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操作效率战术杠杆效应战略突破谈判谈判定义说服工具–黄金定律人v事O-T-M-A准备/计划战术OperationalefficiencyTacticalleverageStrategicbreakthroughNegotiationNegotiationdefinedThepersuaders–goldenrulesPeoplevIssuesO-T-M-APreparingandplanningTactics谈判–定义谈判是各方从各自不同立场达成共识的过程记住:谈判是由人进行的Negotiation-adefinitionNegotiationisaprocessthroughwhichpartiesmovefromtheirinitiallydivergentpositionstoapointwhereagreementmaybereachedRemember:Negotiationisapeoplebasedactivity!双赢是真正的胜利...

胜利–感受到的胜利获得对方对已方观点的支持………并非双方的妥协Win-Winisreally...

Win-PerceivedWin…..Winningtheotherpartyroundtoyourpointofview………notacompromisebetween twodifferentpositions不同谈判类型竞争性V合作性注重结果V注重关系关系的重要性高结果的重要性高包容合作性强硬性拒绝谈判说服性就事论事DifferentTypesofNegotiationCompetitivevCollaborativeevRelationshipImportanceofRelationshipHighImportanceofeHighmodateCollaborativeCompetitiveDon’tnegotiatePersuasiveTransactional能量及影响我们对方事项我方强势对方强势3210123风险重要性/$要求定位吸引力重要性/$理解对方喜好PowerandInfluenceUsTheotherpartyIssueUsstrongOtherpartystrong3210123Risk/ExposureImportance/$PositioningthewantsAttractivenessImportance/$Understandingtheotherparty’spreference谈判–个人化过程温和强硬冷淡热情人NVC顺从热情敌意支配不同谈判的态度例子?!!想找什么？想表现什么？事Negotiation-

APersonalProcessSoftToughColdwarmPeopleNVCSubmissiveWarmthHostilityControlSpectrumofBehaviourExamples?!!

Whattolookfor?Whattodemonstrate?Issues赢得对方对已方观点的支持开始试探进展共识明确谈判态度联系起点及终点确定对方的期望试探己方设想试探对方态度获得信息：听及看推动持续讨论–语言从对方谈话中获取信号及NVC控制让步：退让不解决问题具有创造性控制会议总结情感逻辑危胁议价妥协五项关键说服工具O-T-M-A流程双赢的秘密WinningtheotherpartyroundtoyourpointofviewOPENTESTMOVEAGREECreatewarmthandtoughnessLinkopeningstoesConditionotherparty’sexpectationsTestownassumptionsTesttheotherparty’spositionGetinformation:listen&lookHelpthediscussiontoflow-verbalbehavoiurListenforverbalsignals-andNVCControlconcessions:tradenotaid!Becreative!ControlthemeetingSummarizeEmotionLogicThreatBargainingCompromise5KeyPersuadersTheO-T-M-AProcessSecretstowin-win….黄金定律-1“铁的事实”并非总能获得胜利我们的逻辑不同!!因为GoldenRules-1

“Hard”numbersdon’talwayswin…..Mylogicisdifferentfromyours!!because热情、激情、愤怒、理解、同情、威信、信任......选择适用的文化每人都会为情所动。使它为你所用!!黄金定律-2Warmth,passion,anger,empathy,sympathy,prestige,trust,......CulturallyencodedEverybodyhasa“heart”.APPEALtoEmotion………..AndCONTROLitsuseonYOU!GoldenRules-2

