Win-Win negotiations
双赢谈判技巧
7-8 June 2016
9:00am - 5:00pm
OBJECTIVES:
To adopt the appropiate behavior that will lead your negotiations to success
To understand and master the necessary mindset and negotiations skills in any negotiation setting
学习如何用合适的方法使谈判成功
--掌握谈判过程中必需的心态和技巧
OUTLINES:
Starting from attaining a deeper understanding of one’s own negotiating style, this course focuses on
strategies to accurately identify the different negotiating styles and psychological characteristics of self
and the other party, in order to have sufficient preparation before the negotiation and effective results
during the negotiation. On this basis, participants will also learn clarifying negotiating goals, seizing the
right negotiating moments, and relevant negotiation skills.
The course will cover the following topics :
1. Negotiating styles: understanding own style and differentiating different styles
2. Internal coordination before negotiation: key things to be covered and how to overcome
cross-functional cooperation barriers
3. Developing negotiation plan: clarifying goals and strategies to reach them through negotiation
4. Negotiation process: the six-stage negotiation mode; common difficulties and barriers and ways to
overcome them
5. Role play and sharing of successful negotiation case studies
本课程从了解自己的谈判风格入手，着重学习如何判断谈判双方的谈判风格和心理特征，从而有效地对
谈
判做好充足的准备。在此基础上，明确谈判目的、精准把握谈判时机、洞悉对方的心理之后，再来学习
谈判技
巧就能够变得轻松和高效。
课程包括如下几个部分：
1. 谈判风格：了解自己的谈判风格；识别自己与对方的谈判和沟通风格的异同
2. 谈判之前的内部协商：掌握协商的基本要素；有效沟通克服跨部门合作的障碍
3. 谈判计划：清晰目标，进行组织内部沟通协调形成明确谈判计划
4. 谈判过程：谈判的六个阶段模型；如何客户谈判过程的困难和障碍
5. 角色扮演和成功谈判案例分享
WHO SHOULD ATTEND?
Sales, purchasing and all senior level managers and professionals who are responsible for winning the
best deals for the companies you are serving
所有负责为公司在谈判中赢得最佳协议的高级商务人士。
TRAINER:
Christine GAO
Christine Gao was one of the first professional coaches certified by International Coach Federation in
China (2006). Internationally (N.A. and China), Christine has delivered Executive and Team Coaching
to Fortune 500 companies for over 10 years. She is a Professional Certified Coach (PCC) with
International Coach Federation (ICF) and Director of Cornerstone Executive Coaching in China. A
bi-lingual (Mandarin/English) Executive & Team Coach, Christine is recognized for her in depth
knowledge of business and cultural differences between China and the West. Christine supports
Cornerstone Executives Coaches in China to provide Cornerstone International clients with the highest
value, world-class Executive Coaching services.
Venue:
Suites 201-222, 2F, Building 81, No.4 Gongti North Road, Chaoyang District
Time: Tuesday & Wednesday, June 7-8, 2016 from 9:00am to 5:00pm(1 hour lunch break)
Language: Chinese
Prices *:
Members: RMB 3’900/pers
Non members: RMB 4'500/pers
* Price including material and lunch.
SWISS CHINESE CHAMBER OF COMMERCE
BEIJING COMMUNICATION DEPARTMENT
Ms. Monica LIANG, Tel: + 86 10 8468 3982 ext 191. Fax: + 86 10 8468 3983
Email: [email protected] | web: http://www.swisscham.org/bei