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On 9-10 October, 2024, the Swedish Chamber of Commerce in China invite our members and friends for a 2-day training in Beijing about Win-win Negotiation Skills.
In competitive markets, corporates often face the dilemma between excessive concessions and profits maintenance. Many corporates often make excessive concessions and end up unable to maintain profits. Win-win negotiation focus on the negotiation key factors and reasonably position the value of products and services, helping corporates maintain profits without excessive concessions, and ultimately achieve a win-win situation. This course is designed based on real negotiation scenarios, aims to help participants master win-win negotiation skills and strategies, help participants negotiate more efficiently and confidently.
在竞争激烈的市场环境中，企业常常面临过度让步和利润保持之间的矛盾，很多企业往往在谈判中做出过度让步，最终导致无法保持利润。双赢谈判关注谈判的关键因素，对产品和服务的价值进行合理定位，帮助企业在保持利润的同时避免过度让步，最终实现双赢。本课程根据实际工作中的谈判场景设计，旨在通过谈判技巧解读和实际演练，帮助学员掌握双赢谈判技巧和策略，更加高效、自信地谈判。
Target Audience/目标学员
Front-line sales personnel and sales management personnel
企业一线销售人员和销售管理人员
Teaching Method/授课形式
Lecture, case study, group discussion, student exercise, video demo
理论讲解、案例分析、分组讨论、互动练习、视频演示
Objective/课程目标
Through this course, participants will be able to:
· Master essentials of negotiation
· Master 3 different negotiation styles and skills
· Master win-win negotiation strategies
· Negotiate more efficiently and confidently
通过本课程，学员将能够：
· 掌握谈判要点
· 掌握3种不同的谈判方式及技巧
· 掌握公司和买方双赢的谈判策略
· 更加高效、自信地进行谈判
Outline/课程大纲
· Essentials of negotiation
o Negotiation reasons
o Two negotiator motivations
o Negotiator's understanding of "winning"
o Basic points of negotiation
o Three types of negotiation
· Preparation before negotiation
o BATAN: set goals
o Customer persona analysis
o Understand customer's buying strategies
o Concession strategies
o Prepare a checklist
· Competitive Negotiation
o Features of competitive negotiation
o Six core principles of negotiation
o Two actions beneficial to yourself
o Negotiation techniques and coping strategies
· Cooperative Negotiation
o Features of cooperative negotiation
o Conversion of sales to negotiation
o Five key behaviors
o Usage of three negotiation conditions
o Seven steps to discover other negotiation conditions
· Creative Negotiation
o Features of creative negotiation
o Customer's requirements and needs
o Analysis of customer's job and personal needs
o Three negotiation terms with exchange value
o Three steps of creative negotiation
· Summary: Application and Practice Forms (replicable, implementable, executable negotiation behavior, repeated practice and use in the course)
o Supporting forms
o Negotiation forms
o Ten key behaviors to cope with negotiation stress
课程大纲
· 谈判要点
o 为什么要谈判
o 谈判者的两种动机
o 谈判者对"赢"的理解
o 谈判的基本观点
o 三种谈判模式
· 谈判前的准备
o BATAN：设定目标
o 客户角色分析
o 了解客户的购买策略
o 让步策略
o 准备清单
· 竞争性谈判
o 竞争性谈判的特点
o 六种谈判核心原则
o 两种利已行为
o 谈判手法及应对策略
· 合作性谈判
o 合作性谈判的特点
o 销售与谈判的转换
o 五种关键行为
o 三种谈判条件的使用
o 发掘其它谈判条件的七部曲
· 创意性谈判
o 创意性谈判的特点
o 客户的要求与需求
o 客户职位需求与个人需求分析
o 三种有交换价值的谈判条件
o 运用创意谈判的三个步骤
· 总结：应用与实践表（可复制、可落地、可执行的谈判行为， 在课程当中多次反复练习使用）
o 辅助计划表
o 谈判计划表
o 应对谈判压力的十项关键行为
Trainer 讲师
Jason Wang
Linke Consulting Co., Ltd.