黄金定律-3别把它用得太早不要做出你无法付诸行动的威胁使用暗示，而非直接的威胁不要进行人身威胁运用“如果”、“也许”、“可能”等词威胁GoldenRules-3Don’tbetooquicktousethisNevermakeathreatthatyoucannotcarryoutHintinplaceofdirectthreatDon’tthreatenpeopleUse“if”,“perhaps”,“would”Threat黄金定律-4所有东西都是要付出代价的，世上没有“免费的午餐”不要过早暴露本方态度不要表现出你有退让的意图每次仅仅做小幅的调整感谢并抓住对方做出的让步舍小就大议价GoldenRules-4Everythingistradable;thereisnot“freelunchDon’texposeyourpositiontooquicklyDon’tshowyouarepreparedtomoveMoveonlyinsmallstepsThankandbankeveryconcessionofferedGivelow,gethighBargain黄金定律-5最后一招实际上是“双输”摆出极端但可信的姿态90/10比50/50强如果是己方先提议的，你很可能先屈服妥协GoldenRules-5Lastresort“Lose-lose”reallyTakeanextremeyetcredibleposition90/10isbetterthan50/50IfyousuggestitfirstyouwillprobablycaveinCompromise开始阶段建立关系及基调敏税而果断的取得控制权沟通双方的期望开始试探进展共识OpeningPhaseToestablisharelationshipandsetthesceneTotakecontrol.........sensitively,assertivelyTocommunicateownexpectationsandthoseofotherpartyOpenTestMoveAgree试探阶段从对方处取得信息验证假设评估对方的感兴趣程度试探对方的灵活性探明对方弱点提出大胆设想开始试探进展共识TestingPhaseToobtaininformationfromotherpartyTotestassumptionsToassessotherparty’sinterestlevelTotestotherparty’sflexibilityToprobeforweaknessesTorunideasuptheflagpole…..OpenTestMoveAgree进展阶段说服并取得进展使对方与我们观点接近极端谨慎的慢慢让步控制进展联系问题开始试探进展共识MovingPhasePersuadeandmoveMovetheothertowardsusConcedeslowlywithextremecautionControlmovementLinkissuesOpenTestMoveAgree达成共识阶段在谈判事项上取得可靠的一致意见同意下一步骤对已达成共识部分进行控制为今后合作确定基调为下次谈判收集市场情报开始试探进展共识AgreeingPhaseToreachworkableagreementonthenegotiatedissuesToagreenextstepsTokeepcontrolofwhathasbeenagreedTosettoneoffuturerelationshipTogathermarketintelligence..fornexttime!OpenTestMoveAgree准备、计划及谈判后回顾开始试探进展共识我们的立场-目标 -成功的标准对方-作为公司-作为个人变量-凡事皆可商榷-理想–现实–最低目标流程-竞争V合作….-信息交换-信号/行为-进展/步骤排序

Preparation,Planning&PostNegotiationReviewOpenTestMoveAgreeOurposition-objectives -successpictureOtherparty-asacompany-asapersonVariables-everythingisnegotiable-ideal-realistic-walkawaytargetsProcess-competitivevcollaborative….-informationexchange-signal/behaviour-moving/sequencing

准备–决胜千里之外黄金定律-6计划所有事情都被创造两次–第一次在计划中第二次在执行中目标远大取得更多理想实际一系列的目标：最低目标回顾有效的行动有待改进的事项Preparation-EveryBattleisWonbeforeitisfoughtGoldenRules-6PlanningEverythingiscreatedtwice-firstinaplanandsecondinactualimplementation.AimHighAchieveMoreIdealRealisticARangeofTarget:WalkawayReviewWhatworked+ImprovementRequired有效谈判的战术设定概念质疑倾听暗示循序渐进……...ING“Tactics”foreffectiveNEGOTIATIONConditionQuestionListenSignallSequenc……...ING设定概念、暗示亨氏就是豆子，豆子就是亨氏理解设定的概念这是困难的=>说明这并非不可能的认识到潜在的行为战术及策略……更多的战术及策略Conditioning,Signalling...HeinzMeansBeans;BeansMeanHeinzAwareofconditioningItisdifficult(=>itisnotimpossible)BewareofuninformedbehaviourTactics&Ploys…andmoreTactics&Ploys是16个方格吗？还是你数数并告诉我有几个方格呢？Arethere16squares?Orwillyoucountandtellmehowmanysquares?正确的答案是什么？16-20

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34+1234576世上没有愚蠢的答案，只有愚蠢的问题!What’stheRight

Answer?16-20

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34+1234576Thereisnostupidanswer,onlystupidquestions!有效的倾听理解语言表达的含义思考并总结时刻注意不要走神培养利用间歇时间语言7%音乐(音调)38%跳舞(肢体语言)55%行动胜于雄辩自信顺从