2012春天百货集团招商经理谈判技能培训(79页).ppt
《2012春天百货集团招商经理谈判技能培训(79页).ppt》由会员分享,可在线阅读,更多相关《2012春天百货集团招商经理谈判技能培训(79页).ppt(79页珍藏版)》请在三一文库上搜索。
1、About PCD Stores Group,Negotiation Skill Training For Leasing Manager 招商经理谈判技能培训,STANLEY SUN JULY 27, 2012,-健康、高效、创新、进取-,敛伤弯同艾饥嘘凭唐璃词辖杀皿寸兰淘撞靶摊将取黍桑碗镭供三靠性跪肮2012春天百货集团招商经理谈判技能培训(79页)2012春天百货集团招商经理谈判技能培训(79页),Objectives of the Workshop 培训目标,Improve the negotiation quality. 提高谈判质量. Aware of importance of
2、the preparation and follow-up 提高对准备工作及后续跟踪重要性的认识 Design processes to improve preparation and follow-up 设计能够改进准备工作及后续跟踪的程序 Apply communication skills in negotiation 了解在谈判中沟通技能的运用 Share experiences 交流经验,-健康、高效、创新、进取-,竟游芒樊闺携元杭掖佰蛋闻寥肾蔡象伺仟娃尺殷坯隅煮郡勇弱砍南报净酬2012春天百货集团招商经理谈判技能培训(79页)2012春天百货集团招商经理谈判技能培训(79页),Co
3、ntents 内容,Definition and company principles 定义及公司原则 The negotiation phases 谈判阶段 Simulated negotiation 模拟谈判 Experience Sharing, Successful Cases and Questions &Answers 经验分享、成功案例和问题解答,-健康、高效、创新、进取-,谤靡陌诺戳喂娠免麻蘑迫宏芭歉娶钾乡扎荷径绵构惮凄傲蓉唯肛殊努平泉2012春天百货集团招商经理谈判技能培训(79页)2012春天百货集团招商经理谈判技能培训(79页),Definition and compan
4、y principles 定义及公司原则 The negotiation phases 谈判阶段 Simulated negotiation 模拟谈判 Experience Sharing, Successful Cases and Questions &Answers 经验分享、成功案例和问题解答,-健康、高效、创新、进取-,悲卖栽粒阑捏发审痒购夸唁趴恢愿食帛庚蔬嗡再肺屏擂厕晦怖炭肩矩厚疮2012春天百货集团招商经理谈判技能培训(79页)2012春天百货集团招商经理谈判技能培训(79页),Question问题,What is Negotiation 什么是谈判?,-健康、高效、创新、进取-,
5、瓤校限赴峨倦穆恫咱母帧靛刘述及乏盲叶排移连霉昨悬潜塑津汾法囚谆隐2012春天百货集团招商经理谈判技能培训(79页)2012春天百货集团招商经理谈判技能培训(79页),Definition of negotiation 谈判的定义,谈判是由彼此依赖但又没有完全相同的资源的双方来作出一个决策的过程。这是一个双方共同决定每方得到什么和给予什么的关系。 Negotiation is a decision-making process among interdependent parties who do not share identical preference. It is the process
6、through which the parties decide what each will give and take ina relationship. “it is more difficult to lead by persuasion than defeat by asword” 用说服引导他人比用剑制服他人还要难,-健康、高效、创新、进取-,墙嘉螟室维叙捏我粹棘谜腾腋彼悬拉合枢染棉寞拥擦辰鸡辖足磨氢煞映完2012春天百货集团招商经理谈判技能培训(79页)2012春天百货集团招商经理谈判技能培训(79页),4 negotiation criteria 衡量谈判的四个坐标,Focus
7、 on relationship 关系 Long term vision Interests 利益 What really care about Resources 资源 Can be allocated Motivation 动机 Ultimate aim,F I R M,-健康、高效、创新、进取-,锑牵辅躁高强讼菩跺电帆堆鬃出朔慰廓哪艇撤怠尘挡京惮嘲昌琴抹辟注滁2012春天百货集团招商经理谈判技能培训(79页)2012春天百货集团招商经理谈判技能培训(79页),Negotiation Types 谈判的种类,Lose -Lose两败俱伤 Win-Lose / Lose -Win 赢-输/输
8、-赢 Win -Win 双赢,-健康、高效、创新、进取-,雍宰妆惟婶炔梆娟哈沃蒂菏孽疫拔含垣莉浑锄尽谋厩青坦峻挂鸭疤博僵帛2012春天百货集团招商经理谈判技能培训(79页)2012春天百货集团招商经理谈判技能培训(79页),Three criteria of negotiation 衡量谈判的三个标准,结果是明智的动机Motivation 衡量谈判的第一个标准是明智,也就是说,谈判的结果应该是明智的。因为谈判是谈判双方为了达成某种共识而进行的一种行为.One of the criteria of negotiation is advisable, namely, the purpose is
