Proposal - Strategic_Negotiations_v3

Strategic Negotiations – 2 Days
战略谈判 - 2天
 

The Concept

 
When negotiating for a strategic or longer-term value, some of the key
concerns negotiators face include:
在为战略或长期项目进行谈判时，谈判者面临的一些关键问题包括:

▪ Aligning internally before negotiating externally
在对外谈判之前先进行内部思想一致
▪ Identifying the “Hot Buttons” that the customer would be keen to get
识别客户渴望得到的 "热键"
▪ Conducting a SWOT matrix to ascertain where your competitiveness with
regards to the above “Hot Buttons”
进行SWOT矩阵，以确定你在上述 "热点 "方面的竞争力。
▪ Identifying who are the key influencers to win over in the negotiations
确定谁是谈判中需要争取的关键影响者
▪ Planning and re-claibrating your negotiations as you progress through
multiple rounds
当你在多轮谈判中取得进展时，计划并重新调整你的谈判

Having these concerns in mind, the “Strategic Negotiations” programme is
created as a result of 1-to-1 coaching with sales people from a variety of
industries across 27 cities in Asia, based on the tried-and-proven Chinese
military treatise that has been applied to many business situations
worldwide.
战略谈判
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27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。

Pre-workshop Preparation

There will be several interviews with key participants to gather actual
negotiation cases that will be adapted as role play case studies throughout
the workshop. Key stakeholders will then vet and give suggestions on how
best to use the cases.

我们在课前将对关键学员进行几次采访，以收集实际的谈判案例，这些案例将被改编为
整个工作坊的角色扮演案例。
我们也将邀请，主要利益相关者将对如何最好地使用这些案例进行审核并提出建议。




