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                            實用采購與談判技巧高級研修班

                            課程編號:12825
                            培訓心得:
                            課程簡介:談判是一門科學,更是一門藝術,它不但是市場銷售人員,也是采購專業人士必備的技能之一。在企業日益追求成本優勢的今天,同供應商正確的談判策略和適當的談判技巧顯得尤為重要。此課程從采購的角度出發,講解談判的原則、要素、主要步驟和致勝之道,具有驗證的成熟方法與案例,并以案例分析和現場演練的方式,讓學員親身體驗如何進行有效的采購談判。通過本課程,從事采購管理和采購執行的人士將有機會分享到
                            相關專題:
                            相關公開課:
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                            培訓總結:
                              ,所以雙贏也就成為談判的目的。 何時談判。從買方來講以下五個因素會導致談判發生。(1)至少兩個以上供應商(2)賣方有意介入(3)有了清楚的規格(4)投標者間存在差異(5)采購額大到足以涵蓋競標成本。 成功談判的阻礙。(1)個人風格談判抵觸(2)以前和對方有過矛盾(3)認為談判是輸和贏的關系(4)為了"贏"將談判延續得太長(5)談判方權限不足以達成協議(6)將復雜的問題簡單歸結為"輸贏"問題
                            相關近期企業培訓:

                            課程簡介:
                            談判是一門科學,更是一門藝術,它不但是市場銷售人員,也是采購專業人士必備的技能之一。在企業日益追求成本優勢的今天,同供應商正確的談判策略和適當的談判技巧顯得尤為重要。此課程從采購的角度出發,講解談判的原則、要素、主要步驟和致勝之道,具有驗證的成熟方法與案例,并以案例分析和現場演練的方式,讓學員親身體驗如何進行有效的采購談判。通過本課程,從事采購管理和采購執行的人士將有機會分享到采購談判專家的親身經驗。無論是對日常的工作,還是個人的職業發展,成功的談判策略和技巧會給您和您的公司帶來更大的競爭優勢。

                            課程大綱:
                            談判的基本原則
                            基本原則的建議 
                            成功的經驗 

                            談判風格
                            供應商心態分析
                            如何選擇談判風格

                            影響談判的主要因素
                            替代力量
                            權利和力量的使用 
                            時間的控制 
                            情報的收集和準備
                            決定價格的要素
                            供需關系的基本原則
                            供需關系的六種類型
                            采購本質解析 

                            采購談判的心理學 
                            供需博弈階段動作分解
                            博弈道與術四層次及應用
                            談判中的動機分析 
                            談判中的提問和暗示藝術 
                            談判的基礎知識
                            談判協議的最佳替代方案
                            保留價格
                            可能達成協議的空間
                            通過談判加以創造價值

                            談判的準備與過程技巧
                            詭計(RUSE)法則
                            談判準備的要領?
                            談判議程和策略
                            信號探測
                            報價、議價和讓步的技巧
                            如何制造、利用、打破僵局
                            收尾時的注意事項

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

                            案例分析和角色演練

                            講師介紹--湯曉華
                            首席采購技術官美國北弗吉尼亞大學供應鏈管理教授, 采購與供應方面的杰出專家,湯曉華曾在日本國際跨國公司擔任采購部長,主要負責領導“早期采購成本策劃”工作。作為一流的成本策劃專家,湯曉華對日本企業所運用的“在投資和產品設計階段,早期策劃成本、質量與作業”方面,經驗非常豐富。
                            湯曉華具有非常豐富的采購與供應鏈管理咨詢項目方案的設計與實施經驗,理論與實踐的成熟,總是讓企業“拿來,就可以用”。
                            湯曉華不僅熟悉日本和美國先進的管理模式與采購技術,更懂得如何運用國外先進的采購管理模式與采購技術,幫助中國企業增加贏利。從國際跨國在華企業諸如:奔馳汽車、飛利浦、西門子,到國內中小型企業諸如:蒙牛、德力電器、煙臺萬華,湯老師均為這些企業提供過內部咨詢與顧問輔導。
                            湯曉華說:“采購專家的價值,不應該限制在采購管理咨詢領域的貢獻,應廣泛傳播采購與成本管理技術。”為此,湯曉華在清華大學每年還承擔超過60天的采購與供應鏈管理課程.湯曉華作為先進采購理論傳播者,已經有超過7萬采購經理接受過其系統的采購技術培訓,實用性被廣泛認同。參加過湯曉華培訓課程的學員,除了國內企業的采購工作者,還有大量來自臺灣、香港、德國、美國和新加坡地區的人士。

                            擅長領域:戰略采購管理、投資早期成本策劃、投資早期采購策劃、投資早期物流與供應鏈策劃、供應商管理與評估技術、成本削減方法、談判與供應關系策略
                            授課風格:戰略性和實用性相結合的生動傳授方式,促使學員全神貫注。

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