赢得艰难采购谈判——进阶2

1. 背景类型1－日常（基本谈判情境）
意识到谈判开始阶段情绪的影响
进行简单地审核，来界定你的谈判策略
组织谈判流程－6Cs原则
调整并掌握积极倾听技巧

2. 背景类型2－正在进行的谈判
降低限制采购员采购的相关理念和判断的影响
客观地对相关问题和采购员内/外部实力进行评估
采用唤起对方兴趣方法
采用语言、类语言、非语言沟通

3. 背景类型3－在压力下进行谈判
对参与高风险会谈做好思想准备
增强你面对内部联系人、卖方时的谈判实力
控制时间，以保持高效：工具——流程——方法
提高反应的果断性

4. 背景类型4－冲突局面中的谈判
掌握身体技巧，来控制快速反应相关的情绪
调查采购动机和相关的真实意图
解决棘手谈判会谈的相关工具
缓和攻击性情境

5. 背景类型5－国际环境下的谈判
识别和考虑相关文化中的情绪定位
分析相关文化的主要成分
考虑国际谈判中的方法细节
提高你的采购灵活度，变更你的目标采购市场

1. Context-type 1 - everyday (basic negotiation situation)
Being aware of the emotions impact on the negotiation
Carrying out a simple situational audit to define your negotiation strategies
Organising the negotiation process - the 6 Cs principles
Tuning in and mastering active listening

2. Context-type 2 - ongoing negotiation
Reducing the influence of beliefs and judgements which limit the buyer in his behaviour
Assessing issues and internal / external powers of the buyer objectively
Using the interests method
Using verbal, para-verbal and non-verbal communication

3. Context-type 3 - negotiation under pressure
Using mental preparation to approach a meeting with high stakes
Reinforcing your actual power faced with internal contacts and vendors
Controlling time to remain efficient: tool – process – method
Developing assertive reflexes

4. Context-type 4 - negotiation in the conflict
Mastering body techniques to control emotion associated with a swift reaction
Investigating the motivations and actual intentions
The tools to unlock a difficult negotiation meeting
Defusing an aggressive situation

5. Context-type 5 - negotiation in the international environment
Identifying and taking account of the place of emotions in a culture
Analysing the major components of a culture
Taking account of the methodological details of international negotiation
Developing your flexibility and modifyng your purchasing target market