communicate and the two core skills 洞悉谈判机理、谈判悖论以及谈判心理学； Learn the negot

4、iation psychologically more deeply 彻底搞明白立场与利益的关系；知道到底是谁更重要； Understand the position and the benefit and which one is more important 中国式谈判的纵横阴阳之术及技巧； Chinese negotiation skills such as “Zhong-Heng and Yin-Yang”; 西方式谈判的双赢谈判战术及技巧； West-American negotiation skills such as the “Win-Win” 开始拥有谈判大智慧，从而增加不战而

5、胜的几率。 Be more wise and intelligent in negotiation 实际参与模拟谈判，老师现场对你的表现做出评价和反馈，您会如梦方醒，豁然开朗! The trainer will evaluate each team member performance and provide the related skills need to be improved face to face, it is very constructive and precious!.【课程大纲Guideline】：一、 谈判的概念和谈判的类型Charter 1. The concept

6、and category of the Negotiation 什么是谈判，为什么采购人员必须学习谈判？ What is the negotiation, why we need to learn the negotiation 什么不是谈判：一般人对谈判的三大误解；什么是谈判，采购人员必须学习谈判的理由。 misunderstanding of the negotiation 谈判得以发生的条件及我们应有的态度。 What is the correct attitude in the negotiation 自我测试：通过对37个问题的回答，你将知道自己目前的谈判水准； Self-test:

7、 Answering 37 questions, you will see what is your negotiation skills 西方八大谈判模式简介，两大类型的谈判分析。 8 West negotiation systems introduction 自我测试： 通过我们特别设计的测试，你将了解自己的做事风格，即所谓“知己”。 Self-Test: learn by yourself, you will see what is your negotiation skills in the 4 categories 采购谈判的原则和三要求: Negotiations 3 basic

8、principles and request 哈佛六大谈判原则； Harvard 6 negotiation suggestions 高效谈判的三要素：力量、时间和情报； High efficient negotiation elements: power, time and information二、 如何进行谈判Charter 2. How to prepare for the negotiation 如何准备谈判：准备什么、如何确定谈判策略、BANTA的意义。 Preparing materials and how to define the negotiation strategy,

9、what is the meaning of BANTA 案例分析：谈判要双赢吗？ Case Study: If we need Win-Win?通过对采购产品的类型和供应商特点的分析，使学员真正理解双赢概念。 Understand the commodity and suppliers characters and then learn more about the win-win relationship如何 如何开场：什么是开场应该做的，什么是开场不该做的；怎样开场最有效果？ How to State yourself and products, what is the main top

10、ic? 如何进行概述：哪一个阶段是谈判最主要的？主题陈述的意义，采购怎样概说自己？ How to start? 如何讨价还价：应该让步吗？该让多少、让几次呢？什么是合理的价位？ How to Bargain： should we settle by concessions and how many times of the concessions? 如何明确谈判细节： How to discuss in details 谈判, 你准备好了吗?你有问题清单吗？采购谈判的细节有哪些？ Do you have the check list? 如何知道对方已无让步的空间了？ How do you kn

11、ow if they have no room for concessions? 如何结束谈判： How to end the negotiation： 收场该注意些什么，有哪些技巧？ What is the successful negotiation?三、 模拟谈判（之一）“学而时习之”Charter 3. Negotiation Simulation 1 我们通过一家上海民营在采购一批电脑时所发生的谈判故事，来让学员分别扮演采购方和销售方，各自按照课程所学的谈判6个步骤来实战演练一场谈判。 We will organize one Shanghai local companys purc

12、hasing computer as the negotiation workshop to let the “buyers” and “suppliers” learn how to improve the negotiation skill through 6 steps.四、 谈判中的策略和技巧Charter 4. Negotiation Strategies and Skills 九个设计和打破僵局的技巧 How to break through the deadlock in 9 skills 九个让步的谈判技巧 9 concession skills 九个采购讨价还价的技巧 9 B

13、argaining skills 九个采购弱势时必备的谈判技巧 9 skill when you are weak 九个当你面对压力时的技艺 9 skills when you are facing the pressure 九个破解销售诡计的技巧 9 skills to recognize the sales tricks 买方用于降低价格的降龙十八掌 What is the buyers 18 key skills in power negotiation 谈判中经常使用角色策略 What the role usage in the negotiation 谈判中经常使用的地点策略 Wha

14、t is the areas usages in the negotiation 谈判中经常使用的议题策略 What is the topic strategy in the negotiation 谈判中经常使用的时间策略 What is the time strategy in the negotiation 成为一流谈判者的六个必要条件 How to become the No.1 negotiator, with 6 necessary conditions五、 双赢谈判战术(西方式)Charter 5. Win-Win Negotiation (West) 什么是双赢谈判战术 Wha

15、t is the Win-Win negotiation tactics 双赢谈判人员应有的信念 What is the faith of the Win-Win negotiation 为什么不要接受第一次出价 Do not accept the first offer 高抛战术及反制方法和案例 High ball and counter-back skills 夹心战术及反制方法和案例 Blanket skills and counter-back skills 为什么不要接受第一次出价 If we can do that for you, what can you do for us?

