現(xiàn)代通路談判技巧訓(xùn)練

GeorgeChiang江玉行現(xiàn)代通路談判技巧訓(xùn)練GeorgeChiang1談判技巧訓(xùn)練之目的訓(xùn)練目的瞭解何謂談判知曉如何準(zhǔn)備及進(jìn)行談判訓(xùn)練過(guò)程採(cǎi)取Q&A開(kāi)放參與,雙向溝通方式訓(xùn)練收獲盼能透過(guò)談判技巧訓(xùn)練獲致最佳交易條件1談判技巧訓(xùn)練之目的訓(xùn)練目的投資成本(Costs)投資效益(Benefits)訓(xùn)練收獲盼能透過(guò)談判技巧訓(xùn)練，獲致最佳交易條件2投資成本(Costs)投資效益(Benefits)訓(xùn)練收獲盼談判是什麼？談判是什麼？談判概念妥協(xié)(Compromise)的藝術(shù)給(出)(Give)拿(回)(Take)成本效益(Costs&Benefits)談判概念妥協(xié)(Compromise)的藝術(shù)45

無(wú)足夠能力迫使對(duì)方就範(fàn)時(shí)=>否則就直接銷(xiāo)售于對(duì)方!

相信具有優(yōu)勢(shì)可談得更佳條件時(shí)擬透過(guò)談判爭(zhēng)取更佳條件!雙方認(rèn)知其具有不可分割的利益，而愿意在有條件合作下的討論與協(xié)商以談判追求雙方最大（各自或綜合）利益為目的何時(shí)需談判？5無(wú)足夠能力迫使對(duì)方就範(fàn)時(shí)何時(shí)需談判？6談判之藝術(shù)10%邏輯面90%心理面產(chǎn)品表現(xiàn)&技術(shù)品質(zhì)談判戰(zhàn)術(shù)&談判行為盼完成三項(xiàng)目標(biāo):達(dá)成協(xié)議或達(dá)成解決方案雙方互贏(yíng)互利建立積極互動(dòng)關(guān)係6談判之藝術(shù)10%邏輯面產(chǎn)品表現(xiàn)&技術(shù)品質(zhì)談判戰(zhàn)術(shù)&7談判之利害關(guān)係

兼顧各方價(jià)值利益客戶(hù)利潤(rùn)供應(yīng)商利潤(rùn)有競(jìng)爭(zhēng)力銷(xiāo)費(fèi)者價(jià)格$7談判之利害關(guān)係兼顧各方價(jià)值利益客戶(hù)利潤(rùn)供應(yīng)商利潤(rùn)有競(jìng)爭(zhēng)力81°‘Zero-sum’negotiation

(零-和型）

雙方競(jìng)爭(zhēng)(compete),只顧自己利益

零和談判只顧自已金錢(qián)獲利

賣(mài)方想儘量賺多錢(qián)

買(mǎi)方想儘量殺低價(jià)2°‘Win-win‘（雙贏(yíng)型）:

雙方團(tuán)結(jié)一致(collaborate),完成彼此共同利益

雙贏(yíng)談判需整合雙方目的，團(tuán)結(jié)一致，共創(chuàng)彼此最大價(jià)值,例如品類(lèi)管理(CategoryManagement),JBP3°‘Mixed‘（混合型）:

雙方合作(cooperate),完成彼此利益

混合式談判需雙方協(xié)商合作，完成彼此利益,例如TG陳列三種談判型態(tài)81°‘Zero-sum’negotiation(零-9“Win-Win”互贏(yíng)“mixed”混合式“Zerosum”零和談判型態(tài)與層級(jí)Collaboration團(tuán)結(jié)一致型態(tài)Cooperation合作協(xié)商型態(tài)Competition競(jìng)爭(zhēng)毀滅型態(tài)9“Win-Win”“mixed”“Zerosum”談判型Developmentprojects亦協(xié)商合作發(fā)展項(xiàng)目Negotiation(%rate)除談判交易條件%10談判層級(jí)&交易條件

談判雙方團(tuán)結(jié)一致合作基礎(chǔ)愈多，則愈少談判壓力放在交易條件%?

