文档介绍：1Sun Tzu and the Art ofNegotiation in China孙子兵法之战略谈判技巧2What are some of the BiggestChallenges in yourNegotiations in China?你在谈判中遇到困哪些主要惑?3Elements of Sun Tzu and the Art ofNegotiation 孙子兵法之战略谈判纲要 Why Plan? 为何计划? Know Yourself and YourAdversary 知己知彼 Building Trust in Negotiations相互建立信任 Finding Out Your Adversaries’Needs and Concerns找寻对手的需求与顾虑 Presenting Your Demands 向对方提出要求4Elements of Sun Tzu and the Art ofNegotiation 孙子兵法之战略谈判纲要 Why Plan? 为何计划?5胜兵先胜而后求战,败兵先战而后求胜The victorious army plans forvictory before fighting, thevanquished army fights beforeplanning for victory6Why Plan? 为什么要作计划? “In preparing for battle, I have foundplans are useless, but planningindispensable.”“在打仗前的准备阶段,我发现计划没什么作用,但又是不可缺少的。”Dwight D. Eisenhower 埃森豪威尔(1890–1969), . general, Republican, politician, 、政治家、共和党、将军7谈判与协商有什么区别?8Negotiation 谈判是:Get Others to Give You What You Want, byGiving Them What They Want给对方他们想要的东西来换取我们想要的东西9Formulating Your NegotiatingStrategy 拟定你的谈判战略道:Your Goal 谈判目标天:External Factors beyond YourControl 在你掌控以外的外在因素地:External Factors within YourInfluence 在你影响范围内的外在因素将:The People Conducting YourNegotiation 执行谈判的“良将”法:How Should the Negotiation beConducted 如何实施谈判10道:Your Goal 谈判目标 What is the Negotiating eYou Want to Achieve? 你想实现怎样的谈判目标? What is Your Best-Case Scenario?你最理想的情况是什么? Why Should Your Adversary Oblige?对方为什么会答应你?