课程目标：
　 无论是为项目分配资源、为一项新的倡议提供资金、抑或是为某种新产品或服务建立供应链，谈判都是其中不可避免的核心内容。但很少有人理解谈判的结构、技术、以及能够使用的谈判方法，来使得他们对谈判结果起到积极的影响。
本课程实践性强，能让你逐步了解到何为有效的谈判。你要找出问题的症结，从对方的角度出发，找到可选择的解决方案，并最终得出对双方都有利的方案。谈判各方都希望达成各自的目标，而谈判就是着重于解决问题，并使双方达成统一的意见。

课程大纲：
1.认识自己的工作谈判风格以灵活运用
掌握谈判关系中的心理学
认识自我谈判风格，增强灵活性
把谈判视为一个调整与差异化过程
认识到谈判行为中自己的长短处
培养在谈判情境中展现主见的能力

2.准备谈判：一个策略和战术阶段
识别谈判的成立条件、促使它成功的关键因素
为每位参与者定义谈判中的利害关系和目标
从“无谈判余地”的要素中，区分出可谈判空间
清晰界定目标，准备有利论据
识别直接和间接的的参与者
分析对话者的特点
根据具体情境选取匹配的策略，并研究各种可能性

3.掌控谈判的各个关键阶段
在谈判中开个好头
明确在场各方的目标
时刻不忘各阶段的目标及自由度
取得阶段性成果，在每一步确认共识

4.总结，达成共识及安排谈判的后续工作
使谈判达成的共识生效，并总结进步点
加强各方在落实阶段的投入
总结交互意见，确认所做决定
把决定付诸于实践
跟进谈判结果并从中吸取经验教训

5.应对出现的困难及冲突情境
识别自己面对局势中的长短板，以突破僵局
对可能出现的困难做好思想准备
力争稳定阵脚，彰示论据价值
积极倾听，维持自己的反应力和适应力
掌握应对“谈判高手”的沟通方式
有效摆脱紧张情境的技巧
在博弈中要维护积极的人际关系氛围

6.积极练习，以更好地谈判
从较量的阶段获取心得
妥善处理让步与让步条件
掌握重述，应对异议及敢于总结的技巧

1. Identifying our style to become more flexible
The psychological aspects of a bargaining relationship
Consider the negotiation as a process of adaptation and differentiation
Identify behaviors in negotiation and become aware of our strengths and weaknesses
Develop our ability to claim in a situation of negotiation

2. Preparing negotiations: a strategic and tactical stage
Identify conditions for the existence of negotiation and key factors for its success
Define stakes and objectives of negotiation for each stakeholder
Distinguish negotiable space in ‘non-negotiable’ elements
Clearly define objectives and prepare arguments to value
Identify direct and indirect actors
Analyze profile of each interlocutor
Decide on a strategy adapted to the situation and consider all assumptions

3. Managing key stages of negotiation
Successful start-up phase
Clarify the objectives of the parties involved
Always keep in mind your objectives and degree of freedom.
Validate each stage

4. Concluding, reaching agreement and arranging follow-ups
Validate the agreements and make the points of progress
Strengthen the commitments in the implementation phase
The synthesis of exchanges and validate decisions
Organize the implementation of decisions.
Follow the outcome of negotiations and draw lessons for the future

5. Dealing with difficult and conflict situation
Identify your constraints and advantages encountered in this situation to get over obstacles
Anticipate to better prepare for delicate negotiations
Practice active listening to keep responsiveness and adaptability
Control your mode of communication face ‘difficult partners’
Effective techniques to get out of stressful situations
Sustain a positive relationship regardless of the issues

6. Active pratice for better negotiation
Develop necessary reflexes during confrontation
Deal with concessions and counterparties
The techniques of rephrasing, handle objections, dare to conclude

讲师介绍：专家