Анонсы
Деловые переговоры: как добиться успеха
О программе
Содержание
Преподаватели
Даты обучения: с 19 декабря 2019 по 20 декабря 2019
Продолжительность обучения: 16 ак. ч.
Программа ориентирована на руководителей высшего и среднего звена, сотрудников отделов продаж и закупок.
По окончании обучения участникам выдается диплом БИЗНЕС-ШКОЛЫ XXI ВЕК-КОНСАЛТ и справка об обучении государственного образца.
Публикации по теме: «ПЕРЕГОВОРЫ БЕЗ ПОРАЖЕНИЯ: ГАРВАРДСКИЙ МЕТОД ВЕДЕНИЯ ДИАЛОГА»
Переговоры – искусство убеждения и математика выгодного компромисса. Переговоры как часть процесса продажи/закупки продуктов и услуг. Структура переговоров.
Стратегии и тактики ведения переговоров с оппонентом.
Стратегии переговоров: жесткая стратегия, мягкая стратегия, позиционный торг, принципиальные переговоры. Достижение компромисса – победа или поражение переговорщика. Тактики ведения переговоров. Соответствие тактик, применяемых на переговорах, стратегии переговоров. Методы давления, используемые сторонами, и способы противодействия им.
Подготовка к переговорам.
Определение предмета переговоров. Актуализация и анализ интересов оппонента по переговорам. Определение собственной позиции на переговорах в деталях. Подготовка альтернативных (возможных вариантов) предложений. «Отстройка» от конкурентов. Изучение сильных и слабых сторон конкурентов в контексте конкретного продукта/услуги/решения. Инструмент для конкурентного анализа – «Анализ уязвимости». Аргументация собственного предложения. Как позиционировать свое предложение исходя из критериев принятия решения и по отношению к конкурентам. Подготовка проектов необходимых документов. Переговоры в команде и в одиночку – минусы и плюсы. Решение организационных вопросов.
Ведение переговоров.
Установление контакта и управление процессом переговоров: деловая этика начала переговоров, приемы налаживания отношений. Исходное положение переговоров – стороны начинают переговоры, непроизвольно преувеличивая свои позиции: как правильно принимать и передавать информацию в переговорах с оппонентом. Как правильно отвечать на вопросы оппонента.
Реальное положение переговоров. Стороны занимают реальное положение на переговорах, выяснив позиции и интересы оппонентов. Презентация своей реальной позиции, аргументация ключевых положений в переговорах. Торг в переговорах с оппонентом: техники ведения торга, правила «продажи» и «покупки» уступок, реализация принципа взаимовыгодных переговоров. Что делать, если торг не уместен? Согласование позиций и выработка договоренностей в переговорах с оппонентом.
Завершение переговоров.
Подведение промежуточных и окончательных итогов переговоров. Заключение договора (дополнительного соглашения) как итог переговорного процесса. Партнерские отношения – зачем они нужны? Что считать успехом переговоров с оппонентом?
По окончании обучения участникам выдается диплом БИЗНЕС-ШКОЛЫ XXI ВЕК-КОНСАЛТ и справка об обучении государственного образца.
Ирина Лыскович
Читать далееДиректор БИЗНЕС-ШКОЛЫ XXI ВЕК-КОНСАЛТ, бизнес-тренер, бизнес-коуч, Certificate Leadership CDI Training Systems, Certificate Train The Trainer.
Заявка на обучение
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Представители поколения Z привередливы при выборе задач, не терпят формальностей и рутины, легко меняют место работы. Многим работодателям может показаться, что такой сотрудник — маленький монстр и проблема. Взглянем на «зетовцев» с другой стороны.