16、什么服务价值递减定律 Hot potato skills and counter-back skills 烫手山芋战术及反制方法和案例 Nibbling skills and counter-back skills 蚕食战术及反制方法和案例 Superior skills and counter-back skills ”上级”战术及反制方法和案例 Black/White face skills and counter-back skills 黑/白脸战术及反制方法和案例、 How to solve the impasse, stalemate and deadlock in the nego

17、tiation 解决双赢谈判中可能出现的障碍, 胶着及僵局问题和案例 How to use the negotiation power to solve some crisis in the life and work 如何利用双赢谈判战术解决谈判中的争端和危机问题和案例 Summary of Win-Win negotiation 双赢谈判小结 a win-win negotiations Summary六、 纵横谈判之术(中国式)Charter 6. Zong-Heng Negotiations (Chinese) 什么是鬼谷子及纵横之术, Who is Gui Guzi and the

18、Zong-Heng skills 纵横之术的核心是什么, 如何变平凡的原理为非凡的行动What is the core of Zong-Heng skills 捭阖术及其经典谈判案例： Bai-He Skills and the case study 反应术及其经典谈判案例： Fan-Ying Skills and the case study 内楗术及其经典谈判案例 Nei-Jie Skills and the case study 抵巇术及其经典谈判案例 Di-Xi Skills and the case study 飞箝术及其经典谈判案例 Fei-Qian Skills and the

19、case study 忤合术及其经典谈判案例 Chu-He Skills and the case study 决断的十三个法则. How to make the Decision and the 13 principles 纵横谈判小结 Summary of Zong-Heng negotiation七、 不战而胜的大智慧Charter 7. The big Wisdom of non-fighting to win 谈判心理分析： Psychology analysis of negotiation 现场分析博弈论的囚徒困境与谈判机理 The game theory and the pri

20、soner dilemma introduction 让我们深刻地理解“谈判的本质” Understand the essential of the negotiation 人与人性分析： Human nature analysis 人类心理的几个关键特点 Communication skills 人的思想/精神的三个关键发展 Persuasion skills 人性的分析 Listening skills 沟通艺术： Negotiation: Art of Scientific 倾听和提问的艺术，身体语言、信息传达理论；谈判“三力法则”： Three power of negotiation

21、 八、 模拟谈判（之二）Charter 3. Negotiation Simulation 2 这是检验此次培训效果的时候了。我们根据某公司的实际案例准备了模拟谈判：某家电子公司正在推行供应链改进，推行VMI，而作为采购经理的你也想借机把采购数量集中到一家供应商，故而获得更好的价格。那你将如何进行这场有关与供应商长期合作的谈判呢？ We will organize one negotiation as: Some Electronics company need to improve the supply chain integration program and thus need one

22、supplier to consolidate the purchasing volume and negotiate the better purchasing price, how to negotiate the better prices in long term 请传真fax：010- 联系人：liu yang 培 训 报 名 表 Registration Form单位名称(发票抬头) Company Name（盖 章）培训联系人Director邮件Mail联系电话Tel传真fax公司地址Address参会人信息姓 名Name性 别Sex部门/职务：Department/Title手

23、 机 Tel/ Mobile电子邮箱Mail课程名称Course Name 2012年3月22-23日*上海 4月19-20日*上海 培训费 ￥2980元/人 （含讲义、资料、午餐等）帐号信息Bank Account Information电 汇：开户行: 北京农村商业银行宋庄支行户 名：北京鼎新英华管理顾问有限公司 帐 号：0703 0001 0302 0013 116 付款方式Payment Instructions 银行转帐 Transfer 现金Cash 是否需要预定住宿Hotel eservation 是 Yes, 否No 入住日期： 日至 日 （住宿费用自理） 1、我公司收到报名表

24、和汇款后，会在开课前一星期内传真或e-mail培训报到函。 Confirmation notice will arrive at you within one week before the seminar is held if weve received your application form and tuition fee. 2、培训当天凭培训报到函及参训人员个人名片之接待处办理报到手续。Please bring your business card and confirmation notice when checking in. 3、本报名表复印有效。The reprography of this form can be used.