吴昀桥-商务谈判ppt课件

1、Business Negotiation吴昀桥 博artinwyq1632021年Resume 资质：管理学博士上海外国语大学国际工商管理学院教师嘉善咨询总经理昭融汇利董事、副总经理亨正商贸监事长英国伦敦城市行业协会CITY & GUILDS PITMAN QUALIFICATIONS国际职业培训导师PTTProfessional Trainer Training高级职业培训师背景：同济大学企业管理专业博士毕业，获管理学博士学位参编企业管理学著作1部，发表管理学期刊论文十余篇参与三项国家级科研课题曾任九华咨询培训中心主任、资深咨询顾问/天风证券投资银行三部总经理200

2、2年开场进入职业培训领域2006年开场进入咨询领域2021年开场进入金融领域ThinkingWhy?Negotiations take place in our routine life and occur everywhereShoppingHouseworkRoommateDemolitionProcurement WTOAnti-dumpingNuclear crisis What?BibleDefinitionNegotiation is defined as a process by which two or more parties reach agreement on matte

3、rs of common interest.PartiesIssuesAlternativesPositionsInterest Communication A real story about a insurance marketing caseHow?Prenegotiation planningDefining the issuesKnowing ones positionKnowing the other sides positionKnowing the competitionKnowing ones negotiation limitsDeveloping strategies a

4、nd tacticsPlanning the negotiation meetingGoing Into NegotiationsInitiating negotiationMaking the first offerOpening high/lowOvercoming objectionsInfluencing negotiationTrading concessionsDevelop a concession strategyFlexibility in negotiatingConcession patterns1、【0/0/0/60】2、【15/15/15/15】3、【8/13/17/

5、22】4、【22/17/13/8】5、【26/20/12/2】6、【49/10/0/1】7、【50/10/-1/+1】8、【60/0/0/0】Negotiating pricePricing factorsInto negotiationsDiscussion?Closing the dealClose of negotiationsMethods of closing negotiationsChoosing a closing methodTime to closeSigning a contractDiscussion?RenegotiationReasons for renegotia

6、tionReducing the need to renegotiateTypes of renegotiationApproaches to renegotiationDegree?Communication skillsCommunication-related problems Communication foundationImproving communication in negotiationListeningSOFTENSmileOpen postureForward leanToneEye communicationsNodAsking questionsBody langu

7、ageStyle differences among negotiatorsCompetitive strategies and tacticsFundamental strategiesTactical tasksDisruptive actionAlliance with outsidersSchedule manipulationCommitment Dealing with typical hardball tacticsCooperative strategies and tacticsKey steps in the cooperative negotiation processF

8、actors that facilitate successful cooperative negotiationNegotiating powerSources of powerKnowing various aspects of the businessKnowing the other partyKnowing the competitionDeveloping options and alternativesSetting the agendaNegotiating in ones own environmentHaving time to negotiate and setting

9、deadlinesListeningKnowing the bottom lineDecision making/commitment powerEstimating negotiating powerSources of powerYoursTheirs Understanding the other partyKnowing the competitionHaving expertiseHaving options and alternativesSetting the agendaUsing home-court advantageHaving timeUsing listening a

10、nd questioning skillsWalking away/bottom lineBeing able to commitTotals Do not have power1Have limited power2Do not know the power3Have some power4Have a great deal of negotiating power540/3539/34Stakeholders A real story about a “pit father acquisitionDetails A real story about a consulting project

11、2021 output valueScenicOutput value（hundred million）Huangshan202.14Huyishan106.6Jiugongshan59Zhangjiajie56.2Dujiangyan50.5Putuoshan26.81Wutaishan21.836Wudangshan11.8Shennongjia0.6956OrganizationPerformanceSalaryPromotionReward and PunishmentInfluenceResponsibilitiesJobDepartmentMultiple DepartmentsS

12、trategyAuthorized departmentDirect superiorMinisterVice General ManagerGeneral ManagerExecutive meetingRewardDegree+1+2+3+4+5SubstanceXXXXXXXXXXXXXXXSpiritXXXXXXXXXXXXXXXDirectionsPunishmentDegree-1-2-3-4-5SubstanceXXXXXXXXXXXXXXXSpiritXXXXXXXXXXXXXXXDirectionsInternational business negotiationNegotiation EnvironmentLegal pluralismPolitical pluralismCurrency fluctuations and foreign exchangeForeign government controls and bureaucracyInstability and changeCultural differencesIdeological differencesExternal stakeholdersEffect of culture on negotia