JointBusinessPlan

?Négotiation(%Rate)僅著重談判交易條件%CollaborationCooperationCompetition=強(qiáng)調(diào)雙方團(tuán)結(jié)一致共同推展商業(yè)計(jì)劃DevelopmentprojectsNegotiatio11Levelsofnegotiation:Competition11Levelsofnegotiation:Comp12Levelsofnegotiation:Cooperation12Levelsofnegotiation:Coop13Levelsofnegotiation:Collaboration

13Levelsofnegotiation:Coll14Thereisnotonlyonetactic

戰(zhàn)術(shù)多元靈活，亦可達(dá)陣奪標(biāo)E.GFootball!!!Butallthosefootballteamhavewonatleast1Worldcup14Thereisnotonlyonetactic15Pay-for-performance依績(jī)效付費(fèi)WorkingvsNon-Working有效益支出VS無(wú)效益支出PaymentTerms付款條件TargetSetting業(yè)績(jī)目標(biāo)設(shè)定NPDListing新品上架PromotionCalendar促銷(xiāo)規(guī)劃CommonAssortmentFee舊品維護(hù)費(fèi)PromotionConfirmation促銷(xiāo)確認(rèn)單Penalty罰款談判實(shí)務(wù)導(dǎo)引15Pay-for-performance依績(jī)效付費(fèi)談判實(shí)務(wù)16Pay-for-performance依績(jī)效付費(fèi)Drivecategorygrowth整體品類(lèi)績(jī)效成長(zhǎng)Customerdeliversaperformanceoraservice客戶(hù)完成所訂績(jī)效或服務(wù)Annualsalesrebate年度業(yè)績(jī)獎(jiǎng)勵(lì)

談判實(shí)務(wù)導(dǎo)引16Pay-for-performance依績(jī)效付費(fèi)談判實(shí)務(wù)17WorkingvsNon-Working有效益支出VS無(wú)效益支出Working

有效益支出Conditionalrebates附條件之獎(jiǎng)勵(lì)A(yù)nnualsalestargetrebate年度獎(jiǎng)勵(lì)TPR促銷(xiāo)價(jià)格折扣Paymentterms付款折讓Earlypaymentallowance提前付款折讓Businessbuilding協(xié)助生意發(fā)展之項(xiàng)目DM/TG/salesgrowthrebateDM促銷(xiāo)/TG陳列

Efficiencyterms改善效率，降低成本之補(bǔ)貼Noreturnallowance,DCallowance,ordersizeallowance不退貨折讓,統(tǒng)倉(cāng)物流折讓,大量整車(chē)訂貨折讓談判實(shí)務(wù)導(dǎo)引

17WorkingvsNon-Working有效益支出V18WorkingvsNon-Working有效益支出VS無(wú)效益支出Non-Working無(wú)效益支出Trade-Listingfee上架費(fèi)Tradeothers-其他贊助費(fèi)Anniversary/Festivalsponsorship周年慶/節(jié)慶贊助費(fèi)Newstoreopen/storeremodellingsponsorship新店開(kāi)幕/舊店改裝贊助費(fèi)Unconditionaldiscounts/rebates無(wú)條件折扣/獎(jiǎng)勵(lì)Monthlyflatrebate月扣Penalty罰款I(lǐng)nvoiceadjustment/pricevariance價(jià)差補(bǔ)償談判實(shí)務(wù)導(dǎo)引

18WorkingvsNon-Working有效益支出V19PaymentTerms付款條件Productturnover產(chǎn)品迴轉(zhuǎn)力Orderingcycle訂單頻率Customerfinancialstrength客戶(hù)財(cái)務(wù)實(shí)力Supplierworkingcapital供應(yīng)商資金流量談判實(shí)務(wù)導(dǎo)引

19PaymentTerms付款條件談判實(shí)務(wù)導(dǎo)引20TargetSetting業(yè)績(jī)目標(biāo)設(shè)定Organicgrowth/Categoryperformance品類(lèi)成長(zhǎng)趨勢(shì)Newstoreopen展店計(jì)劃NPDlisting新品上市Promotionimpact促銷(xiāo)刺激Pricingchange價(jià)格變動(dòng)Advertisingeffect廣告效果Otherprojects其他計(jì)劃Categorymanagement品類(lèi)管理In/Outindentassortments非正常品採(cǎi)購(gòu)Inventoryreduction庫(kù)存降低計(jì)劃談判實(shí)務(wù)導(dǎo)引

