NegotiationStrategiesandTacticsIIPPT学习教案

1、会计学1NegotiationStrategiesandTacticsII第1页/共37页reflectSummarize progress第2页/共37页第3页/共37页There are number of problems on the table. It seems that we still have a long way to go before the agreement.第4页/共37页 We are your regular buyers, but the discount you offered to us is the same with all the other bu

2、yers including those new ones. I dont think its fair for us and therefore we demand a 5% discount.Practicing Handling Conflicts第5页/共37页 The investment in the area of information technology is very essential to the development of a company. The upgrading of the system has just been started and in my

3、opinion it would be disastrous if we cut the budget.第6页/共37页 The price you are asking is rather high, much higher than what we expected.Practicing Handling Conflicts第7页/共37页Karen Karen is beginning to get frustrated with Sean and even sometimes with Andrew. Francoise Francoise is the current IT Mana

4、ger at Levien. She wants to make sure a positive atmosphere is maintainedAndrewSean Sean thinks the negotiation is getting stuck and plans to shake it up. Andrew from Okus starts to feel his position is under threat. 第8页/共37页第9页/共37页第10页/共37页第11页/共37页第12页/共37页第13页/共37页第14页/共37页第15页/共37页第16页/共37页第17页

5、/共37页第18页/共37页价格差距大时，只需要拒绝或中止谈判（必要时），勿还价了解信息分析对方报价的虚实 倾听对方解释，少加评论 还价勿越过合理界线Negotiation strategies and tactics第19页/共37页第20页/共37页第21页/共37页第22页/共37页第23页/共37页第24页/共37页让步方法第一次让步第二次让步第三次让步第四次让步1234561005025105040050252030300025302520002540-510第25页/共37页第26页/共37页第27页/共37页让步的类型让步的类型第一步第一步第二步第二步第三步第三步第四步第四步1坚

6、定冒险型坚定冒险型0001002强硬态度型强硬态度型5553刺激欲望型刺激欲望型252525254诱发幻想型诱发幻想型132228375希望成交型希望成交型372822136妥协成交型妥协成交型43332047或冷或热型或冷或热型8018028虚伪报价型虚伪报价型8317119愚蠢缴枪型愚蠢缴枪型100000第28页/共37页第29页/共37页 适合成适合成交的时刻交的时刻对方兴趣程度对方兴趣程度a错错 误误 的的 假假 设设第30页/共37页b正正 确确 的的 假假 设设对方兴趣程度对方兴趣程度适合成交的时刻适合成交的时刻 由两图可见，成交不是双方接触到最熟悉两图可见，成交不是双方接触到最熟

7、悉或融洽状态时，才提出达成合约的要求，它可或融洽状态时，才提出达成合约的要求，它可能在交易中随时出现，需要你发掘和判定。能在交易中随时出现，需要你发掘和判定。第31页/共37页第32页/共37页第33页/共37页Karen Karen feels there are still some issues which need discussion.Francoise Francoise has a dinner engagement and having achieved most of their objectives, wants to end the meetings quickly.AndrewSean Sean feels Levien have