令谈判出成果的原则
Profitable Negotiation Principles
作计划
Planning
准备谈判工具
Negotiation Tools
策略简介
Introduction to Tactics
结束时有所收获
Gaining Closure
成为谈判高手须具备的素质
What Makes a Good Negotiator
令谈判出成果原则
Profitable Negotiation Principles
为每一次谈判做计划
Plan for Every Negotiation
了解这桩生意的重要性和广泛性
How important and extensive is this deal
计划与实际谈判耗时的比率
Ratio of planning time to table time
销售谈判是一个过程而非结果
A sales negotiation is a process, not an event!
弄清自己的目标,首要目标和次要目标各是 什么
Know Your Objectives, Primary and Secondary
对谈判要达成的目标心里有数
Know Your Walk-Away Point
令谈判出成果原则--2
Profitable Negotiation Principles – 2
要留机动余地
Leave Room to Maneuver
起点要高，且理由充足
Open high and provide justification
重要的是解决问题而不是维护自己的立场
Focus on resolving issues, not on defending positions
寻求成交业务的方法
Look for ways to create the deal
总是让客户也有利可图
Always leave your buyer a way to win
令谈判出成果原则--3
Profitable Negotiation Principles – 3
小心控制让步行动
Manage Your Concessions Carefully
有克制的让步才有价值
Concessions have no value unless withheld
不做没有回报的让步
Never give a concession without getting something in return
对己方做的让步了然于胸
Keep track of concessions
你总是可以反悔
You can always take a concession back!
确定并归类要讨论的`问题—我方及对方的
Identify and Rank Order the Issues - Ours & Theirs
计划Planning
目标： Objectives: 我们希望达到什么目标?我们必须达到什么目标?
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
将不怎么重要，但有可能促成交易的广告刊物或宣传 彩页包括在内 Include low-priority issues and ―throwaways‖ that may be used to help
complete the deal
从对方的角度提同样的问题。要现实些!
Ask the same questions from their viewpoint. Be Realistic!