贏得艱難采購談判——進(jìn)階2其它上課時(shí)間：

* 參與采購工作的采購人員、供應(yīng)部門人員及這些部門的經(jīng)理、主管

綜合談判方法和行為，是進(jìn)行采購談判時(shí)必不可少的一部分基本因素。本課程通過涵括這些方法和行為，對(duì)談判時(shí)所涉及的情緒和情境才智加以管理，來開創(chuàng)采購談判的新模式。

通過采用采購談判中常見的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)到談判開始階段情緒的影響
* 進(jìn)行簡(jiǎn)單地審核，來界定你的談判策略
* 組織談判流程－6Cs原則
* 調(diào)整并掌握積極傾聽技巧

2. 背景類型2－正在進(jìn)行的談判
* 降低限制采購員采購的相關(guān)理念和判斷的影響
* 客觀地對(duì)相關(guān)問題和采購員內(nèi)/外部實(shí)力進(jìn)行評(píng)估
* 采用喚起對(duì)方興趣方法
* 采用語言、類語言、非語言溝通

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，來控制快速反應(yīng)相關(guān)的情緒
* 調(diào)查采購動(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
* 考慮國際談判中的方法細(xì)節(jié)
* 提高你的采購靈活度，變更你的目標(biāo)采購市場(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