天百货集团招商经理谈判技能培训(79页) .ppt
《天百货集团招商经理谈判技能培训(79页) .ppt》由会员分享,可在线阅读,更多相关《天百货集团招商经理谈判技能培训(79页) .ppt(79页珍藏版)》请在三一办公上搜索。
1、About PCD Stores Group,Negotiation Skill TrainingForLeasing Manager招商经理谈判技能培训,STANLEY SUN JULY 27,2012,-健康、高效、创新、进取-,Objectives of the Workshop 培训目标,Improve the negotiation quality.提高谈判质量.Aware of importance of the preparation and follow-up提高对准备工作及后续跟踪重要性的认识Design processes to improve preparation an
2、d follow-up设计能够改进准备工作及后续跟踪的程序Apply communication skills in negotiation 了解在谈判中沟通技能的运用Share experiences 交流经验,-健康、高效、创新、进取-,Contents 内容,Definition and company principles定义及公司原则The negotiation phases谈判阶段Simulated negotiation模拟谈判Experience Sharing,Successful Cases and Questions&Answers经验分享、成功案例和问题解答,-健康、
3、高效、创新、进取-,Definition and company principles定义及公司原则The negotiation phases谈判阶段Simulated negotiation模拟谈判Experience Sharing,Successful Cases and Questions&Answers经验分享、成功案例和问题解答,-健康、高效、创新、进取-,Question问题,What is Negotiation 什么是谈判?,-健康、高效、创新、进取-,Definition of negotiation 谈判的定义,谈判是由彼此依赖但又没有完全相同的资源的双方来作出一个决策
4、的过程。这是一个双方共同决定每方得到什么和给予什么的关系。Negotiation is a decision-making process among interdependent parties who do not share identical preference.It is the processthrough which the parties decide what each will give and take ina relationship.it is more difficult to lead by persuasion than defeat by asword”用说
5、服引导他人比用剑制服他人还要难,-健康、高效、创新、进取-,4 negotiation criteria 衡量谈判的四个坐标,Focus on relationship 关系Long term vision Interests 利益What really care aboutResources 资源Can be allocatedMotivation 动机Ultimate aim,FIRM,-健康、高效、创新、进取-,Negotiation Types 谈判的种类,Lose-Lose两败俱伤Win-Lose/Lose-Win 赢-输/输-赢Win-Win 双赢,-健康、高效、创新、进取-,Th
6、ree criteria of negotiation 衡量谈判的三个标准,结果是明智的动机Motivation衡量谈判的第一个标准是明智,也就是说,谈判的结果应该是明智的。因为谈判是谈判双方为了达成某种共识而进行的一种行为.One of the criteria of negotiation is advisable,namely,the purpose is wise.As subscribe the contract or Tariffs&Trading negotiation.,-健康、高效、创新、进取-,Three criteria of negotiation 衡量谈判的三个标准,
7、有效率有效的利用 Resources衡量谈判的第二个标准是有效。谈判追求的是效率,最好能速战速决,除非万不得已,不要拖延时间 Second,availability,the purpose of negotiation is efficiency,the better way is to quick to start and quick to achieve the target.Dont waste too much time,more time you spending,more human,material and financial will be spent.,-健康、高效、创新、进
8、取-,Three criteria of negotiation 衡量谈判的三个标准,增进或至少不损害双方的利益 利益 Interests 衡量谈判的第三个标准是增进或至少不损害双方的利益,即友善。谈判不是你死我活,不是在损害对方利益的前提下满足自己的私利,而是要增进双方的利益,通过谈判使双方达到双赢。Third point is to be friendly,to improve at least not to damagethe other partys interest.On the premise of make mutual benefits to gain the result o
9、f WIN-WIN,not to satisfy your self-interest by your side,if only one part attain its objective,we say it wontbe a real WIN-WIN negotiation.,-健康、高效、创新、进取-,Your Story 你的故事,Experience Sharing 经验分享,-健康、高效、创新、进取-,Our Negotiation Goals 我们的谈判目标,Goals of the negotiation in PCDS SHOPPING MALL 春天百货的谈判目标 To in
10、crease and improve:目的是提高和改善:Rental income 租金收入 Contract terms 合同条款 Tenant mix租户组合 Payment of rental 租金的支付 Long term relationship 长期协作关系,-健康、高效、创新、进取-,Shopping Mall Principles招商部的谈判原则,A fair and promising partnership must be developed between our tenant and us.必须与租户建立起一种公平而且有发展前途的合作关系Negotiations are
11、 prepared according to a rational approach and are based on accurate data:谈判要以合理的方法去准备,谈判准备工作要建立在准确的数据基础上The results of negotiations should optimize the rental in value,the tenant mix and the long-term and sustainable relationship development with our tenants.谈判的结果必须使租金收入和租户组合最优化,同时要有助于建立与租户之间的长期可持续
12、发展的关系。Agreements are followed-up throughout the tenancy periodto ensure that objectives are achieved.整个合同期限内要对合同进行跟踪以确保目标的实现。,-健康、高效、创新、进取-,Shopping Mall Principles招商部的谈判原则,A fair and promising partnership must be developed between our tenant and us.必须与租户建立起一种公平而且有发展前途的合作关系Negotiations are prepared
13、according to a rational approach and are based on accurate data:谈判要以合理的方法去准备,谈判准备工作要建立在准确的数据基础上The results of negotiations should optimize the rental in value,the tenant mix and the long-term and sustainable relationship development with our tenants.谈判的结果必须使租金收入和租户组合最优化,同时要有助于建立与租户之间的长期可持续发展的关系。Agre
