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미국 UPS 사에서 20 년 근무한 Paul Mun이 수 년에 걸친 실무경험을 적용하여 협상회의에서 유용하게 쓰이는 표현들을 구체적으로 자료화시켰다 . 이는 협상의 상황 별 대처요령 , 협상의 패턴과 효과적인 설득방법을 simulation 하면서 자연스럽게 외국회사와 협상 시 수준 높은 영어를 기초부터 고급까지 습득시키는 체계적인 학습프로그램이다.
  • 협상의 패턴 및 상황 별 대처요령
  • 효과적인 설득 방법
  • 타 문화의 이해
  • 유용한 표현과 핵심 단어
  • 복습용 MP3 파일 제공
1. Develop "negotiation consciousness."
Successful negotiators are assertive and challenge everything. They know that everything is negotiable.
2. Become a good listener.
Negotiators are detectives. They ask probing questions and then shut up. The other negotiator will tell you everything you need to know - all you have to do is listen.
3. Be prepared
The Boy (and Girl) Scouts were right. Gather as much pertinent information prior to the negotiation. What are their needs? What pressures do they feel? What options do they have? Doing your homework is vital to successful negotiation.
4. Aim high.
People who aim higher do better. If you expect more, you'll get more. Successful negotiators are optimists. A proven strategy for achieving higher results is opening with an extreme position. Sellers should ask for more than they expect to receive, and buyers should offer less than they are prepared to pay.
5. Be patient.
This is very difficult for Americans. We want to get it over with. Whoever is more flexible about time has the advantage. Your patience can be devastating to the other negotiator if they are in a hurry.
6. Focus on satisfaction.
Help the other negotiator feel satisfied. Satisfaction means that their basic interests have been fulfilled. Don't confuse basic interests with positions: Their position is what they say they want; their basic interest is what they really need to get.
7. Don't make the first move.
The best way to find out if the other negotiator's aspirations are low is to induce them to open first. They may ask for less than you think. If you open first, you may give away more than is necessary.
8. Don't accept the first offer.
If you do, the other negotiator will think they could have done better. (It was too easy.) They will be more satisfied if you reject the first offer -- because when you eventually say "yes," they will conclude that they have pushed you to your limit.
9. Don't make unilateral concessions.
Whenever you give something away, get something in return. Always tie a string: "I'll do this if you do that." Otherwise you are inviting the other negotiator to ask you for more.
10. Always be willing to walk away!
Never negotiate without options.

If you depend too much on the positive outcome of a negotiation, you lose your ability to say "no." Clients often ask me, "Paul, if you could give me one piece of advice about negotiating, what would it be?" My answer, without hesitation, is: "Always be willing to walk away."

You can go pretty far with these basic ideas. If you want to dig deeper, consult my negotiation products, or -- better yet -- book me to speak at your organization's next meeting or convention.
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