Introduction/课程介绍

Against today's complex and volatile market landscape, business negotiation stands as a core process that determines deal success and profit margins. Nevertheless, many professionals often find themselves at a disadvantage during negotiations: some yield reluctantly under client pressure and harm corporate interests, while others hold rigid stances that strain business relationships and cost potential cooperation opportunities. This course distills a versatile six-step negotiation framework tailored for online learning. Supported by AI-powered practice tools, it enables learners to quickly master core negotiation competencies.

在当前复杂多变的市场环境中，商务谈判已成为决定交易成败与利润空间的核心环节。然而，许多专业人士在谈判中常陷入被动：或是在客户压力下无奈让步，损害公司利益；或是坚守立场却导致关系僵化，错失合作机会。本课程提炼出一套普适性强的"六步法"谈判框架，专为线上学习设计，通过AI工具辅助练习，帮助学员快速掌握谈判核心技能。

Target Audience/目标学员

Personnel involved in negotiation and communication at work scenarios

工作场景中需要谈判沟通的相关人员



Teaching Method/授课形式

Lectures, video demo, case study, exercise, Q&A

课堂讲授、视频展示、案例分析、个人练习、互动提问

Objective/课程目标

For Organizations

Boost negotiation performance and corporate profit margins, transforming negotiation from a cost center into a profit driver.

For Teams

Align negotiation terminology and methodologies, strengthening cross-team collaboration on negotiations for major projects.

For Individuals

Follow a standardized six-step negotiation workflow to navigate the full cycle, from pre-negotiation setup to final deal closure.

对组织：提升谈判绩效与企业利润率，将谈判从成本中心转化为利润中心。

对团队：统一谈判语言与方法论，增强重大项目谈判的协同能力。

对个人：遵循专业的六步谈判流程，完成从开局布局到促成协议的全过程

Outline/课程大纲

Step 1: Accurate Analysis of Negotiation Leverage (50 minutes)

· Inspiration: Why can some sales professionals remain calm and composed even when facing dominant clients? Where does true negotiation power stem from?

· Definition

o Definition of Leverage: Any tangible or intangible resource that can influence the decisions and behaviors of negotiating counterparts.

o Six Types of Negotiation Leverage: Legal leverage, benefit leverage, alternative leverage, pressure leverage, relationship leverage, and time leverage.

o Four Methods to Identify Leverage in Adversarial Situations: Single-point breakthrough, advantage anchoring, interest alliance, and strategic concession.

· Case Analysis: Study a Classic Sales Case — How a Disadvantaged Vendor Turned the Tide by Uncovering Hidden NegotiationLeverage

· AI Tool Practice: Leverage AI tools to generate a Negotiation Leverage Analysis Checklist based on imported client background information.

Step 2: Systematically Map Out the Negotiation Roadmap (50 mins)

· Inspiration: Is a successful negotiation an art of impromptu performance, or a well-engineered project with careful planning?

· Definition

o Three core negotiation elements: Leverage (bargaining chips), Roadmap (procedures), Backup Plan

o (BATNA) Five-step standard preparation process: Confirm negotiators, Gather intelligence, Audit bargaining leverage, Set targets & bottom lines, Formulate strategic procedures

· Case Analysis: Walk Through the Full Negotiation Process of a Large-Scale Consulting Project, Learn to Systematically Design Negotiation Roadmaps

· AI Tool Practice: Input negotiation objectives and let AI generate a Q&A Negotiation Response Plan

Step 3: Skillful Opening to Break the Ice & Set the Tone (50 mins)

· Inspiration: How to set a favorable tone for the whole negotiation within the first 5 minutes?

· Definition

o PPP Opening Framework: Purpose, Process, Payoff Interest

o Anchoring: Distinguish "stated positions" from "underlying interests"

o Three tone-setting strategies: Collaborative, Competitive, Guiding

· Case Analysis: Analyze Negotiation Opening Clips — Learn How Top Negotiators Build Psychological Advantage Through Language and Master Opening Strategies for Various Scenarios

· AI Tool Practice: Input client background information to generate three drafts of opening remarks with distinct styles

Step 4: Propose Effectively to Shape Counterparty Expectations (50 mins)

· Inspiration: Should you make the first offer or wait for the counterpart? What defines a strong proposal?