14、ements are followed-up throughout the tenancy periodto ensure that objectives are achieved.整个合同期限内要对合同进行跟踪以确保目标的实现。,-健康、高效、创新、进取-,Contents内容,Definition and company principles 定义及公司原则The negotiation phases谈判阶段 Negotiation preparation谈判准备 Negotiation Process谈判过程 Negotiation result follow up谈判跟踪,-健康、高效
15、、创新、进取-,The negotiation process 谈判过程,Negotiation Preparation 谈判前的准备Negotiation Process 谈判的过程Negotiation result follow up 谈判结果的跟踪,-健康、高效、创新、进取-,1.Preparation 准备,What is the appropriate percentage of time you should give to preparation before starting Negotiation?多少时间用于谈判的准备工作是合理的?,-健康、高效、创新、进取-,The n
16、egotiation process 谈判过程,Negotiation Preparation 谈判前的准备Negotiation Process 谈判的过程Negotiation result follow up 谈判结果的跟踪,-健康、高效、创新、进取-,If I had nine hours to cut down a tree,I would spend the first six sharpening the axe.-Abraham Lincoln如果我有九个小时来砍一棵树,我会用前六个小时来磨利斧子-亚伯拉罕.林垦Whats the equivalent in Chinese?中
17、国有句什么类似的话?磨刀不误砍柴工!工欲善其事,必先利其器.,-健康、高效、创新、进取-,1.Preparation 准备,What to be prepared before Negotiation?谈判前应做哪些准备工作?,-健康、高效、创新、进取-,1.Preparation 准备,What to be prepared1 准备的内容一Take into account the shopping mall target in termsof strategy,rental budget,remodelling plans,etc.必须考虑每个购物中心的策略、租金预算和改造计划等方面的目标
18、Spend time on a detailed analysis of the tenant situation.花时间来仔细分析和了解每个租户的状况Tenant company operation situation Tenant competitor situation Tenant shops in Carrefour Tenant expansion plan for the next few years1.,-健康、高效、创新、进取-,1.Preparation 准备,What to be prepared 准备的内容二This activity should define the
19、 negotiation strategies percategory/tenant and fix the targeted conditions.通过准备,针对某个分类或某个特定的租户,来制定谈判的策略并确定目标合同条款At the end,a negotiation file will have to be set up for each tenant.最后,要准备各个租户的谈判文件,-健康、高效、创新、进取-,1.Preparation 准备,Are you ready to negotiate?你是否准备好了谈判?Negotiation target谈判目标Win-Win Mind-
20、set双赢思维Communication skills沟通技巧Necessary tools必要的工具,-健康、高效、创新、进取-,1.Preparation 准备,Negotiation Target 谈判目标What&Needs 明确想要和需要Needs are main target&Want are secondary target 需要是主要目标,想要是次要目标Make the upper limit and lower limit制定最高上限和最低下限,-健康、高效、创新、进取-,1.Preparation 准备,Win-Win Mind-set 双赢思维Long term vis
21、ion 有长期配合的远见Use“WE”使用“我们”的字眼Mutual benefits 彼此都能获得好处Open&objective 开放、客观Share information 分享信息Listen and balance talking ratio 聆听并且平衡说话的比例Find solution together 一起解决问题或障碍Concede if necessary 必要时双方各退一步,-健康、高效、创新、进取-,1.Preparation 准备,Communication Skills 沟通技巧 Active Listening 积极倾听 Ask Question 有效提问 An
22、swer 应答艺术 Persuade 说服艺术,-健康、高效、创新、进取-,Active Listening 积极倾听,What is Active Listening?什么是倾听?,-健康、高效、创新、进取-,Active Listening 积极倾听,Listen to others with interest and acceptance 带着兴趣和开放的心态去听 Build trust between people 在人际间建立信任 Serve as a key in the development of relationship是发展彼此关系的关键,-健康、高效、创新、进取-,Act
23、ive Listening 积极倾听,Listening Techniques 倾听技巧 Summarizing总结 Positive feedback 积极反馈 Paraphrasing 重述 Open questions 开放式问题“I”Language语言,-健康、高效、创新、进取-,Active Listening 积极倾听,Summarizing example 总结的例子“What I heard you say was that(It sounds like)you dont like the space on first floor in the far end of the
24、mall but would be interested in the one next to the main door?Do you agree with that?Did I get that right?Is that what you are saying?”你说的是(听起来好像)你们不喜欢一楼到底的那个空位,倒是对靠近入口的地方很感兴趣?你同意吗?我理解对吗?你是这个意思吗?,-健康、高效、创新、进取-,Active Listening 积极倾听,Positive Feed back example 积极反馈的例子“Thanks for dropping by my office
25、today,its great to see you!”“Great idea,why dont you try it,let me know what happens!”“谢谢你今天到我办公室来看我,看到你太高兴了!”“这个主意太棒了,你为何不去尝试一下呢,让我知道进展怎样!”,-健康、高效、创新、进取-,Active Listening 积极倾听,Positive Feedback Exercise 积极反馈的练习 John is embarrassed that he couldnt attend the day one training.Today,he took courage to
- 配套讲稿:
如PPT文件的首页显示word图标,表示该PPT已包含配套word讲稿。双击word图标可打开word文档。
- 特殊限制:
部分文档作品中含有的国旗、国徽等图片,仅作为作品整体效果示例展示,禁止商用。设计者仅对作品中独创性部分享有著作权。
- 关 键 词:
- 天百货集团招商经理谈判技能培训79页 百货 集团 招商 经理 谈判 技能 培训 79
链接地址:https://www.31ppt.com/p-2977482.html