Programme Outline

|Time |Day One |
|9:00 |Check-in: If you are in procurement, list down the |
|~ |challenges you face when negotiating with sales. If |
|10:30 |you are in sales, list down the challenges you face |
| |when negotiating with procurement |
| |如果您是采购人员，请列出您在与销售人员谈判时面临的挑战 |
| |。 如果你是销售人员，请列出您在与采购部门谈判时面临的 |
| |挑战 |
| |What is Negotiation? |
| |谈判是什么？ |
| |Getting others to give you what you want, by giving |
| |them what they want |
| |通过给对方他们想要的东西以让他们给你所要要的东西 |
| |What exactly do you want? What happens when you can’t |
| |get what you want? 你要什么?如果得不到会怎样? |
| |What do they want? |
| |对方要的是什么?如果对方得不到优惠怎样? |
| |Key negotiation concepts e.g. BATNA, ZOPA etc. |
| |主要谈判概念，如 BATNA、ZOPA 等。 |
| |Exercise 1: Coconut Negotiation |
| |活动1: 椰子谈判 |
|10:30 |Break |
|( | |
|10:45 | |
|10:45 |Know yourself, your negotiating partner and the |
|~ |alternatives |
|12:30 |知己知彼，百战不殆 |
| |What are the Hot Buttons of the other party? |
| |对方有哪些热键? |
| |How do you compare with the alternatives |
| |你如何与替代品对比 |
| |Mapping the strategies needed for to improve your |
| |position |
| |如何按照上述分析改善你的谈判情况 |
| |Exercise: Hot Button Competitive Analysis |
| |活动：热键分析 |
| |[pic] |
| |Group discussion: Based on the cases given, discuss |
| |from the perspectives of buyers and sellers and map out|
| |your negotiations matrix. Compare your conclusions |
| |小组讨论：根据给出的案例，从买方和卖方的角度进行讨论， |
| |并绘制谈判矩阵图.比较您的结论 |
|12:30 |Lunch |
|( | |
|13:30 | |
|13:30 |How to handle objections effectively |
|~ |如何有效地处理异议 |
|15:00 |How to say “No” without gong into an argument with the |
| |other party如何在不与对方发生争论的前提下根客户说“不” |
| |4 steps to resolve objections |
| |化解反对意见的4个步骤 |
| |Role plays: What are some major objections you face, |
| |and get someone else to resolve them |
| |演练: 你主要面临哪些反对意见，然后让他人来处理 |
| |Know when to walk away politely |
| |知道什么时候应该悄悄走人 |
|15:00 |Break |
|( | |
|15:15 | |
|15:15 |Negotiation Frameworks: 谈判模型: |
|~ |Using the Kraljic matrix to understand how procurement |
|16:30 |should catergorize different types of sellers |
| |使用 Kraljic 矩阵了解采购应如何满足不同类型卖家的需求 |
| | |
| |[pic] |
| | |
| |Discussion for procurement: how do you categorize your |
| |sellers? How should you readjust your negotiation |
| |strategy? |
| |采购人员讨论：如何对卖家进行分类? 你该如何调整你的谈判 |
| |战略? |
| |Discussion for sales which category do you think you |
| |belong to? How should readjust your negotiation |
| |strategy? |
| |销售的讨论：你认为自己属于哪一类？应如何重新调整谈判策 |
| |略？ |
|16:30 |Day One Wrap Up 第一天总结 |
|~ |Summary of Key Learning Points 回顾主要学习点 |
|17:00 |Prepare for Day Two 做好第二天的准备 |
| |Day Two |
|9:00 |Handling Aggressive Negotiating Partners |
|~ |如何处理咄咄逼人的对手 |
|10:30 |Handling aggressive negotiations behaviors |
| |如何处理攻击性谈判行为 |
| |Understanding your Thomas Kilmann Instrument conflict |
| |management styles |
| |了解你的Thomas Kilmann Instrument冲突管理风格 |
| |[pic] |
| |Debriefing of pre-work surveys |
| |训前问卷点评 |
|10:30 |Break |
|( | |
|10:45 | |
|10:45 |Asking Questions in Negotiations (I) |
|~ |谈判中的提问技巧 (I) |
|12:30 |Why do you need to ask questions |
| |如何提问以找寻客户的需求 |
| |5 key questioning techniques to find out hidden needs |
| |and gaps |
| |5种提问方式以了解对方的隐藏需求及差距 |
| |Listening to different signals 针对各种信号进行聆听 |
| |Exercise: Making a list of the questions to ask based |
| |on the negotiation case study |
| |练习：按照案例需求，罗列你的提问清单 |
| |Exercise: Hot Button Competitive Analysis |
| |活动：热键分析 |
|12:30 |Lunch |
|( | |
|13:30 | |
|13:30 |Negotiating based on the case studies |
|~ |按照谈判案例进行谈判 |
|15:00 |Role Play: Questioning Skills to uncover needs and gaps|
| |角色扮演：提问技巧对练以挖掘需求及差距 |
| |Negotiate based on what you learn from the other party |
| |根据从对方了解到的情况进行谈判 |
| |Debriefing on Questioning role plays |
| |提问演练点评 |
|15:00 |Break |
|( | |
|15:15 | |
|15:15 |Reflections and dialogues |
|~ |反思与对话 |
|16:30 |In breakout rooms: what are some reflections we have |
| |分组: 我们对于这两天有什么反思 |
| |Moving forward: what are some actions that you will |
| |take |
| |展望未来: 你将采取哪些行动 |
|16:30 |Day Two Wrap Up 第二天总结 |
|~ |Evaluation 培训反馈 |
|17:00 | |

Objectives and Benefits
课程目标和学员收益

By the end of the training programme, you shall be able to:
在本课程结束后，学员将能够：

1) Plan and prepare your negotiations for optimal outcomes;
做足准备已获得最优谈判结果
2) Use competitive analysis to achieve better negotiation outcomes
利用竞争分析来取得更好的谈判结果;以及
3) Influence key customers in a multiple-round negotiations
在多轮谈判中影响、引导关键客户
 

Methodology
 
This workshop consists of a lively series of short participative lectures
conveyed using plain uncomplicated explanations.  Learning will be
facilitated through exercises and case studies.  Ample seminar materials
will be given to participants so that these will be a constant source of
reference to them.  Ample time will be allotted for group discussion. 
本课程包含一系列生动翔实的参与性讲解，说明和解释通俗易懂，训练和案例贯穿始终
，学员还会获得大量的讲座材料，作为日后的常用参考资料。讲座还将为小组讨论作出
合理的时间安排。本课程让您能够把所学到的知识立刻运用在工作上。


Who Should Attend
 
This workshop is designed especially for sales and other people who face
unique negotiation challenges in China or Asia, and are looking for
practical ways to achieve better negotiating outcomes.
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。

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