谁该来参加：
  • 对自己此前所参加的所有谈判培训均感到不尽如人意、期望获得具有实效、切实可行结果的经理及员工。

课程概述：
正如你可能了解的，无论在任何一个国家，几乎包括所有行业在内，商务谈判所面临的最普遍的挑战如下： 
  • 无法做好、做足谈判的准备工作
  • 无法与对方取得共识
  • 双方无法有效沟通
  • 无法获得双赢的谈判结果
  • 无法让对手遵守谈判承诺

课程结束后，学员将能够学到：
  • 做足准备已获得最优谈判结果
  • 了解自身的谈判风格，并能够迎合对手的风格做调整
  • 让对手遵守谈判承诺

课程大纲：
  • 常见的谈判通病
o 不足够了解谈判对手
o 对谈判目标及底线定义模糊
o 让利太快
o 无法认清对方的真实意图或想法
o 无法合理利用或增强你的谈判筹码 
  • 三方谈判活动
  • 知可战与不可战者 胜
o 如何应对过度强硬的谈判行为
o 设定你的BATNA (在没有获得谈判结果的最佳选择)
o 了解对方的BATNA及谈判意图
o 演练：为最佳结果进行谈判 
  • 如何达成协议
o 如何处理客户的质疑、疑虑与异议
o 如何拒绝不合理的要求而还能赢得客户 
  • 演练：如何处理客户的质疑、疑虑与异议

Who should attend?
  • sales and other people who face unique negotiation challenges in China or Asia, and are looking for practical ways to achieve better negotiating outcomes.

The Concept:
As you might have heard of them, the most common challenges faced when negotiating anywhere, are as follow: 
  • Unable to sufficiently prepare for negotiations
  • Unable to establish any common understanding with the other party
  • Unable to communicate effectively between the 2 parties
  • Unable to structure deals that are perceived as win-win to both parties
  • Unable to get your adversaries to abide by their agreements

After this course participants will learn to: 
  • Plan and prepare your negotiations for optimal outcomes;
  • Know your negotiating style and how to adapt it to your adversaries' in China
  • Get your adversaries to abide by their agreements

Half day outline: 
  • Common negotiation mistakes people make
o Not understanding the other party enough
o Having unclear negotiation targets and bottom lines
o Conceding way too much too quickly
o Unable to identify the negotiation the other party’s real interest
o Unable to leverage or increase your bargaining power 
  • 3-Way Negotiation Activity
  • Know when to fight, and when not to fight 
o How to deal with over-aggressive behaviour in negotiations
o Setting your BATNA (Best Alternative to a Negotiated Outcome)
o Understanding the other party’s BATNA and possible interests
o Role Play: Negotiating for a good outcome 
  • Getting Agreement
o Handling questions, concerns and objections
o How to turn down unreasonable requests but still win the customer 
  • Role Play: Handling questions, concerns and objections

活动日程

08:30

15 分钟

Registration

08:45

135 分钟

Session Starts

11:00

15 分钟

Tea Break

11:15

12:30

Session Ends

票务信息

Member Ticket 
会员票价 ¥360 
Employee Ticket 
¥550 
Non-Member Ticket 
¥1,000 
我要参与 

Registration

  • All registrations shall be made online before the session. For full-day sessions, payment also shall be made before the session.
  • For half-day sessions, AmCham Shanghai members are eligible to attend free of charge with Training Credit*; AmCham Shanghai members without Training Credit are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at "Employee Rate".
  • For full-day sessions, AmCham Shanghai members are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at “Employee Rate”; Non-members are eligible to attend at “Non-Member Rate”.
  • Limited spaces are available and attendance will be given on a first-come, first-served basis.
  • Members please bring your membership card and non-members bring your business card upon check-in at the training session.
Walk-in and Cancellation Policy
  • This session requires confirmation of attendance in advance. If you attend this session without prior registration, you will be charged an RMB50 "walk-in" fee as member and RMB100 as employee.
  • Cancellation: If you need to cancel your registration for a half-day session, please notify Tina Zhang at (86 512) 6999 5295 or email Suzhou@amcham-shanghai.org no less than 24 hours in advance. If you need to cancel your registration for a full-day session, please notify Tina Zhang at least two weeks prior to the session for a full refund. Cancellation made within two weeks before the session will not be refundable.
  • To ensure that you have a seat, please come to the session on time. Open seats will be released to other guests 15 minutes after the session starts.