高效的采購談判——進階1

1.影響談判的主要因素

2.談判的基本原則

3.談判的基礎(chǔ)知識
談判協(xié)議的最佳替代方案
保留價格
可能達成協(xié)議的空間
通過談判加以創(chuàng)造價值

4.談判的準(zhǔn)備和談判過程
RUSE法則
談判準(zhǔn)備的要領(lǐng)
談判議程和策略
信號探測
報價、議價和讓步的技巧
收尾時的注意事項

5.談判風(fēng)格

6.后發(fā)制人的工具——價格成本分析
供求關(guān)系與價格
價格的構(gòu)成
報價單分析和磋商
階梯式報價分析
成本構(gòu)成和要素分析
作業(yè)成本分析
采購總成本

7.談判方法和策略
雙贏談判的三個關(guān)鍵要素
哈佛談判法和棋盤法則
談判和邀請招標(biāo)的效用對比
困難談判的方法

8.案例分析和角色演練

1. Understanding main factors influencing the negotiation

2. Fundamental negotiation principles

3. Basic knowledge
BATNA
Walking away price
ZOPA
Value-added through negotiation

4. Negotiation preparation and process
RUSE principle
How to prepare for negotiation
Agenda and tactics
Getting information and testing arguments
Quoting price, bargaining and making concession
Deal-closing stage

5. Negotiation styles

6. To the point - price and cost analysis
Supply-demand relation and price
The composition of price
Quotation review and negotiation
Quantity discount analysis
Cost structure and elements analysis
Activity - based costing
Total cost of ownership

7. Negotiation methods and strategies
3 essentials for successful negotiations
Rules of Harvard negotiation method and rules of chessboard
Comparison between bidding and negotiation
How to handle difficult negotiations

8. Case study and role play