20TargetSetting業(yè)績(jī)目標(biāo)設(shè)定談判實(shí)務(wù)導(dǎo)引21Penalty罰款Suppliercontractpenalty供應(yīng)商合約罰款Promotionpenalty促銷(xiāo)協(xié)議罰款Qualityissuepenalty品質(zhì)問(wèn)題罰款談判實(shí)務(wù)導(dǎo)引

21Penalty罰款談判實(shí)務(wù)導(dǎo)引22Attachment合約談判附件Itemlistsofcommonassortmentfee共同商品(舊品)品項(xiàng)表NPDplan(notindetail)新品計(jì)劃表(無(wú)明細(xì))Annualpromotionplan年度促銷(xiāo)計(jì)劃表OthersJointbusinessplan/project(JBP)談判實(shí)務(wù)導(dǎo)引

22Attachment合約談判附件談判實(shí)務(wù)導(dǎo)引23PromotionConfirmation促銷(xiāo)確認(rèn)書(shū)Priorwrittenconfirmationbeforepromotionstart,lead-time45-60days促銷(xiāo)開(kāi)始前45-60天之書(shū)面確認(rèn)Period促銷(xiāo)期限Pricing促銷(xiāo)價(jià)格Promotionscheme促銷(xiāo)辦法Promotionsalesforecast(quantity&revenue)促銷(xiāo)預(yù)估量/額Remarkallexceptions摘記例外事項(xiàng)FreeofchargesofDM/TG/Newspaper/TVC免費(fèi)DM/TG/報(bào)紙稿/電視廣告等Crossoutpenaltyclauses刪除罰款條文談判實(shí)務(wù)導(dǎo)引

23PromotionConfirmation促銷(xiāo)確認(rèn)書(shū)談24有關(guān)談判重要概念常記腦內(nèi)Negotiationisacontinuousprocesstakestime談判是個(gè)持續(xù)過(guò)程，並非一蹴可幾，有時(shí)需較長(zhǎng)時(shí)間Foreseeabiscuitforthebuyerattheend nottolooseface別讓談判對(duì)方毫無(wú)所獲，顏面無(wú)光Threats=notpersonal partofthegame威脅恐嚇只是談判中的一部份，但非針對(duì)個(gè)人Developthepersonalrelationship makesiteasier(T2T)儘量平日發(fā)展個(gè)人關(guān)係以利談判，最好能定期安排高層互訪(fǎng)會(huì)面(T2T)24有關(guān)談判重要概念常記腦內(nèi)Negotiationisa25談判技巧訓(xùn)練總結(jié)Youshouldbehardontheissuesbutsoftonthepeople!對(duì)人柔軟，對(duì)事堅(jiān)持Beprepared:90%ofsuccessdependsonpreparation充分準(zhǔn)備Separatethepeoplefromtheproblem.對(duì)事不對(duì)人Focusoninterestsratherthanpositions.著重協(xié)商雙方共同利益,而非僅強(qiáng)調(diào)自己立場(chǎng)Understandtheotherside‘sinterests.分析瞭解對(duì)方所關(guān)心事物Integrateallpsychologicalaspects整合所有心理層面狀態(tài)Generateavarietyofoptionsbeforesettlingonanagreement.思考各種不同方案,利弊得失Insistthattheagreementbebasedonobjectivecriteria.堅(jiān)持合約建立在客觀(guān)準(zhǔn)則基礎(chǔ)Noconcessionwithoutcounterparts未獲對(duì)等利益，不輕易讓步Shareinternallyonyournego

