贏得艱難采購談判——進(jìn)階2

1. 背景類型1－日常（基本談判情境）
意識到談判開始階段情緒的影響
進(jìn)行簡單地審核，來界定你的談判策略
組織談判流程－6Cs原則
調(diào)整并掌握積極傾聽技巧

2. 背景類型2－正在進(jìn)行的談判
降低限制采購員采購的相關(guān)理念和判斷的影響
客觀地對相關(guān)問題和采購員內(nèi)/外部實力進(jìn)行評估
采用喚起對方興趣方法
采用語言、類語言、非語言溝通

3. 背景類型3－在壓力下進(jìn)行談判
對參與高風(fēng)險會談做好思想準(zhǔn)備
增強(qiáng)你面對內(nèi)部聯(lián)系人、賣方時的談判實力
控制時間，以保持高效：工具——流程——方法
提高反應(yīng)的果斷性

4. 背景類型4－沖突局面中的談判
掌握身體技巧，來控制快速反應(yīng)相關(guān)的情緒
調(diào)查采購動機(jī)和相關(guān)的真實意圖
解決棘手談判會談的相關(guān)工具
緩和攻擊性情境

5. 背景類型5－國際環(huán)境下的談判
識別和考慮相關(guān)文化中的情緒定位
分析相關(guān)文化的主要成分
考慮國際談判中的方法細(xì)節(jié)
提高你的采購靈活度，變更你的目標(biāo)采購市場

1. Context-type 1 - everyday (basic negotiation situation)
Being aware of the emotions impact on the negotiation
Carrying out a simple situational audit to define your negotiation strategies
Organising the negotiation process - the 6 Cs principles
Tuning in and mastering active listening

2. Context-type 2 - ongoing negotiation
Reducing the influence of beliefs and judgements which limit the buyer in his behaviour
Assessing issues and internal / external powers of the buyer objectively
Using the interests method
Using verbal, para-verbal and non-verbal communication

3. Context-type 3 - negotiation under pressure
Using mental preparation to approach a meeting with high stakes
Reinforcing your actual power faced with internal contacts and vendors
Controlling time to remain efficient: tool – process – method
Developing assertive reflexes

4. Context-type 4 - negotiation in the conflict
Mastering body techniques to control emotion associated with a swift reaction
Investigating the motivations and actual intentions
The tools to unlock a difficult negotiation meeting
Defusing an aggressive situation

5. Context-type 5 - negotiation in the international environment
Identifying and taking account of the place of emotions in a culture
Analysing the major components of a culture
Taking account of the methodological details of international negotiation
Developing your flexibility and modifyng your purchasing target market