采购供应商谈判高级课程中英文对照版c1

百度文库 采购采购- -供应商谈判高级课程供应商谈判高级课程 Senior Course of Purchasing-Supply Negotiation skillsSenior Course of Purchasing-Supply Negotiation skills ------中西方纵横与双赢的战术与实战中西方纵横与双赢的战术与实战 Chinese Zong-Heng and West Win-Win Skills and Practice 【时间地点】：2012 年 3 月 22-23 日*上海 4 月 19-20 日*上海 【培训费用】：2980 元/人（含授课费、资料费、会务费、午餐费） 【培训对象】：采购总监、采购经理、采购主管、采购员、销售经理、合同经理、总经理等。 【联系电话】: 0刘洋 博客：【主办单位】: 北京鼎新英华管理顾问有限公司 【培训目的【培训目的Benefits】】 在经过两天的学习及参与式体验，您将逐渐掌握以下各项知识和技能： Through 2 days study, you will learn and understand more about the below negotiation skills and technologies: •懂得世界八大谈判体系的内涵； • • • • • • • • Learn 8 negotiation system and key points How to drive and prepare the negotiation, and then to control the negotiation process Learn more about your negotiation styles and levels more deeply Lean the human nature, different cultures and characteristic Learn how to communicate and the two core skills Learn the negotiation psychologically more deeply Understand the position and the benefit and which one is more important Chinese negotiation skills such as “Zhong-Heng and Yin-Yang”; •把握谈判的主动权，有效地准备、进行和控制谈判流程； •了解自己的做事风格和谈判水平; •深入理解人性、各国文化和特点，因人施谈； •了解有效交流的实质并掌握沟通的两大核心技巧； •洞悉谈判机理、谈判悖论以及谈判心理学； •彻底搞明白立场与利益的关系；知道到底是谁更重要； •中国式谈判的纵横阴阳之术及技巧； •西方式谈判的双赢谈判战术及技巧； •West-American negotiation skills such as the “Win-Win” •开始拥有谈判大智慧，从而增加不战而胜的几率。 •Be more wise and intelligent in negotiation 实际参与模拟谈判，老师现场对你的表现做出评价和反馈，您会如梦方醒，豁然开朗实际参与模拟谈判，老师现场对你的表现做出评价和反馈，您会如梦方醒，豁然开朗! ! The trainer will uate each team member perance and provide the related skills need to be improved face to face, it is very constructive and precious!. 【课程大纲课程大纲Guideline】： 一、一、 谈判的概念和谈判的类型谈判的概念和谈判的类型 Charter 1.Charter 1.The concept and category of the NegotiationThe concept and category of the Negotiation     1 什么是谈判，为什么采购人员必须学习谈判？ What is the negotiation, why we need to learn the negotiation 什么不是谈判：一般人对谈判的三大误解；什么是谈判，采购人员必须学习谈判的理由。 misunderstanding of the negotiation 谈判得以发生的条件及我们应有的态度。 What is the correct attitude in the negotiation 自我测试：通过对 37 个问题的回答，你将知道自己目前的谈判水准； Self-test: Answering 37 questions, you will see what is your negotiation skills 西方八大谈判模式简介，两大类型的谈判分析。 百度文库 8 West negotiation systems introduction 自我测试： 通过我们特别设计的测试，你将了解自己的做事风格，即所谓“知己”。 Self-Test: learn by yourself, you will see what is your negotiation skills in the 4categories 采购谈判的原则和三要求: Negotiation’s 3 basic principles and request 哈佛六大谈判原则； Harvard 6 negotiation suggestions 高效谈判的三要素：力量、时间和情报； High efficient negotiation elements: power, time and ination 二、二、 如何进行谈判如何进行谈判 Charter 2. How to prepare for the negotiationCharter 2. How to prepare for the negotiation 如何准备谈判：准备什么、如何确定谈判策略、BANTA 的意义。 Preparing materials and how to define the negotiation strategy, what is the meaning of BANTA 案例分析：谈判要双赢吗？ Case Study: If we need Win-Win? 通过对采购产品的类型和供应商特点的分析，使学员真正理解双赢概念。 Understand the commodity and suppliers characters and then learn more about the win-win relationship 如何如何开场：什么是开场应该做的，什么是开场不该做的；怎样开场最有效果？ How to State yourself and products, what is