On 23-24 April 2024, the Swedish Chamber of Commerce in China invite our members and friends for a full-day training in Shanghai 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.

Date 日期

23 & 24 April, 2024

(Tuesday & Wednesday)

Time 时间

9:00 - 17:00, Beijing Time

Every day

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

上海市黄浦区南京西路128号-MFG永新广场 8楼路演厅

MFG 8F Roadshow Room, Verdant Place, No.128, West Nanjing Road, Huangpu District, Shanghai

Kindly notice 温馨提示

This course will only be held if we have more than 10 guests joining in.

本次课程仅在有10 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 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.