(boss,colleagues..)隨時(shí)與內(nèi)部相關(guān)人員分享談判進(jìn)度25談判技巧訓(xùn)練總結(jié)Youshouldbehardo談判重要事項(xiàng)心理整合事前準(zhǔn)備策略擬定堅(jiān)持原則充分溝通個(gè)人關(guān)係高層互訪(fǎng)團(tuán)隊(duì)合作談判重要事項(xiàng)心理整合26談判心理整合智慧經(jīng)驗(yàn)勇氣堅(jiān)持品牌力產(chǎn)品力通路力組織力Everythingisnegotiable!!以對(duì)話(huà)替代對(duì)抗，用妥協(xié)創(chuàng)造雙贏(yíng)談判心理整合智慧品牌力Everythingisnegot27談判概念妥協(xié)(Compromise)的藝術(shù)給(出)(Give)拿(回)(Take)成本效益(Costs&Benefits)談判概念妥協(xié)(Compromise)的藝術(shù)28訓(xùn)練學(xué)習(xí)無(wú)止盡。。。談判對(duì)手“酷”無(wú)情。。。。加油！加油！春種一粒粟，秋收萬(wàn)顆子訓(xùn)練學(xué)習(xí)無(wú)止盡。。。春種一粒粟，秋收萬(wàn)顆子29攜手合作共創(chuàng)輝煌多謝聆聽(tīng)!攜手合作共創(chuàng)輝煌多謝聆聽(tīng)!30預(yù)祝2010談判成功預(yù)祝2010談判成功Back–upsBack–upsSalesSalesModerntradegrowthMassMarginClassicalWestillnegotiateconditionsCommercialmarginrateMassMarginaccordingtoCarrefourdefinitionmeansaconcentrationoftheeffortsbasedonprofitablesalesgrowthabovethemarkettrend….Effortsconcentratedonprofitabilityimprovement(in%)thankstonegotiationEffortsconcentratedonsalesdevelopment(overthemarkettrend)CommercialmarginrateSalesSalesModerntradegrowthMSharedObjectivesforY+1YResultAdditionalincreaseforY+1MarkettrendforY+1AdditionalSales…Customersalwaysaskwhereistheadditionalsalesfrom?MarkettrendSharedObjectivesforY+1YResHowtoreachSalesTarget11T958T1.8M165.8M34TProjects201023.5T4.9M1.2%Target9.5T4MPromotionVol:+12%1.6MNPD3.3%Val:+11%25T10Newstore2.7%growth855tons4.1M1.1%149.4MOrganicgrowth**merchandising/logistic/Categorymanagement2009base2.7%*C4businessAdditionalSalesHowtoreachSalesTarget11T936NKA客戶(hù)操作原則36NKA客戶(hù)操作原則3637以績(jī)效為導(dǎo)向之交易條件不得片面任意下架鎖單刪除罰款

/賠償條款扣款應(yīng)經(jīng)事先授權(quán)同意準(zhǔn)時(shí)匯款建立雙方高層會(huì)議溝通管道NKA客戶(hù)操作原則37以績(jī)效為導(dǎo)向之交易條件NKA客戶(hù)操作原則37引數(shù)據(jù)講事實(shí)除困難尋商機(jī)細(xì)緻規(guī)劃完美執(zhí)行以對(duì)話(huà)替代對(duì)抗用妥協(xié)創(chuàng)造雙贏(yíng)NKA客戶(hù)操作原則引數(shù)據(jù)講事實(shí)NKA客戶(hù)操作原則3839NKA客戶(hù)4個(gè)挑戰(zhàn)罰款賠償扣款前七後捌合約中刪除/加註合約中刪除/加註合約中刪除/加註促銷(xiāo)確認(rèn)單註明挑戰(zhàn)策略39NKA客戶(hù)4個(gè)挑戰(zhàn)罰款合約中刪除/加註挑戰(zhàn)策略39法律文件（一）法律文件（一）40法律文件（二）法律文件（二）41法律文件（三）法律文件（三）42法律文件（四）法律文件（四）43法律文件（三）法律文件（三）44法律文件（三）法律文件（三）45現(xiàn)代通路談判技巧訓(xùn)練

GeorgeChiang江玉行現(xiàn)代通路談判技巧訓(xùn)練GeorgeChiang47談判技巧訓(xùn)練之目的訓(xùn)練目的瞭解何謂談判知曉如何準(zhǔn)備及進(jìn)行談判訓(xùn)練過(guò)程採(cǎi)取Q&A開(kāi)放參與,雙向溝通方式訓(xùn)練收獲盼能透過(guò)談判技巧訓(xùn)練獲致最佳交易條件1談判技巧訓(xùn)練之目的訓(xùn)練目的投資成本(Costs)投資效益(Benefits)訓(xùn)練收獲盼能透過(guò)談判技巧訓(xùn)練，獲致最佳交易條件48投資成本(Costs)投資效益(Benefits)訓(xùn)練收獲盼談判是什麼？談判是什麼？談判概念妥協(xié)(Compromise)的藝術(shù)給(出)(Give)拿(回)(Take)成本效益(Costs&Benefits)談判概念妥協(xié)(Compromise)的藝術(shù)5051

無(wú)足夠能力迫使對(duì)方就範(fàn)時(shí)=>否則就直接銷(xiāo)售于對(duì)方!

