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