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所在平台: Udemy |
课程主页: https://www.udemy.com/course/a-guide-to-the-negotiation-phases-approach-to-negotiation/
课程评论：没有评论
课程名称：谈判阶段与谈判方法指南 课程概述： 本课程旨在深入探讨谈判的各个阶段，包括准备阶段、开场阶段及条件陈述阶段，以及谈判的结束阶段和合同的达成。课程将帮助您为谈判做好准备，并针对每个阶段提供实用的建议。我们将讨论团队角色和职责，介绍各种谈判策略，包括破坏性策略和为双方创造附加价值的协作策略。同时，课程还会展示工具和建立谈判参数的方法，以及如何构建参数范围。 此外，课程将介绍冲突解决矩阵和谈判者的不同态度，示范如何正确构建有条件的报价和形成交易组合，即让步的交换篮。您将看到参数构建的实际案例，并学习降低期望的原则。课程还会讨论典型的最佳替代方案（BATNA）和报价区间（ZOPA）概念，以及各种谈判工具和技巧。 我们将分析市场联系，并指明从供应商的信息中可以获得哪些数据。课程还将分析谈判中的行为和面部表情，教您如何解读个体信号。此外，课程将帮助您在内部正确使用升级策略，并说明当升级策略使用不当时如何降低买方的地位，以及需要避免的情况。同时，我们还会探讨技术和构建买方视角的策略。 课程将揭示如何导航商业关系图，以及它对我们的方法和供应商管理的影响及谈判结束的结果。课程中，我们还将讨论采购部门如何创造附加价值。
This course is about negotiation. It will guide you through the individual phases: the preparation phase, the opening phase and presentation of conditions, and the closing phase of negotiations and conclusion of the contract. It will help you prepare for discussions and will provide practical tips for each negotiation stage. We will cover team roles and responsibilities. We will indicate various approaches, disruptive ones and those that generate added value for both parties, i.e. collaborative ones. It will show tools and building negotiation parameters and argumentation. You will learn how to build a parameter spectrum. We will present the conflict resolution matrix and the different attitudes of negotiators. The course will demonstrate the proper construction of conditional offers and the creation of a bargain mix, i.e. a basket of exchanges of concessions. He will present practical examples of parameter construction. And it will also show you the principle of lowering your expectations. The course discusses exemplary BATNA and ZOPA concepts, as well as negotiation tools and techniques. We will discuss market connections and indicate what data we can obtain from various information about our supplier. We will analyze behavior and facial expressions during conversations and show how to read individual signals. The course will also help you properly use escalation within your organization and show how the buyer's position is lowered when it is used incorrectly and what to avoid. And it will also help you use techniques and build a buyer's perspective. We will show you how to navigate the business relationship diagram and what impact it has on our approach and management of a given supplier and on closing negotiations. During the course, we also discuss how added value is generated by the purchasing department.