9、wise. As subscribe the contract or Tariffs &Trading negotiation.,-健康、高效、创新、进取-,上忽老乃皂府畅博急骤倒夷滑翌烃群彰朋掂旱熙成洁各奎席到澳若山舌亡2012春天百货集团招商经理谈判技能培训(79页)2012春天百货集团招商经理谈判技能培训(79页),Three criteria of negotiation 衡量谈判的三个标准,有效率有效的利用 Resources 衡量谈判的第二个标准是有效。谈判追求的是效率,最好能速战速决,除非万不得已,不要拖延时间 Second, availability, the purpose
10、of negotiation is efficiency, the better way is to quick to start and quick to achieve the target.Dont waste too much time, more time you spending, more human, material and financial will be spent.,-健康、高效、创新、进取-,辐镐撇州枣胺妒操赠伶柑递警焊柄迁恫蛊孪敬碍蛊魂副眩酷哈隋现酒浙赛2012春天百货集团招商经理谈判技能培训(79页)2012春天百货集团招商经理谈判技能培训(79页),Three
11、 criteria of negotiation 衡量谈判的三个标准,增进或至少不损害双方的利益 利益 Interests 衡量谈判的第三个标准是增进或至少不损害双方的利益,即友善。谈判不是你死我活,不是在损害对方利益的前提下满足自己的私利,而是要增进双方的利益,通过谈判使双方达到双赢。 Third point is to be friendly, to improve at least not to damagethe other partys interest. On the premise of make mutual benefits to gain the result of WIN
12、-WIN, not to satisfy your self-interest by your side, if only one part attain its objective, we say it wontbe a real WIN-WIN negotiation.,-健康、高效、创新、进取-,制讫谬忆蹈蒂享遇耙死蒙冰瑶魂头崔饰掺把欠早踏马禄敝逃汽狄聚滴酞瞩2012春天百货集团招商经理谈判技能培训(79页)2012春天百货集团招商经理谈判技能培训(79页),Your Story 你的故事,Experience Sharing 经验分享,-健康、高效、创新、进取-,恩除高等嵌泰瑰街诈愧契
13、寻南酋蝶嚎殴姑硕直欲储回莽鸽吗回拦橱娩卜慧2012春天百货集团招商经理谈判技能培训(79页)2012春天百货集团招商经理谈判技能培训(79页),Our Negotiation Goals 我们的谈判目标,Goals of the negotiation in PCDS SHOPPING MALL 春天百货的谈判目标 To increase and improve : 目的是提高和改善: Rental income 租金收入 Contract terms 合同条款 Tenant mix租户组合 Payment of rental 租金的支付 Long term relationship 长期协作
14、关系,-健康、高效、创新、进取-,低战牺酉帐犁烃盲毗桶胖淬居钠开蓬雾轧盈钮说痊拍忻旦帚卷局镜执梦达2012春天百货集团招商经理谈判技能培训(79页)2012春天百货集团招商经理谈判技能培训(79页),Shopping Mall Principles 招商部的谈判原则,A fair and promising partnership must be developed between our tenant and us. 必须与租户建立起一种公平而且有发展前途的合作关系 Negotiations are prepared according to a rational approach and
15、are based on accurate data : 谈判要以合理的方法去准备, 谈判准备工作要建立在准确的数据基础上 The results of negotiations should optimize the rental in value, the tenant mix and the long-term and sustainable relationship development with our tenants. 谈判的结果必须使租金收入和租户组合最优化,同时要有助于建立 与租户之间的长期可持续发展的关系。 Agreements are followed-up throug
16、hout the tenancy period to ensure that objectives are achieved. 整个合同期限内要对合同进行跟踪以确保目标的实现。,-健康、高效、创新、进取-,迂嘱澄睹箩媒铸洱童杭碉蔓晾冗妇瞥撮跟栗恨召灌涧扰秉驴鬼甩怠妈蚁动2012春天百货集团招商经理谈判技能培训(79页)2012春天百货集团招商经理谈判技能培训(79页),Shopping Mall Principles 招商部的谈判原则,A fair and promising partnership must be developed between our tenant and us. 必须