相信具有優(yōu)勢(shì)可談得更佳條件時(shí)擬透過(guò)談判爭(zhēng)取更佳條件!雙方認(rèn)知其具有不可分割的利益，而愿意在有條件合作下的討論與協(xié)商以談判追求雙方最大（各自或綜合）利益為目的何時(shí)需談判？5無(wú)足夠能力迫使對(duì)方就範(fàn)時(shí)何時(shí)需談判？52談判之藝術(shù)10%邏輯面90%心理面產(chǎn)品表現(xiàn)&技術(shù)品質(zhì)談判戰(zhàn)術(shù)&談判行為盼完成三項(xiàng)目標(biāo):達(dá)成協(xié)議或達(dá)成解決方案雙方互贏(yíng)互利建立積極互動(dòng)關(guān)係6談判之藝術(shù)10%邏輯面產(chǎn)品表現(xiàn)&技術(shù)品質(zhì)談判戰(zhàn)術(shù)&53談判之利害關(guān)係

兼顧各方價(jià)值利益客戶(hù)利潤(rùn)供應(yīng)商利潤(rùn)有競(jìng)爭(zhēng)力銷(xiāo)費(fèi)者價(jià)格$7談判之利害關(guān)係兼顧各方價(jià)值利益客戶(hù)利潤(rùn)供應(yīng)商利潤(rùn)有競(jìng)爭(zhēng)力541°‘Zero-sum’negotiation

(零-和型）

雙方競(jìng)爭(zhēng)(compete),只顧自己利益

零和談判只顧自已金錢(qián)獲利

賣(mài)方想儘量賺多錢(qián)

買(mǎi)方想儘量殺低價(jià)2°‘Win-win‘（雙贏(yíng)型）:

雙方團(tuán)結(jié)一致(collaborate),完成彼此共同利益

雙贏(yíng)談判需整合雙方目的，團(tuán)結(jié)一致，共創(chuàng)彼此最大價(jià)值,例如品類(lèi)管理(CategoryManagement),JBP3°‘Mixed‘（混合型）:

雙方合作(cooperate),完成彼此利益

混合式談判需雙方協(xié)商合作，完成彼此利益,例如TG陳列三種談判型態(tài)81°‘Zero-sum’negotiation(零-55“Win-Win”互贏(yíng)“mixed”混合式“Zerosum”零和談判型態(tài)與層級(jí)Collaboration團(tuán)結(jié)一致型態(tài)Cooperation合作協(xié)商型態(tài)Competition競(jìng)爭(zhēng)毀滅型態(tài)9“Win-Win”“mixed”“Zerosum”談判型Developmentprojects亦協(xié)商合作發(fā)展項(xiàng)目Negotiation(%rate)除談判交易條件%56談判層級(jí)&交易條件

談判雙方團(tuán)結(jié)一致合作基礎(chǔ)愈多，則愈少談判壓力放在交易條件%?

JointBusinessPlan

?Négotiation(%Rate)僅著重談判交易條件%CollaborationCooperationCompetition=強(qiáng)調(diào)雙方團(tuán)結(jié)一致共同推展商業(yè)計(jì)劃DevelopmentprojectsNegotiatio57Levelsofnegotiation:Competition11Levelsofnegotiation:Comp58Levelsofnegotiation:Cooperation12Levelsofnegotiation:Coop59Levelsofnegotiation:Collaboration

