臻品课程二

Course Two

招商谈判的误区及实战攻略分享

Misunderstandings in Business Negotiation and Sharing of Practical Strategies

行业痛点分析Analysis of Industry Pain Points

招商是一个运筹帷幄，制胜千里的过程，作为商业地产开发中至关重要的一环，招商的成败不仅直接影响到项目的经营运作和可持续发展，也直接关乎开发商投入成本能否快速变现，资金能否顺利回笼。而招商谈判则是此中的牵发点，成功的谈判能以最小的付出换取最大的回报。 什么时候需要谈判？谈判的手法与技巧的规律又该如何拿捏？这是大部分商业地产从业者曾经亦或正在面临的问题，当你可以熟练地运用各种技巧时，往往可以达到事半功倍的效果，从而实现成功的招商。 这门课程将从基本概念、招商理念、谈判手段、沟通技巧方法等并结合行业历史、发展高度、国内外现实和前沿趋势等多角度立体分析。不忽悠、不猜疑，用数据说话，结合过往操盘实例论证。希望可以给这个有些浮躁的国内商业地产市场提供一些科学和睿智的思考。

As a crucial part of commercial real estate development, the success or failure of investment not only directly affects the operation and sustainable development of the project, but also directly relates to the rapid realization of developers'investment costs and the smooth return of funds. And the investment negotiation is the starting point. Successful negotiation can get the greatest return with the least effort.
When do we need to negotiate? How to grasp the rules of negotiation techniques and techniques? This is a problem that most commercial real estate practitioners have faced or are facing. When you can skillfully use various skills, you can often achieve twice the result with half the effort, so as to achieve successful investment.
This course will be from the basic concepts, investment concepts, negotiation means, communication skills and methods, combined with industry history, development height, domestic and foreign reality and frontier trends and other perspectives of three-dimensional analysis. No flirtation, no suspicion, using data to speak, combined with past examples of manipulation plate demonstration. Hope to provide some scientific and wise thinking for this impetuous domestic commercial real estate market.

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课程得益

Course Benefit

●把握零售发展和业态演变的趋势，发现新的招商需求和机遇，参透品牌商，赢在招商谈判的起跑线。

Grasp the trend of retail development and business form evolution, discover new demand and opportunities for investment promotion, penetrate brand traders, and win in the starting line of investment negotiation.

 

● 招商谈判对于整个项目开端的重要性与其形成的影响范围

The Importance of Business Negotiation for the Beginning of the Project and Its Influencing Scope.

 

●招商谈判的致命误区为哪些，如何避免这些错误的发生？

What are the fatal misunderstandings in investment negotiation and how to avoid them?

 

● 对自身招商与谈判技巧能力的系统性判定，找到提升的正确途径。

Systematic judgment of their ability to attract investment and negotiate skills, find the right way to improve.

 

● 从资产管理的维度和视角全面了解招商工作对于资产价值提升的作用。

From the perspective of asset management, this paper comprehensively understands the role of investment promotion in asset value promotion.

 

● 招商工作的基本构成要素；招商组合战略的计划。

The basic elements of investment promotion work; The plan of investment promotion combination strategy.

 

● 揭示目前流行的新兴业态的战略、战术研究。

Reveal the strategy and tactics research of the emerging formats that are popular at present.

 

●招商谈判的实战案例过程分享，了解招商谈判的常备手法与制胜秘诀。

Share the actual case process of investment negotiation, understand the common tactics and winning secret of investment negotiation.

课程大纲

Curriculum outline

一、谈判能力的测试 Testing Negotiation Ability

1. 谈判能力测试题 1. Negotiation Ability Test
2. 谈判能力测试的评分 2. Scoring of Negotiation Ability Test
3.测试评分涵义的讲解 3. Explanation of the Meaning of Test Scoring

