连发选址与商业招商--谈判技巧培训课程大纲

选址与招商之双赢谈判
初步了解需求后，建议贵司在短短一天的培训中，重点进行如下内容：
✧培训主题：连发业务谈判技巧与商业开发商招商思路
✧培训重点：在选址方面的谈判；强化谈判中的处理陷阱的技巧；做到知己知
彼，了解商业开发商（或业主）的招商行为。

了解连锁品牌之开发进店思路便于开发商招商。

✧培训风格：案例穿插其中，并运用课堂实际演练，互动形式解析谈判技巧，
尽可能达到学以致用。

勤劳的蜜蜂有糖吃
Ctrl+鼠标左键【点击访问诺达名师官方网站】。

商务谈判与技巧教学大纲商务谈判与技巧教学大纲一、引言商务谈判是商业交流中不可或缺的一环，它涉及到双方的利益和合作关系。

为了提高商务谈判的效果，我们需要掌握一些关键的技巧。

本文将介绍商务谈判的基本原则和一些实用的技巧，帮助读者在商务谈判中取得更好的结果。

二、商务谈判的基本原则1. 目标明确：在商务谈判中，双方应明确自己的目标，并在谈判过程中始终坚守这一目标。

同时，双方也应了解对方的目标，以便找到双赢的解决方案。

2. 信息收集：在商务谈判前，双方应充分收集相关的信息，包括市场情况、竞争对手、对方的需求等。

这些信息能够帮助我们更好地理解对方的立场，从而做出更明智的决策。

3. 有效沟通：商务谈判是双方之间的交流和协商过程，因此，有效的沟通至关重要。

双方应尽量避免使用模糊的语言和措辞，而是要清晰地表达自己的意图。

同时，也要倾听对方的观点，尊重彼此的意见。

4. 寻求共同利益：商务谈判的目标是达成一项双方都能接受的协议。

因此，在谈判过程中，双方应寻求共同的利益点，以达到双赢的局面。

三、商务谈判的技巧1. 有效的提问：在商务谈判中，提问是获取信息的重要手段。

我们可以使用开放性问题引导对方详细地表达自己的观点和需求，同时也可以使用封闭性问题确认对方的立场。

2. 能动的倾听：倾听是有效沟通的关键。

在商务谈判中，我们应主动倾听对方的观点，并通过肢体语言和回应来表达自己的理解和共鸣。

这样能够建立起良好的互动关系，增加谈判的成功率。

3. 利益交换：商务谈判是双方的利益交换过程。

我们可以在谈判中主动提供一些让步，以换取对方的让步。

这样能够增加谈判的灵活性和合作性。

4. 情绪控制：商务谈判可能会涉及到一些敏感的话题，双方的情绪可能会受到影响。

在这种情况下，我们应努力保持冷静，并控制自己的情绪。

情绪稳定有助于我们做出明智的决策。

5. 适时的退出：商务谈判可能会陷入僵局，双方无法达成一致意见。

在这种情况下，我们应考虑适时地退出谈判，以避免浪费时间和资源。

《商务谈判技巧》课程纲要讲师：常颖课程纲要【课程名称】《商务谈判技巧》【课程背景】随着企业竞争越来越激烈，员工个人工作能力也面临很大的挑战，这个挑战就是工作技能的严重不足，特别是公司管理层、营销人员、有对外业务的岗位，商务谈判就是占工作技能很大比例的一个技能。

商务谈判在日常生活与工作中无处不在。

小到身边的一件小事，大到国与国之间的交流，从外交到商务，从生活到职场都是一个谈判的过程。

我们不可避免地遇到过富有挑战或者难以应付的事或人，一个需要对话的场景，一次冲突和选择，都蕴含着沟通与谈判的基因。

工作几年后，如何从领导那里获得更多重要机会？如何谈薪酬？如何与客户和竞争对手进行沟通？利益与人际关系如何双赢？大大小小的沟通与谈判几乎每天充斥着我们的工作内容：采购中供应商居中高不下的价格、合作协议中僵持不下的条款、不降价就不下单的客户、跨部门协调中的举步维艰、面试薪酬的讨价还价、投诉客户的蛮横怎样无理……。

如何对付那些咄咄逼人、丧失节操或者根本就没有谈判诚意的家伙？你如何解决僵持不下或者不断升级的冲突。

这些工作中的困境，让大部分沟通与谈判新手苦不堪言。

如果对方是一个谈判高手，那么你必定陷入对方给你设下的陷阱，从而导致谈判失败。

在工作中的谈判沟通不畅，不仅影响团队和个人业绩达成，高层会直接对谈判者的胜任度提出质疑，也严重阻碍其个人的职业生涯。

许多人还不明白谈判到底是什么？在商务谈判的时候，是根据自己本能的反映还是有方法可行呢？那么如何进行谈判呢？在谈判中有哪些可用的策略和技巧呢？通过《商务谈判技巧》这门课程的系统培训，系统地学习谈判谈判的策略与技巧，快速提高谈判沟通能力。

