Business-Negotiation网络宣传版.吴昀桥201504

BusinessNegotiation吴昀桥博士[e-mail]2015年Resume•资质：•管理学博士•上海外国语大学国际工商管理学院教师•嘉善咨询总经理•昭融汇利董事、副总经理•亨正商贸监事长•英国伦敦城市行业协会（CITY&GUILDSPITMANQUALIFICATIONS）国际职业培训导师•PTT（ProfessionalTrainerTraining）高级职业培训师•背景：•同济大学企业管理专业博士毕业，获管理学博士学位•参编企业管理学著作1部，发表管理学期刊论文十余篇•参与三项国家级科研课题•曾任九华咨询培训中心主任、资深咨询顾问/天风证券投资银行三部总经理•2002年开始进入职业培训领域•2006年开始进入咨询领域•2011年开始进入金融领域ThinkingWhy?What?How?Degree?Why?•Negotiationstakeplaceinourroutinelifeandoccureverywhere–Shopping–Housework–Roommate–Demolition–Procurement–WTO–Anti-dumping–NuclearcrisisInterestDifferenceValueWhat?DefinitionCommunicationBibleDefinition•Negotiationisdefinedasaprocessbywhichtwoormorepartiesreachagreementonmattersofcommoninterest.–Parties–Issues–Alternatives–Positions–InterestCommunication•ArealstoryaboutainsurancemarketingcaseHow?PrenegotiationplanningInitiatingnegotiationTradingconcessionsNegotiatingpriceClosingthedealRenegotiationPrenegotiationplanningDefiningtheissuesKnowingone’spositionKnowingtheotherside’spositionKnowingthecompetitionKnowingone’snegotiationlimitsDevelopingstrategiesandtacticsPlanningthenegotiationmeetingGoingIntoNegotiationsDefiningtheissuesSystemListPriorityCorrelationKnowingone’spositionClearConfidentialGoalsSWOTBATNAAssessingcurrentstatusKnowingtheotherside’spositionCurrentresources,interests,andneedsGoalsReputationandstyleAlternativesAuthorityStrategyandtacticsKnowingthecompetitionTheothercompanyYourcompanyActualcompetitorsPotentialcompetitorsandsubstitutesKnowingone’snegotiationlimitsTargetandreservationpointsBargainingzonePowerDevelopingstrategiesandtacticsOtherstrategicaspectsofnegotiationsChoiceofanegotiationstrategyCompetitiveversuscooperativestrategiesPlanningthenegotiationmeetingAgendaMeetingsiteScheduleIntroductionsGoingIntoNegotiationsSituationstoavoidduringthenegotiations•conflict,controversy,andcriticismvis-à-vistheotherpartyAttitudestodevelopduringthetalks•communication,collaboration,andcooperationGoalstoseekduringthediscussions•change,coherence,creativity,consensus,commitment,andcompensationDiscussion?InitiatingnegotiationMakingthefirstofferOpeninghigh/lowOvercomingobjectionsInfluencingnegotiationMakingthefirstofferFirst?Last?Openinghigh/lowOvercomingobjectionsYourofferistooexpensive?Wedon’thavethatkindofbudget?That’snotwhatwearelookingfor?Yourofferisnotcompetitive?InfluencingnegotiationReciprocityConsistencySocialproofLikingAuthorityScarcityTradingconcessionsDevelopaconcessionstrategyFlexibilityinnegotiatingConcessionpatternsDevelopaconcessionstrategyConcessionidentificationIdentifyingandestimatingEstablishingandunderstandingRankingandpreparingDevelopingandkeepingInformationexchangeCommunicationandexchange80%and20%KeyissuesandtimeRelationshipandSubstantiveFlexibilityinnegotiatingPatternSizeReciprocityConcessionpatterns1、【0/0/0/60】2、【15/15/15/15】3、【8/13/17/22】4、【22/17/13/8】5、【26/20/12/2】6、【49/10/0/1】7、【50/10/（-1）/（+1）】8、【60/0/0/0】NegotiatingpricePricingfactorsIntonegotiationsPricingfactorsPricingobjectivesCostanalysisCompetitionCustomerperspectiveGovernmentandpricingIntonegotiationsEmphasizethefirm’sattributesHighlighttheproduct’sattributesMaintainflexibilityOfferapricepackageDifferentiatetheproductDiscussion?ClosingthedealCloseofnegotiationsMethodsofclosingnegotiationsChoosingaclosingmethodTimetocloseSigningacontractCloseofnegotiationsJudgment•Tradingconditions•Time•Information•StrategyMode•Deal•Suspension•RupturePossibility•Yes/No•Good/Bad/NothingMethodsofclosingnegotiationsAlternativeAssumptionConcessionIncrementalLinkagePromptingSummarizingSplittingthedifferenceTrialUltimatum/OrelseChoosingaclosingmethodPlanningMatchingTimetocloseCluesDeadlineFinalpointsTimingSigningacontractProgramPrincipleFormAttentionDiscussion?RenegotiationReducingtheneedtorenegotiateTypesofrenegotiationApproachestorenegotiationReasonsforrenegotiationReasonsforrenegotiationReducingtheneedtorenegotiatePreventrenegotiationBuildinrenegotiationcostsTypesofrenegotiationPreemptivenegotiationIntradealrenegotiationPostdealrenegotiationExtradealrenegotiationRestartingnegotiationsafterreachingnoagreementthefirsttimeApproachestorenegotiationClarifyambiguitiesintheexistingagreementReinterpretkeytermsWaiverfromoneormorerequirementsoftheagreementRewritetheagreementCubanMissileCrisis?Degree?CommunicationskillsNegotiatingpowerMiscellaneoustopicsInternationalbusinessnegotiationDetailsStakeholdersCooperativestrategiesandtacticsCompetitivestrategiesandtacticsStyledifferencesamongnegotiatorsBodylanguageCommunicationskillsImprovingcommunicationinnegotiationCommunicationfoundationCommunication-relatedproblemsCommunication-relatedproblemsPerceptualbiasStereotypingHaloeffectSelectiveperceptionProjectionCommunicationfoundationBasisWhatandhowWhenandwhoWhereStepsPreparingandconfirmingIllustratingandhandlingAchievingandimplementingImprovingcommunicationinnegotiationListeningAskingquestionsReversingrolesEnsuringclearunderstandingListening——SOFTEN–Smile–Openposture–Forwardlean–Tone–Eyecommunications–NodAskingquestionsClosedOpenListeningAskingGuidingBodylanguageLanguage7%Voice38