高效的采购谈判——进阶1

1.影响谈判的主要因素

2.谈判的基本原则

3.谈判的基础知识
* 谈判协议的最佳替代方案
* 保留价格
* 可能达成协议的空间
* 通过谈判加以创造价值

4.谈判的准备和谈判过程
* RUSE法则
* 谈判准备的要领
* 谈判议程和策略
* 信号探测
* 报价、议价和让步的技巧
* 收尾时的注意事项

5.谈判风格

6.后发制人的工具——价格成本分析
* 供求关系与价格
* 价格的构成
* 报价单分析和磋商
* 阶梯式报价分析
* 成本构成和要素分析
* 作业成本分析
* 采购总成本

7.谈判方法和策略
* 双赢谈判的三个关键要素
* 哈佛谈判法和棋盘法则
* 谈判和邀请招标的效用对比
* 困难谈判的方法

8.案例分析和角色演练
1. Understanding main factors influencing the negotiation

2. Fundamental negotiation principles

3. Basic knowledge
* BATNA
* Walking away price
* ZOPA
* Value-added through negotiation

4. Negotiation preparation and process
* RUSE principle
* How to prepare for negotiation
* Agenda and tactics
* Getting information and testing arguments
* Quoting price, bargaining and making concession
* Deal-closing stage

5. Negotiation styles

6. To the point—price and cost analysis
* Supply-demand relation and price
* The composition of price
* Quotation review and negotiation
* Quantity discount analysis
* Cost structure and elements analysis
* Activity-based costing
* Total cost of ownership

7. Negotiation methods and strategies
* 3 essentials for successful negotiations
* Rules of Harvard negotiation method and rules of chessboard
* Comparison between bidding and negotiation
* How to handle difficult negotiations

8. Case study and role play

如何改变谈判的力量？您自己属于哪一种采购谈判风格？如何做好谈判的准备？如何掌握谈判的主动权？对手通常是怎样分析和对付我们的？谈判中通常会遇到哪些困难局面并应当采取怎样的对策？这些问题您都将从本课程中得到答案。