13Levelsofnegotiation:Coll60Thereisnotonlyonetactic

戰(zhàn)術(shù)多元靈活，亦可達(dá)陣奪標(biāo)E.GFootball!!!Butallthosefootballteamhavewonatleast1Worldcup14Thereisnotonlyonetactic61Pay-for-performance依績(jī)效付費(fèi)WorkingvsNon-Working有效益支出VS無(wú)效益支出PaymentTerms付款條件TargetSetting業(yè)績(jī)目標(biāo)設(shè)定NPDListing新品上架PromotionCalendar促銷(xiāo)規(guī)劃CommonAssortmentFee舊品維護(hù)費(fèi)PromotionConfirmation促銷(xiāo)確認(rèn)單Penalty罰款談判實(shí)務(wù)導(dǎo)引15Pay-for-performance依績(jī)效付費(fèi)談判實(shí)務(wù)62Pay-for-performance依績(jī)效付費(fèi)Drivecategorygrowth整體品類(lèi)績(jī)效成長(zhǎng)Customerdeliversaperformanceoraservice客戶(hù)完成所訂績(jī)效或服務(wù)Annualsalesrebate年度業(yè)績(jī)獎(jiǎng)勵(lì)

談判實(shí)務(wù)導(dǎo)引16Pay-for-performance依績(jī)效付費(fèi)談判實(shí)務(wù)63WorkingvsNon-Working有效益支出VS無(wú)效益支出Working

有效益支出Conditionalrebates附條件之獎(jiǎng)勵(lì)A(yù)nnualsalestargetrebate年度獎(jiǎng)勵(lì)TPR促銷(xiāo)價(jià)格折扣Paymentterms付款折讓Earlypaymentallowance提前付款折讓Businessbuilding協(xié)助生意發(fā)展之項(xiàng)目DM/TG/salesgrowthrebateDM促銷(xiāo)/TG陳列

Efficiencyterms改善效率，降低成本之補(bǔ)貼Noreturnallowance,DCallowance,ordersizeallowance不退貨折讓,統(tǒng)倉(cāng)物流折讓,大量整車(chē)訂貨折讓談判實(shí)務(wù)導(dǎo)引

17WorkingvsNon-Working有效益支出V64WorkingvsNon-Working有效益支出VS無(wú)效益支出Non-Working無(wú)效益支出Trade-Listingfee上架費(fèi)Tradeothers-其他贊助費(fèi)Anniversary/Festivalsponsorship周年慶/節(jié)慶贊助費(fèi)Newstoreopen/storeremodellingsponsorship新店開(kāi)幕/舊店改裝贊助費(fèi)Unconditionaldiscounts/rebates無(wú)條件折扣/獎(jiǎng)勵(lì)Monthlyflatrebate月扣Penalty罰款I(lǐng)nvoiceadjustment/pricevariance價(jià)差補(bǔ)償談判實(shí)務(wù)導(dǎo)引

18WorkingvsNon-Working有效益支出V65PaymentTerms付款條件Productturnover產(chǎn)品迴轉(zhuǎn)力Orderingcycle訂單頻率Customerfinancialstrength客戶(hù)財(cái)務(wù)實(shí)力Supplierworkingcapital供應(yīng)商資金流量談判實(shí)務(wù)導(dǎo)引

19PaymentTerms付款條件談判實(shí)務(wù)導(dǎo)引66TargetSetting業(yè)績(jī)目標(biāo)設(shè)定Organicgrowth/Categoryperformance品類(lèi)成長(zhǎng)趨勢(shì)Newstoreopen展店計(jì)劃NPDlisting新品上市Promotionimpact促銷(xiāo)刺激Pricingchange價(jià)格變動(dòng)Advertisingeffect廣告效果Otherprojects其他計(jì)劃Categorymanagement品類(lèi)管理In/Outindentassortments非正常品採(cǎi)購(gòu)Inventoryreduction庫(kù)存降低計(jì)劃談判實(shí)務(wù)導(dǎo)引

20TargetSetting業(yè)績(jī)目標(biāo)設(shè)定談判實(shí)務(wù)導(dǎo)引67Penalty罰款Suppliercontractpenalty供應(yīng)商合約罰款Promotionpenalty促銷(xiāo)協(xié)議罰款Qualityissuepenalty品質(zhì)問(wèn)題罰款談判實(shí)務(wù)導(dǎo)引

21Penalty罰款談判實(shí)務(wù)導(dǎo)引68Attachment合約談判附件Itemlistsofcommonassortmentfee共同商品(舊品)品項(xiàng)表NPDplan(notindetail)新品計(jì)劃表(無(wú)明細(xì))Annualpromotionplan年度促銷(xiāo)計(jì)劃表OthersJointbusinessplan/project(JBP)談判實(shí)務(wù)導(dǎo)引