《商务谈判技巧》课程是专为企业各级主管、营销人员定制的课程，此课程自开发以来，已被百余家企业所引入。

课程当中将辅以大量工作中的实际案例和工作情景，并进行深入的分析解读。

对谈判沟通中的多个难题提出具体的解决方法，帮助学习者提升具体的谈判能力和技巧，有效推动企业管理的整体表现。

商务谈判技巧课程大纲商务谈判技巧课程大纲第一章商务谈判概述1-1 谈判与商务谈判1-2商务谈判的特点与作用1-3 商务谈判基本原则1-4 商务谈判的评价标准；练习第二章商务谈判的类型与内容2-1 商务谈判的类型2-2商务谈判的形式2-3 商务谈判的内容第三章商务谈判理论3-1需求层次论3-2博弈理论3-3公平理论3-4谈判失利理论3-5其他谈判理论第四章商务谈判准备4-1商务谈判目标的确定（补充：1.案例分析：选择和组织谈判人员；2.实训：假设一个谈判场景，确定谈判小组的合理构成及建议人选）清明放假4-2谈判情报的收集和筛选（补充：1.案例分析：收集资料；2.实训：假设一场谈判，谈判小组分工收集、整理哪些资料）4-4谈判物质条件的准备4-5谈判方式的选择4-3制定谈判计划（补充：1.案例分析；2.实训：给出谈判背景资料，制定谈判方案）4-6模拟谈判（实训）第五章商务谈判过程5-1商务谈判过程概述5-2开局；5-3交锋5-4引导与让步5-5商务谈判的总结5-5商务谈判心里的禁忌第六章商务谈判人员及心理1.谈判人员的准备；2.商务谈判心理；第六章商务谈判人员及心理3.培养自信心；4.培养自控力、韧性第七章商务谈判策略一、商务谈判策略概述1、商务谈判策略的概念2、制定商务谈判策略的程序3、商务谈判策略运用的基本原则二、预防性策略1、沉默寡言策略2、声东击西策略3、欲擒故纵策略4、浑水摸鱼策略5、疲劳战术策略三、进攻性策略1、针锋相对策略2、以退为进策略3、最后通牒策略4、以柔克刚策略四、综合性策略1、软硬兼施策略2、权力有限策略3、货比三家策略第八章1.商务谈判语言：有声语言、无声语言2.商务谈判礼仪；3.商务谈判写作能力第九章处理僵局技巧第一节、产生僵局的原因一、谈判双方角色定位不均等1、谈判形成一言堂2、谈判一方缄口沉默或反应迟钝3、主观反对意见4、滥施压力和圈套5、偏见或成见二、事人不分1、借口推托2、偏激的感情色彩3、自我与现实模糊4、总是在立场上讨价还价三、信息沟通的障碍1、没有听清讲话的内容2、没有理解对方的陈述内容3、枯燥呆板的谈判方式4、不愿接受已理解的内容四、其他1、缺乏必要的策略和技巧2、外部环境发生变化3、软磨硬抗式的拖延4、人员素质低下5、合理要求的差距第二节、避免僵局的发生一、避免僵局形成的态度1、欢迎反对意见2、保持冷静3、遵循平等互利的原则4、欣赏对方5、敢于承认错误6、语言要适中，语气要谦和7、积极探寻对方的价值8、抛弃成见，正视冲突9、认真倾听二、避免僵局的办法1、把人与问题分开2、平等的对待对方3、不要在立场问题上讨价还价4、提出互利的选择第三节、应对僵局的技巧一、间接应对潜在僵局的技巧1、先肯定后否定2、先利用后转化3、先提问后否定4、先重复后削弱5、条件对等法二、直接应对潜在僵局的技巧1、列举事实法2、以理服人法3、以情动人法4、归纳概括法5、反问劝导法6、以静制动法7、幽默法8、站在对方立场上说服对方9、适当馈赠10、场外沟通三、打破现实僵局的技巧1、荣辱与共2、推迟答复3、推心置腹4、休息缓冲5、权威影响6、改变谈判环境7、变幻谈判成员8、注意疏导9、改变交易形式或营销组合10、巧妙让步11、专门研究12、利用僵局13、中止谈判14、转移话题15、变换议题16、寻求第三方案17、多方案选择18、利益协调19、以硬碰硬20、回顾成果21、问题上交22、调解和仲裁第十章优势谈判技巧第一节不开先例技巧一、不开先例技巧的原理二、不开先例技巧的应用三、不开先例技巧的破解第二节价格陷阱技巧一、价格陷阱技巧的原理二、价格陷阱技巧的运用及其破解第三节先苦后甜技巧一、先苦后甜技巧的原理二、先苦后甜技巧的运用三、先苦后甜技巧的破解第四节规定期限技巧一、规定期限技巧的原理二、规定期限技巧的运用三、规定期限技巧的破解第五节最后出价技巧一、最后出价技巧的原理二、最后出价与最后时限的关系三、最后出价技巧的运用四、最后出价技巧的破解第六节故布疑阵技巧一、故布疑阵的原理二、故布疑阵技巧的运用三、故布疑阵技巧的破解第十一章劣势谈判技巧一、吹毛求疵技巧二、先斩后奏技巧三、攻心技巧四、疲惫技巧五、权力有限技巧六、对付阴谋型谈判作风的技巧第十二章均势谈判技巧一、迂回绕道技巧二、货比三家技巧三、旁敲侧击技巧四、为人置梯技巧五、激将技巧六、体会技巧七、开放技巧八、投石问路技巧。

