The Benelux Chamber is delighted to co-organize this 2-day training（9-10 October, 2024）together with SwedCham about Win-win Negotiation Skills.

课程介绍 Introduction:

敬请知悉本课程为中文授课。

Please note that this training will be conducted in Chinese.

In competitive markets, corporates often face the dilemma between excessive concessions and profits maintenance. Many corporates often make excessive concessions and end up unable to maintain profits. Win-win negotiation focus on the negotiation key factors and reasonably position the value of products and services, helping corporates maintain profits without excessive concessions, and ultimately achieve a win-win situation. This course is designed based on real negotiation scenarios, aims to help participants master win-win negotiation skills and strategies, help participants negotiate more efficiently and confidently.

在竞争激烈的市场环境中，企业常常面临过度让步和利润保持之间的矛盾，很多企业往往在谈判中做出过度让步，最终导致无法保持利润。双赢谈判关注谈判的关键因素，对产品和服务的价值进行合理定位，帮助企业在保持利润的同时避免过度让步，最终实现双赢。本课程根据实际工作中的谈判场景设计，旨在通过谈判技巧解读和实际演练，帮助学员掌握双赢谈判技巧和策略，更加高效、自信地谈判。

Target Audience/目标学员

Front-line sales personnel and sales management personnel

企业一线销售人员和销售管理人员

Teaching Method/授课形式

Lecture, case study, group discussion, student exercise, video demo

理论讲解、案例分析、分组讨论、互动练习、视频演示

Objective/课程目标

Through this course, participants will be able to:

• Master essentials of negotiation
• Master 3 different negotiation styles and skills
• Master win-win negotiation strategies
• Negotiate more efficiently and confidently

通过本课程，学员将能够：

• 掌握谈判要点
• 掌握3种不同的谈判方式及技巧
• 掌握公司和买方双赢的谈判策略
• 更加高效、自信地进行谈判

Outline 课程大纲:

谈判要点

• 为什么要谈判
• 谈判者的两种动机
• 谈判者对"赢"的理解
• 谈判的基本观点
• 三种谈判模式

谈判前的准备

• BATAN：设定目标
• 客户角色分析
• 了解客户的购买策略
• 让步策略
• 准备清单

竞争性谈判

• 竞争性谈判的特点
• 六种谈判核心原则
• 两种利已行为
• 谈判手法及应对策略

合作性谈判

• 合作性谈判的特点
• 销售与谈判的转换
• 五种关键行为
• 三种谈判条件的使用
• 发掘其它谈判条件的七部曲

创意性谈判

• 创意性谈判的特点
• 客户的要求与需求
• 客户职位需求与个人需求分析
• 三种有交换价值的谈判条件
• 运用创意谈判的三个步骤

总结：应用与实践表（可复制、可落地、可执行的谈判行为， 在课程当中多次反复练习使用）

• 辅助计划表
• 谈判计划表
• 应对谈判压力的十项关键行为

Event Info:

Date：9-10 October, 2024,

Time：9:00 am-17:00 pm

Price：4800 RMB for Members ；6000 RMB for Non-Members

Language：Chinese

Venue：No. 20, Xinyuanlixi, JinShangYuan, Chaoyang District, Beijing

北京市朝阳区新源里西20号金尚源2层

Kindly notice 温馨提示

This course will only be held if we have more than 15 participants joining in.

本次课程仅在有15 位以上学员报名的情况下才会开班

Cancellation Policy

If you cannot attend this event for which you have registered, please cancel your registration no later than seven(5) business days prior to the event. If you fail to notify us of your cancellation in a timely fashion, you will be charged for the event costs.