22Attachment合約談判附件談判實(shí)務(wù)導(dǎo)引69PromotionConfirmation促銷(xiāo)確認(rèn)書(shū)Priorwrittenconfirmationbeforepromotionstart,lead-time45-60days促銷(xiāo)開(kāi)始前45-60天之書(shū)面確認(rèn)Period促銷(xiāo)期限Pricing促銷(xiāo)價(jià)格Promotionscheme促銷(xiāo)辦法Promotionsalesforecast(quantity&revenue)促銷(xiāo)預(yù)估量/額Remarkallexceptions摘記例外事項(xiàng)FreeofchargesofDM/TG/Newspaper/TVC免費(fèi)DM/TG/報(bào)紙稿/電視廣告等Crossoutpenaltyclauses刪除罰款條文談判實(shí)務(wù)導(dǎo)引

23PromotionConfirmation促銷(xiāo)確認(rèn)書(shū)談70有關(guān)談判重要概念常記腦內(nèi)Negotiationisacontinuousprocesstakestime談判是個(gè)持續(xù)過(guò)程，並非一蹴可幾，有時(shí)需較長(zhǎng)時(shí)間Foreseeabiscuitforthebuyerattheend nottolooseface別讓談判對(duì)方毫無(wú)所獲，顏面無(wú)光Threats=notpersonal partofthegame威脅恐嚇只是談判中的一部份，但非針對(duì)個(gè)人Developthepersonalrelationship makesiteasier(T2T)儘量平日發(fā)展個(gè)人關(guān)係以利談判，最好能定期安排高層互訪(fǎng)會(huì)面(T2T)24有關(guān)談判重要概念常記腦內(nèi)Negotiationisa71談判技巧訓(xùn)練總結(jié)Youshouldbehardontheissuesbutsoftonthepeople!對(duì)人柔軟，對(duì)事堅(jiān)持Beprepared:90%ofsuccessdependsonpreparation充分準(zhǔn)備Separatethepeoplefromtheproblem.對(duì)事不對(duì)人Focusoninterestsratherthanpositions.著重協(xié)商雙方共同利益,而非僅強(qiáng)調(diào)自己立場(chǎng)Understandtheotherside‘sinterests.分析瞭解對(duì)方所關(guān)心事物Integrateallpsychologicalaspects整合所有心理層面狀態(tài)Generateavarietyofoptionsbeforesettlingonanagreement.思考各種不同方案,利弊得失Insistthattheagreementbebasedonobjectivecriteria.堅(jiān)持合約建立在客觀(guān)準(zhǔn)則基礎(chǔ)Noconcessionwithoutcounterparts未獲對(duì)等利益，不輕易讓步Shareinternallyonyournego

(boss,colleagues..)隨時(shí)與內(nèi)部相關(guān)人員分享談判進(jìn)度25談判技巧訓(xùn)練總結(jié)Youshouldbehardo談判重要事項(xiàng)心理整合事前準(zhǔn)備策略擬定堅(jiān)持原則充分溝通個(gè)人關(guān)係高層互訪(fǎng)團(tuán)隊(duì)合作談判重要事項(xiàng)心理整合72談判心理整合智慧經(jīng)驗(yàn)勇氣堅(jiān)持品牌力產(chǎn)品力通路力組織力Everythingisnegotiable!!以對(duì)話(huà)替代對(duì)抗，用妥協(xié)創(chuàng)造雙贏(yíng)談判心理整合智慧品牌力Everythingisnegot73談判概念妥協(xié)(Compromise)的藝術(shù)給(出)(Give)拿(回)(Take)成本效益(Costs&Benefits)談判概念妥協(xié)(Compromise)的藝術(shù)74訓(xùn)練學(xué)習(xí)無(wú)止盡。。。談判對(duì)手“酷”無(wú)情。。。。加油！加油！春種一粒粟，秋收萬(wàn)顆子訓(xùn)練學(xué)習(xí)無(wú)止盡。。。春種一粒粟，秋收萬(wàn)顆子75攜手合作共創(chuàng)輝煌多謝聆聽(tīng)!攜手合作共創(chuàng)輝煌多謝聆聽(tīng)!76預(yù)祝2010談判成功預(yù)祝2010談判成功Back–