令談判出成果的原則
Profitable Negotiation Principles
作計劃
Planning
準備談判工具
Negotiation Tools
策略簡介
Introduction to Tactics
結束時有所收穫
Gaining Closure
成爲談判高手須具備的素質
What Makes a Good Negotiator
令談判出成果原則
Profitable Negotiation Principles
爲每一次談判做計劃
Plan for Every Negotiation
瞭解這樁生意的重要性和廣泛性
How important and extensive is this deal
計劃與實際談判耗時的比率
Ratio of planning time to table time
銷售談判是一個過程而非結果
A sales negotiation is a process, not an event!
弄清自己的目標,首要目標和次要目標各是 什麼
Know Your Objectives, Primary and Secondary
對談判要達成的目標心裏有數
Know Your Walk-Away Point
令談判出成果原則--2
Profitable Negotiation Principles – 2
要留機動餘地
Leave Room to Maneuver
起點要高，且理由充足
Open high and provide justification
重要的是解決問題而不是維護自己的立場
Focus on resolving issues, not on defending positions
尋求成交業務的方法
Look for ways to create the deal
總是讓客戶也有利可圖
Always leave your buyer a way to win
令談判出成果原則--3
Profitable Negotiation Principles – 3
小心控制讓步行動
Manage Your Concessions Carefully
有剋制的讓步纔有價值
Concessions have no value unless withheld
不做沒有回報的讓步
Never give a concession without getting something in return
對己方做的讓步瞭然於胸
Keep track of concessions
你總是可以反悔
You can always take a concession back!
確定並歸類要討論的`問題—我方及對方的
Identify and Rank Order the Issues - Ours & Theirs
計劃Planning
目標： Objectives: 我們希望達到什麼目標?我們必須達到什麼目標?
What would we like to have? What must we have?
把事情按重要性排序
List the things in order of importance
將不怎麼重要，但有可能促成交易的廣告刊物或宣傳 彩頁包括在內 Include low-priority issues and ―throwaways‖ that may be used to help
complete the deal
從對方的角度提同樣的問題。要現實些!
Ask the same questions from their viewpoint. Be Realistic!