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所在平台: Udemy |
课程主页: https://www.udemy.com/course/negotiation-principles-planning-strategies-and-tactics/
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课程名称：谈判原则、规划、策略与战术 课程概述： 本课程分为四个模块，旨在帮助学员掌握谈判的基本原则和实用技巧。 模块1：谈判原则 本模块重点介绍著名讲师和作家切斯特·卡拉斯（Dr. Chester Karrass），他在谈判领域的巨大影响力。学员将学习竞争性与合作性谈判的区别，以及何时使用单一方法或混合方法。我们将探讨谈判的权力类型及其获取方式，强调“可爱”的重要性，并介绍超级谈判者的其他特质。最后，我们将引入谈判卓越中心的概念及其对组织的优势。 模块2：谈判规划 在此模块中，学员将学习市场情报收集，了解宏观和微观市场情报来源，为谈判计划打下基础。将讨论谈判计划中的各方立场，如何设定开局要点和锚点，以及何时应运用备选协议（BATNA）选择退出。此外，还将介绍大型企业如何委派谈判权力和控制风险的策略。 模块3：谈判策略与战术 根据卡拉斯的著作《给予与获取》，本模块将介绍数个最有效的谈判战术，帮助学员了解顶尖谈判者常用的技巧。强调战术应与扎实的谈判计划相辅相成，优秀的谈判者在不同阶段会战略性地运用多种战术。 模块4：其他谈判主题 本模块将涵盖多个主题，包括商业伦理、竞争的重要性，以及如何在选择有限时制造竞争。学员将学习如何应对头衔和地位带来的压力，掌握虚拟谈判的最佳实践，以及通过提问和观察肢体语言来获取竞争优势。将介绍如何打破僵局、进行让步，并通过模拟培训平台Mursion进行实战练习。另外，还将探讨电子拍卖在谈判价格时何时适用。 本课程旨在提高学员的谈判能力，涵盖多种实用技巧和策略，适合希望在商业谈判中获得优势的专业人士。
Module 1: Negotiation Principles.In this module we'll feature Dr. Chester Karrass who is one of the world's most famous instructors and authors on the topic of Negotiation and his influence that he's had on the foundation of this training.We'll explore the differences between competitive and collaborative negotiating and discuss the best time to use one or the other or a hybrid approach.We'll discuss the types of negotiation power and how obtaining it is the key to persuading the other side.One superpower is being a likeable person! We'll explore this Dr. Cialdini principle and several other traits of superhero negotiators.Lastly, we'll introduce the concept of a negotiation center of excellence and the advantages that this structure can bring to an organization.Module 2: Negotiation Planning.In this module you'll learn about market intelligence gathering and we'll introduce you to macro and micro market intelligence sources that will be the foundation for developing a negotiation plan.We'll talk about our positions in the negotiation plan. What should we open with? Where should we anchor? And lastly, when should we walk away and utilize our Best Alternative to a Negotiated Agreement or BATNA.Lastly, we'll introduce a concept used by large companies for delegating negotiation authority and controlling risk.Module 3: Negotiation Strategy and Tactics.In Karrass's Book "Give and Take", he describes over two hundred tactics used in negotiations. We highly recommend his books and seminars as great foundational training on the topic. For this module however, we're going to introduce just a few tactics that we believe are most effective at delivering results and used by the best negotiators every day.Please keep in mind that the use of any tactics should be complimentary to a solid negotiation plan. Being great at tactics won't make up for a lack of preparation! Also, the best negotiators strategically use a variety of tactics at different stages of the negotiation. We often say, don't be a "one trick pony" or "predictable".Module 4: Other Negotiation Topics. In this module we'll cover a variety of topics starting with business ethics. Corporate negotiators need to align to a high standard. We'll test you with several scenarios.We'll discuss the importance of competition and several ways to create it when lacking options.Titles and status have a way of intimating us. Don't let it. You may be a kitten, but your negotiation planning skills learned in module 2 have made you a lion.Virtual negotiations are the new normal. We'll provide tips from the best negotiators on how to navigate the new environmental challenges.Knowledge is power! Ask good questions before and during negotiations to gain the competitive edge. The best negotiators couple asking questions with reading body language.We'll discuss the best way to break deadlocks and make concessions.Practice, practice, practice. We'll showcase a company called Mursion used by large companies for negotiation simulations with Avatars.We'll introduce eAuctions and when it's best to consider these tools for negotiating price through competitive bidding.