2020年江苏省苏州中学高三英语第一次联考试题及参考答案第一部分阅读（共两节，满分40分）第一节（共15小题；每小题2分，满分30分）阅读下列短文，从每题所给的A、B、C、D四个选项中选出最佳选项AFour remarkable inventionsFor more than half a century, the Consumer Electronics Show(CES) has been the place for companies and inventors to display their newest and coolest gadgets.Here are our picks for some of the most interesting and creative inventions.The Sweet Little Rolling RobotSamsung has released Ballie, a tennis-sized robot that can follow you around the house, answer your questions, and entertain your pets. Since it's equipped with a camera, it can keep an eye on your home while you're away. It's like a smart assistant that goes wherever you do, rolling into your bedroom to ring your wake-up alarm, rolling to the kitchen to turn on the toaster and giving you the weather report as you brush your teeth.The Insoles to Pick Up Your PactAny runner knows the right shoes are key to your speed. But Nurvv insoles promise more than mere cushioning. The insoles transmit data to a coaching app, which offers information on your technique and performance. It measures your foot strike and assesses your injury risk. The app then generates personalized workouts to set targets and help you beat your best speeds. Half marathon, here you come!The No-Studio-Needed Yoga ClassCan't keep up your commitment to a yoga studio membership? The Yoganotch personal yoga assistant lets you drop into a virtual class any time you want. Follow along with a set series while 3-D sensors tell you whether you need to straighten your legs a bit more. The idea it that it improves your form while reducing the risk of injury.The Dau-Enhanced GrillWhile working by sight, smell and feel, a chef may appreciate Weber's new Smart Grilling Hub. It can monitor your pork and turkey while an app gives advice about cooking technique and safe temperatures.1. What can the Sweet Little Rolling Robot do?A. Feed your pets.B. Hay tennis with you.C. Take you wherever you want.D. Assist you to do your housework.2. Which of the following is suitable for a runner?A. Ballie.B. Nurvv.C. Yoganotch.D. Smart Grilling Hub.3. What do we know about the Weber’s invention?A. It uses virtual reality.B. It is convenient for cooking.C. It makes meals for you automatically.D. It helps you do well in your yoga exercises.BAt Aizo Chuo Hospital in Japan, employees greet newcomers, guide patients to and from the surgery area, and print out maps of the hospital for confused visitors. They don’t take lunch breaks or even get paid. Why? They’re robots!Robots have long worked in factories, helping to build cars and electronic appliances. But today’s robots don’t just do the jobs of people－they actually look and act a lot like people.Kansei, arobot from Japan, has a plastic face covering 19 movable parts. The robot can make 36 facial expressions in response to different words. Kansei shakes in fear at the word “war” and smiles when it hears the word “dinner”.Researchers in Europe are going even further with iCub, a “baby” robot. They are teaching it to speak and hold conversations.The ability to interact is crucial for robots that will one day work closely with humans says robotics professor ChrisAtkeson. “ This will require robots to understand what you say and how you are feeling and respond with appropriate emotions, ” he told WR News.Japanese scientist Minoru Asada agrees. He is building a robot called CB2 that acts like a real baby. “ Right now, it only goes, ̒Ah, ah. ̓But as we develop its learning function, it will start saying more complex sentences and moving on its own, ” Asada says. “ Next-generation robots need to be able to learn and develop by themselves.”Intelligent robot will become more important in the future, as populations age and the number of human workers declines in many countries. “ We’re going to have many more old people and not enough young people to care for them,” says robot researcher Matthew Mason. “ Technology can help the old people live at home longer, instead of going to nursing homes.”4. According to the passage, what jobs have robots already performed?A. Giving advice, answering customer questions and planning events.B. Producing factory goods, building cars and greeting customers.C. Greeting customers, producing factory goods and performing surgery.D. Building cars, driving passengers and providing directions.5. The second paragraph in this passage is mainly about?A. To explain how a robot works.B. To define what a robot is.C. To describe the functions of modern robots.D. To predict the future uses of robots.6. How does the Kansei robot react on the word “fire”?A. Use languages to warn nearby humans.B Back up its memory files.C. Activate an automatic fire alarm.D. Produce a worried look on his face.7. In Asada’s opinion, the next step for robots will be to develop_______.A. the ability to learn independentlyB. the ability to understand human commandsC. the capacity to interact with humansD. the willingness to work togetherCI’ve never been the kind of person to say, “it’s