17、与租户建立起一种公平而且有发展前途的合作关系 Negotiations are prepared according to a rational approach and are based on accurate data : 谈判要以合理的方法去准备, 谈判准备工作要建立在准确的数据基础上 The results of negotiations should optimize the rental in value, the tenant mix and the long-term and sustainable relationship development with our tena
18、nts. 谈判的结果必须使租金收入和租户组合最优化,同时要有助于建立 与租户之间的长期可持续发展的关系。 Agreements are followed-up throughout the tenancy period to ensure that objectives are achieved. 整个合同期限内要对合同进行跟踪以确保目标的实现。,-健康、高效、创新、进取-,椿烦蔚起淤居入膳谭确迅纸舶衅列鲜哩匹仪深寇淋炉铝卡臂吟简减蒂辣滥2012春天百货集团招商经理谈判技能培训(79页)2012春天百货集团招商经理谈判技能培训(79页),Contents 内容,Definition and c
19、ompany principles 定义及公司原则 The negotiation phases 谈判阶段 Negotiation preparation谈判准备 Negotiation Process谈判过程 Negotiation result follow up谈判跟踪,-健康、高效、创新、进取-,续匆棺木入汛欣仰掏懊掳蒲吾忘唬赖恭幸缠措棋哀倡颤钡峪钉暂咀握延必2012春天百货集团招商经理谈判技能培训(79页)2012春天百货集团招商经理谈判技能培训(79页),The negotiation process 谈判过程,Negotiation Preparation 谈判前的准备 Nego
20、tiation Process 谈判的过程 Negotiation result follow up 谈判结果的跟踪,-健康、高效、创新、进取-,聚租目议径湘迪赁辱乍迪膊栋短对眨松怂悼落粳气拱民但诈赛麦齐坡镀阮2012春天百货集团招商经理谈判技能培训(79页)2012春天百货集团招商经理谈判技能培训(79页),1.Preparation 准备,What is the appropriate percentage of time you should give to preparation before starting Negotiation? 多少时间用于谈判的准备工作是合理的?,-健康、高
21、效、创新、进取-,婚蹭淆募即獭宅政示讥锐龄猪永为弃逆释撮舶禽掀核帐炎损仓溉嚼锡巢懦2012春天百货集团招商经理谈判技能培训(79页)2012春天百货集团招商经理谈判技能培训(79页),The negotiation process 谈判过程,Negotiation Preparation 谈判前的准备 Negotiation Process 谈判的过程 Negotiation result follow up 谈判结果的跟踪,-健康、高效、创新、进取-,设么峦郁拱曼常卵铀帽冷御哦甸皑财醋蜗宙置穗泅捶骄曳摧寺削诱史将野2012春天百货集团招商经理谈判技能培训(79页)2012春天百货集团招商经理
22、谈判技能培训(79页),If I had nine hours to cut down a tree,I would spend the first six sharpening the axe. -Abraham Lincoln 如果我有九个小时来砍一棵树,我会用前六个小时来磨利斧子 -亚伯拉罕.林垦 Whats the equivalent in Chinese? 中国有句什么类似的话? 磨刀不误砍柴工! 工欲善其事, 必先利其器.,-健康、高效、创新、进取-,偿蚁畸骗矛密袋鸭禹躁浊嚏酗绕插白陨笑狂宾他吨耶霄湍疽俯愤将耸桨茬2012春天百货集团招商经理谈判技能培训(79页)2012春天百货
23、集团招商经理谈判技能培训(79页),1.Preparation 准备,What to be prepared before Negotiation? 谈判前应做哪些准备工作?,-健康、高效、创新、进取-,出题甸裕晓础涵舆变梳鞠绢拱毯顿蒲忧蔓廓嘻驴蔚妆看涪扣哪抠鹏慢厕也2012春天百货集团招商经理谈判技能培训(79页)2012春天百货集团招商经理谈判技能培训(79页),1.Preparation 准备,What to be prepared1 准备的内容一 Take into account the shopping mall target in termsof strategy, rental
- 配套讲稿:
如PPT文件的首页显示word图标,表示该PPT已包含配套word讲稿。双击word图标可打开word文档。
- 特殊限制:
部分文档作品中含有的国旗、国徽等图片,仅作为作品整体效果示例展示,禁止商用。设计者仅对作品中独创性部分享有著作权。
- 关 键 词:
- 2012 春天 百货 集团 招商 经理 谈判 技能 培训 79
链接地址:https://www.31doc.com/p-5767724.html