New Date 新日期
October 9th and 10th
10月09日和10月10日
(Wednesday & Thursday 周三和周四)
Time 时间
9:00 - 17:00, Beijing Time
Price 价格
Member (1 person, standard price): 4800 RMB
Non-Member (1 person, standard price): 6000 RMB
Language 培训语言
The workshop will be held in Chinese.
本次培训以中文进行
Venue 地点
Swedcham Beijing office, No. 20, Xinyuanlixi, JinShangYuan, Chaoyang District, Beijing
北京市朝阳区新源里西20号金尚源2层，中国瑞典商会北京办公室
Kindly notice 温馨提示
This course will only be held if we have more than 15 participants joining in.
本次课程仅在有15 位以上学员报名的情况下才会开班
Cancellation Policy
If you cannot attend a training for which you have registered, please cancel your registration no later than seven (7) business days prior to the event. If you fail to notify us of your cancellation in a timely fashion, you will be charged for the training costs.
Fapiao (VAT Invoice)
Apply fapiao when purchasing a ticket, by inputting the Chinese entity name and tax ID (if the title is wrong, you will be unable to receive the Fapaio). Make sure your IT has whitelisted the domain "XX@hlzrkj.xyz. E-Fapiao will be sent to your e-mail within 7 days after completed event (check spam folder). If the fapiao can not be received, please provide an alternative email or contact finance@swedcham.cn.
Speakers
Jason Wang
Linke Consulting Co., Ltd.
Jason Wang, a trainer from Linke Consulting, an SPI certified trainer, an Aslan certified Master trainer, also a senior negotiation skills trainer. He has 20+ years experience in sales related areas. Jason Wang has worked as the key account sales training manager at HP, sales training manager at China Talent Network, and master trainer at a top sales consulting company.
Jason Wang is proficient in sales skills training and coaching, understanding the pain points of sales personnel, combining courses with western professional systems, balancing solution sales techniques and key account sales strategies, bringing real business growth to client companies. Especially good at guiding client to sort product selling points and competitive strength through facilitation, thus to optimize their sales strategy. He has served 100+ well-known clients such as GE, SAP, 3M, Continental, Volkswagen, Merck, JD, Baidu, etc., with high recognition.
王老师，遴科咨询特邀讲师，SPI认证讲师，Aslan认证Master讲师，资深谈判技巧培训师，20+年销售管理及销售技巧培训经验。曾任惠普大客户直销培训经理、中华英才网销售培训经理、全球顶尖销售咨询公司Aslan中国区销售培训Master讲师。
王老师擅长销售技巧培训与辅导，理解销售人员痛点，课程结合欧美专业体系，兼顾解决方案销售技术与大客户销售策略，为企业带来真实业务增长。同时擅长用引导技巧带领客户梳理的产品卖点和竞争优势，以制定或优化销售战略。曾服务通用，SAP、3M、大陆、大众、默克、京东、百度等百余家知名企业客户，深受好评。
Sponsors and Partners
Co-host
Benelux chamber of commerce in China
The Benelux Chamber of Commerce - BenCham - is the most active Benelux business platform in China. Its members, leading companies from Belgium, the Netherlands, and Luxembourg share an active interest in developing trade and business in China. It is the only Chamber of Commerce that is officially recognized and supported by the Embassy of the Kingdom of Belgium, the Embassy of the Kingdom of the Netherlands, and the Embassy of the Grand Duchy of Luxembourg in China.
http://www.bencham.orgCorporate Gold Partners
A special thanks to our Corporate Gold Partners for supporting the Swedish business community in China.
Corporate Silver Partners
A special thanks to our Corporate Silver Partners for supporting the Swedish business community in China.
PSU (China) Consulting Co., Ltd.
PSU was established 2006 and is one of the leading Security Consultancies in China that has the experience, insight and resources to help companies and organisations to deal with security related issues such as business intelligence, security audits, investigations and crisis management connected to corporate, brands and individuals.
http://www.psuchina.com.cn/