二、谈判的24个误区 Twenty-four Misunderstandings in Negotiations

1. 你有没有谈判的经验？1. Do you have any negotiation experience?
2. 当你遇上棘手的谈判对象怎么办？2. What happens when you meet a tough negotiator?
3.辩论赢而战胜你的对手是必要的吗？3. Is it necessary to win the debate and defeat your opponent?
4. 对手说你没得谈的东西怎么处理？4. What do you do with what your opponent says you don't have to talk about?
5. 对于难缠的对手我们要让步亲善示好吗？5. Shall we make concessions and show goodwill to our difficult opponents?
6. 你做好了谈判周全的准备便不会给吓倒？6. Wouldn't you be intimidated if you were prepared for a thorough negotiation?
7. 对手的让步你需要回应吗？7. Do you need to respond to an opponent's concession?
8. 谈判需要设法让对手喜欢你吗？8. Negotiations need to find ways to make your opponents like you?
9. 情绪化在谈判中问题？9. Emotionalization in negotiations?
10. 谈判中怎么分配听和说？10. How to allocate listening and speaking in negotiations?
11. 你在谈判中关注自己的优点还是缺点？11. Are you concerned about your strengths or weaknesses in negotiations?
12.你在谈判中关注对手的优点还是缺点？12.Do you focus on your opponent's strengths or weaknesses in negotiation?
13.我们是否在谈判中掩饰自己的错误？13.Do we cover up our mistakes in the negotiations?
14.你会在同一时间要问对手好几个问题吗？14.Would you ask your opponent several questions at the same time?
15.谈判中对手不耐烦了怎么办？15.What if the opponent is impatient in the negotiation?
16.你在谈判中发现你不了解情况怎么办？16.What if you find out in the negotiation that you don't understand the situation?
17.谈判时是否会先粗略的确定自己的要求？17.Does the negotiation begin with a rough determination of your requirements?
18.你在谈判中容易树敌吗？18.Are you easy to make enemies in negotiations?
19.你会讨厌对手滔滔不绝的讲话吗？19.Do you hate your opponent's endless speeches?
20.与职位比自己高的对手谈判怎么办？20.What about negotiating with a higher-ranking opponent?
21.你在谈中是否从较难达成的问题入手？21.Did you start with the more difficult questions in your discussion?
22.涉外谈判中为了示好你会使用对手的语言吗？22.Do you use your opponent's language in negotiation?
23.对手第一次交手就提出了合理而吸引你的条件怎么办？23.What if your opponent offers you reasonable and attractive conditions the first time they meet?
24.多次解释后你依然无法了解多方意思怎么办？24.After many explanations, you still can't understand many meanings.

三、招商谈判的常规准备和常备手法 Regular Preparations and Standing Techniques for Business Negotiations

1. 为什么成功的招商谈判要做准备？1.Why should successful investment negotiation be prepared?
2. 了解谈判的本质要义招商谈判更不例外2.Understanding the Essence of Negotiation, Negotiation on Business Invitation is no exception.
3.成功的招商谈判有什么特质？3. What are the characteristics of successful business negotiation?
4. 获得成功招商谈判的必备条件4. Necessary Conditions for Successful Business Negotiations.
5.穿插一个练习案例5. Interpolate an exercise case.
6. 招商谈判准备之一：策略与推演6.One of the Preparations for Business Negotiation: Strategy and Deduction.
7. 透析招商谈判的PDCA策略7. Analysis of PDCA Strategy in Investment Negotiation.
8.透析招商谈判的SWOT策略8.Analysis of SWOT Strategy in Investment Negotiation.
9. 透析招商谈判的数据研拟策略9.Analysis of Data Development Strategies in Investment Negotiation.
10. 成功的招商谈判不可或缺沙盘推演10. Successful investment negotiation is indispensable for sand table deduction.

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Course Consultation / Project Cooperation

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招商是一个运筹帷幄，制胜千里的过程，作为商业地产开发中至关重要的一环，招商的成败不仅直接影响到项目的经营运作和可持续发展，也直接关乎开发商投入成本能否快速变现，资金能否顺利回笼。而招商谈判则是此中的牵发点，成功的谈判能以最小的付出换取最大的回报。 什么时候需要谈判？谈判的手法与技巧的规律又该如何拿捏？这是大部分商业地产从业者曾经亦或正在面临的问题，当你可以熟练地运用各种技巧时，往往可以达到事半功倍的效果，从而实现成功的招商。 这门课程将从基本概念、招商理念、谈判手段、沟通技巧方法等并结合行业历史、发展高度、国内外现实和前沿趋势等多角度立体分析。不忽悠、不猜疑，用数据说话，结合过往操盘实例论证。希望可以给这个有些浮躁的国内商业地产市场提供一些科学和睿智的思考。

As a crucial part of commercial real estate development, the success or failure of investment not only directly affects the operation and sustainable development of the project, but also directly relates to the rapid realization of developers'investment costs and the smooth return of funds. And the investment negotiation is the starting point. Successful negotiation can get the greatest return with the least effort.
When do we need to negotiate? How to grasp the rules of negotiation techniques and techniques? This is a problem that most commercial real estate practitioners have faced or are facing. When you can skillfully use various skills, you can often achieve twice the result with half the effort, so as to achieve successful investment.
This course will be from the basic concepts, investment concepts, negotiation means, communication skills and methods, combined with industry history, development height, domestic and foreign reality and frontier trends and other perspectives of three-dimensional analysis. No flirtation, no suspicion, using data to speak, combined with past examples of manipulation plate demonstration. Hope to provide some scientific and wise thinking for this impetuous domestic commercial real estate market.