经典商务谈判案例和解析.docxVIP

经典商务谈判案例和解析

目录

1.经典商务谈判案例概述....................................3

1.1商务谈判的定义与特点.................................3

1.2商务谈判的重要性.....................................4

1.3商务谈判的基本原则...................................6

2.经典商务谈判案例精选....................................7

2.1案例一...............................................8

2.1.1案例背景.........................................9

2.1.2谈判过程分析....................................10

2.1.3案例启示与总结..................................11

2.2案例二..............................................12

2.2.1案例背景........................................13

2.2.2谈判策略分析....................................14

2.2.3案例启示与总结..................................15

2.3案例三..............................................16

2.3.1案例背景........................................18

2.3.2谈判技巧运用....................................18

2.3.3案例启示与总结..................................19

3.商务谈判关键要素解析...................................20

3.1谈判前的准备工作....................................22

3.1.1市场调研........................................23

3.1.2对手分析........................................24

3.1.3谈判目标设定....................................25

3.2谈判过程中的技巧运用................................26

3.2.1沟通技巧........................................27

3.2.2谈判策略........................................28

3.2.3情绪管理........................................30

3.3谈判达成与后续工作..................................31

3.3.1协议签订........................................32

3.3.2跟进与维护......................................33

3.3.3风险防范........................................34

4.商务谈判案例分析.......................................35

4.1案例四..............................................37

4.1.1案例背景........................................38

4.1.2谈判难点分析....................................39

4.1.3案例启示与总结..................................40

4.2案例五..............................................41