the thought that counts” when it comes to gifts. That was until a couple of weeks ago, when my kids gave me a present thatblew me away.For years now, I’ve been wanting to sell our home, the place where my husband and I raised our kids. But to me, this house is much more than just a building.In the front room, there’s a wall that has hundreds of pencil lines, marking the progress of my children’s growth. Every growth stage is marked in grey, with each child’s name and the date they were measured. Of all the objects and all the memories, it’s this one thing in a home that’s the hardest to leave behind. Friends I know have returned home after work only to discover their wall of heights has been freshly painted over. A new paint job wouldn’t normally be greeted by tears, but erasing that evidence of motherhood hurts more than it should. Our kids grow in so many ways, but the wall is physical evidence of their progress, right there for everyone to see.Over the years, I’ve talked about how much I would hate leaving that wall behind when I moved, even though the last marks were made 10 years ago when my kids stopped growing.So one day, while I was at work, my childrendecided to do something about it.They hired Jacquie Manning, a professional photographer whose work is about capturing (捕捉) the beautiful things in life, from clear lakes and skies to diamonds and ballgowns (舞会礼服).She came to our house while I was at work, and over several hours, took photos of the hundreds of drawings and lines, little grey fingerprints (手印), and old marks. Somehow, she managed to photograph all those years of memories perfectly. Afterwards, she put all the photos together into one image, transforming them into a beautiful history of my family.Three weeks later, my children’s wonderful gift made its way to me—a life-size photo of the pencil lines and fingerprints that represents entire lifetimes of love and growth.8. The underlined phrase in Para. I “blew me away” probably means “________”.A. attracted meB. surprised meC. accepted meD. refused me9. What does the house really mean to the author?A. A house.B. Buildings.C. An object.D. Memories.10. What surprised the friends I know after work?A. Finding the wall repainted.B. Erasing the fingerprints.C. Greeting them by tears.D. Leaving the wall unfinished.11. What is the best title for the text?A. Gift Made with LoveB. Buildings Made by ChildrenC. A Very Wonderful PaintingD. A Family HistoryDMichele Gentile, an Italian bookseller, is offering free books to children in exchange for plastic bottles to recycle.Michele owns Ex Libris Cafe in Polla，a small town in southern Italy. He said he thought of the recycling program, because he wanted to inspire children in the small town to read and pay attention to the environment.''My goal is to spread the passion and love for books among those people in Italy who do not usually read while at the time helping the environment," Gentile explained.The idea for the initiative (倡议) came after Gentile collaborated with a nearby middle school on an aluminum recycling project. Working together, the schoolchildren and Gentile collected enough cans to purchase books for an entire classroom. His new program too off from there and has already spread into northern Italy: Gentile's hopes his work will continue to make headlines and become a worldwide initiative.The free books come from customers in Gentile's shop who have donated money to purchase a ''suspended" book. The idea comes from a World War II practice in which customers would buy two Coffees: one for themselves and another for the next person in line. Gentile has been using the extra books as part of his recycling initiative, While Gentile's program is a great way to recycle and get kids to read, it also brings awareness to the growing problem of plastic waste. Single-use plastics make up around 26 percent of all the plastics in the world, only 14 percent of which are recycled. Plastics that end up in landfills take around 500 years to decompose (分解),is a major concern for environmentalists.Cutting down on plastic waste is important if we want to better the environment for future generations, and recycling programs like Gentile's book giveaway are a great way to meet that goal.12. What is the purpose of Gentile's book giveaway?A. To sell more coffee and books.B. To attract more customers.C. To collect money for a new project.D. To inspire reading and recycling.13. How did Gentile come up with the idea?A. Working with a school to recycle cans.B. Seeing school kids don't like reading.C. Donating books for a local school.D. Buying a “suspended” book for a child.14. Who pay for the books of the project?A. The local government.B. Gentile himself.C. Some publishers.D. His customers.15. Whichof the following is the best title for the text?A. An Italian's Reading InitiativeB. Recycling Can Get Kids Free BooksC. Michele's Way of Doing BusinessD. A New Way to Deal with Plastic Waste第二节（共5小题；每小题2分，满分10分）阅读下面短文，从短文后的选项中选出可以填入空白处的最佳选项。