As you might have heard of them, the most common challenges faced when negotiating in China, are as follow:
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
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Unable to sufficiently prepare for negotiations
无法做好、做足谈判的准备工作
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Unable to establish any common understanding with the other party
无法与对方取得共识
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Unable to communicate effectively between the 2 parties
双方无法有效沟通
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Unable to structure deals that are perceived as win-win to both parties
无法获得双赢的谈判结果
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Unable to get your adversaries to abide by their agreements
无法让对手遵守谈判承诺
Having these concerns in mind, the “Sun Tzu and the Art of Sales Negotiations in China” programme is created as a result of 1-to-1 coaching with sales people from a variety of industries across 19 cities in Asia, based on the tried-and-proven Chinese military treatise that has been applied to many business situations worldwide.
孙子兵法 之 中国式销售谈判 就是针对对此类问题而开发的课程，它是一门建立在对亚洲19个城市各行各业销售人员所进行的“一对一”辅导的实践结果上。
This programme has been tried, modified, and re-tested to make sure that it delivers results for sales people, especially in the Chinese context.
本课程已经过多次尝试、修订和再实践，以确保其对销售人员的实用结果，尤其适用于中国商务环境。
Opening Sales Negotiation Simulation
开场销售谈判模拟
Groups of sales people will be approaching a prospective “Buyer”, with the sales people and the Buyer each given a script separately.
销售人员们将会在课程中试图接触一位潜在“买主”，且每人都会持有事先准备好的演练情景。
The sales people will have to gather as much information as possible that is written in the Buyer’s script, so as to understand the Buyer’s needs and concerns.
销售人员需要收集尽可能多的买方的脚本信息，从而了解到其需求和顾虑。
Results will be shared on whether the sales people actually understood the buyers’ real and hidden needs, and whether they can map the right course of action
之后销售人员将分享他们是否抓到买方的真实与隐秘的需求，并是否能拟定正确方针
Key Factors in Sales Negotiation Success in China
中国式销售谈判的关键因素
How to cultivate strong relationships with customers to know what they think, without spending a lot on client entertainment
如何不过度请客吃饭以建立良好关系，以便了解客户真实想法
How to say “No” to illegal and unreasonable requests
如何在客户提出非法或非分要求时说“不”
How to win customers to your way of thinking
如何引导客户的思想与需求
Who should attend?
Industrial and B2B sales people - 工业与商务销售人员
Sales managers and directors - 销售经理与总监
HR and Training managers- 人力资源及培训经理
About the Trainer:
讲师介绍:
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 C.J. Ng is the Master Trainer for Leadership IQ in Asia who has helped international companies achieve quantum improvements in sales profits in China and beyond. C.J. is the first and only China-based leadership, sales & experiential learning facilitator invited to speak at the American Society for Training & Development (ASTD) International Convention. He has consulted for and trained the staff and managers of well-known companies such as Delphi Packard,
Alcoa Wheels, Evonik, BMW and Schneider Electric.
黄常捷 (c.j. Ng)是美国培训与发展协会（ASTD）2009年国际大会的特邀演讲嘉宾，也是ASTD国际大会有史以来唯一受邀演讲的结合销售、领导力及体验式培训于一身的亚洲咨询师。他是一位值得您信赖的销售领域的咨询顾问，曾帮助许多跨国企业获得了在中国及其他区域销售业绩方面的显著突破。迄今为止，c.j.已帮助：世界领先的
制造企业如 美铝轮毂、泰科 及 莱尼电缆 的销售团队如何提高他们的业绩；国际化工集团如赢创、林德工程及空气化工产品 发展提高其团队的领导力和销售能力。全球企业佼佼者如 施耐德、德尔福、宝马的经理提升领导力及各项领导技能，以提高团队的作战能力等
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Agenda:
14:00 Session Starts
15:30 Tea Break
17:00 Session Ends
Venue 地点 :
Ascott Midtown Suzhou No. 229, Zhongxin West Avenue, SIP.
苏州雅诗阁，苏州工业园区中新大道西229号万科美好广场（近地铁一号线中央公园站）http://www2.the-ascott.com/en/china/suzhou/ascott_midtown_suzhou.html