綜合談判方法和行為，是進(jìn)行
通過(guò)采用采購(gòu)談判中常見(jiàn)的5類相關(guān)背景，可訓(xùn)練學(xué)員掌握4類會(huì)談關(guān)鍵因素——情境才智、情緒管理、方法和行為，來(lái)對(duì)各種情境加以控制。由于采用這一獨(dú)特方法，它保證了相關(guān)人員在各種采購(gòu)談判中（甚至于那些最棘手的情境）取得成功。1. 背景類型1－日常（基本談判情境）
* 意識(shí)到談判開(kāi)始階段情緒的影響
* 進(jìn)行簡(jiǎn)單地審核，來(lái)界定你的
* 組織談判流程－6Cs原則
* 調(diào)整并掌握積極傾聽(tīng)技巧
2. 背景類型2－正在進(jìn)行的談判
* 降低限制采購(gòu)員采購(gòu)的相關(guān)理念和判斷的影響
* 客觀地對(duì)相關(guān)問(wèn)題和采購(gòu)員內(nèi)/外部實(shí)力進(jìn)行評(píng)估
* 采用喚起對(duì)方興趣方法
* 采用語(yǔ)言、類語(yǔ)言、非語(yǔ)言
3. 背景類型3－在壓力下進(jìn)行談判
* 對(duì)參與高風(fēng)險(xiǎn)會(huì)談做好思想準(zhǔn)備
* 增強(qiáng)你面對(duì)內(nèi)部聯(lián)系人、賣方時(shí)的談判實(shí)力
* 控制時(shí)間，以保持高效：工具——流程——方法
* 提高反應(yīng)的果斷性
4. 背景類型4－沖突局面中的談判
* 掌握身體技巧，來(lái)控制快速反應(yīng)相關(guān)的情緒
* 調(diào)查采購(gòu)動(dòng)機(jī)和相關(guān)的真實(shí)意圖
* 解決棘手談判會(huì)談的相關(guān)工具
* 緩和攻擊性情境
5. 背景類型5－國(guó)際環(huán)境下的談判
* 識(shí)別和考慮相關(guān)文化中的情緒定位
* 分析相關(guān)文化的主要成分
* 考慮國(guó)際談判中的方法細(xì)節(jié)
* 提高你的采購(gòu)靈活度，變更你的目標(biāo)采購(gòu)市場(chǎng)
1. Context-type 1 - everyday (basic negotiation situation)
* Being aware of the emotions impact on the negotiation
* Carrying out a simple situational audit to define your negotiation strategies
* Organising the negotiation process - the 6 Cs principles
* Tuning in and mastering active listening
2. Context-type 2 - ongoing negotiation
* Reducing the influence of beliefs and judgements which limit the buyer in his behaviour
* Assessing issues and internal / external powers of the buyer objectively
* Using the interests method
* Using verbal, para-verbal and non-verbal communication
3. Context-type 3 - negotiation under pressure
* Using mental preparation to approach a meeting with high stakes
* Reinforcing your actual power faced with internal contacts and vendors
* Controlling time to remain efficient: tool – process – method
* Developing assertive reflexes
4. Context-type 4 - negotiation in the conflict
* Mastering body techniques to control emotion associated with a swift reaction
* Investigating the motivations and actual intentions
* The tools to unlock a difficult negotiation meeting
* Defusing an aggressive situation
5. Context-type 5 - negotiation in the international environment
* Identifying and taking account of the place of emotions in a culture
* Analysing the major components of a culture
* Taking account of the methodological details of international negotiation
* Developing your flexibility and modifyng your purchasing target market
* 參與采購(gòu)工作的采購(gòu)人員、供應(yīng)部門人員及這些部門的經(jīng)理、主管