· Definition

o Conditional offer structure: "If... Then..." format to seize initiative

o Pillar Principle: Support every clause with evidence (data, cases, industry standards)

o Four proposal strategies: Aggressive opening offer, Soft packaged solutions, Minor benefit enticement, Negative-first-positive-later approach

· Case Analysis: Analyze a Project Proposal Case — Learn How to Get Clients to Accept Pricing via the Pillar Principle

· AI Tool Practice: Input proposal drafts for AI optimization across three dimensions: logical rigor, persuasiveness and risk exposure

Step 5: Flexible Haggling & Strategic Gameplay (50 mins)

· Inspiration: What hidden meanings lie behind the client's line "This is too expensive"? Is concession a sign of weakness or a deliberate tactic?

· Definition

o Three bargaining ground rules: Conditional concessions, Uneven concession scale, No easy compromise on core demands

o Three concession tactics: Cliff-style concessions, Gradual incremental concessions, Reciprocal exchange concessions

o Five haggling techniques: Price breakdown, value bundling, condition swapping, objection reframing, consensus refocusing

· Case Analysis: Analyze the Haggling Scene from a TV Drama

· AI Tool Practice: Describe negotiation deadlocks to receive AI-optimized response scripts

Step 6: Close Deals for a Perceived Win-Win Agreement (30 mins)

· Inspiration: All contract terms have been settled, yet the client delays signing, what's the reason?

· Definition

o Three closing strategies: Item-by-item consensus confirmation, Assumed close, Benefit recap method

o Deadlock resolution tactics: Handle requests to restart talks and extra last-minute demands

o Perception Rule: Making the counterpart feel victorious matters more than securing an outright win for yourself

Course Summary (15 minutes)

· Review: Recap of the six-step framework + AI tool checklist

· Q&A

第一步：精准分析谈判筹码（50分钟）

· 【激发兴趣】为什么有些销售在强势客户面前也能从容不迫？谈判的力量究竟来源于何处？

· 【知识导入】

o 筹码定义：影响谈判对手决策与行为的任何有形或无形资源

o 六大筹码类型：法定筹码、利益筹码、选择筹码、压力筹码、关系筹码、时间筹码

o 逆势找筹码四法：单点突破、优势挂钩、利益联盟、以退为进

· 【案例分析】分析一个经典销售案例，看弱势乙方如何通过挖掘隐性筹码扭转局面

· 【AI工具练习】使用AI工具，基于客户背景输入，生成《谈判筹码分析清单》

第二步：系统策划谈判路径（50分钟）

· 【激发兴趣】一场成功的谈判是即兴发挥的艺术，还是精心设计的工程？

· 【知识导入】

o 谈判三要素：力量（筹码）、路径（步骤）、备案（BATNA）

o 标准准备五步法：确定人选、收集信息、检视筹码、设定目标与底线、拟定策略步骤

· 【案例分析】分析某大型咨询项目谈判的完整流程，学习如何系统化策划谈判路径

· 【AI工具练习】输入谈判目标，让AI生成《谈判应对预案Q&A》

第三步：巧妙开局破冰定调（50分钟）

· 【激发兴趣】谈判最初的5分钟，如何为整场对话定下对你有利的基调？

· 【知识导入】

o PPP开场法：目的（Purpose）、过程（Process）、收益（Payoff）

o 利益立基点：区分"表面立场"与"深层利益"

o 定调三策略：合作式、竞争式、引导式

· 【案例分析】观看一段谈判开场片段，分析高手如何通过话语建立心理优势，学习不同场景的开场策略

· 【AI工具练习】输入客户背景，生成3种不同风格的《开场白草稿》

第四步：有效提案引导期望（50分钟）

· 【激发兴趣】应该先报价还是后报价？一个"好提案"的标准是什么？

· 【知识导入】

o 条件式开价："如果...那么..."结构，掌握主动权

o 搭柱子原理：为每个条款附上支撑理由（数据、案例、标准）

o 提案四大策略：高开硬出牌、方案软出牌、小利请入瓮、先抑后扬法

· 【案例分析】分析某项目提案的案例，学习如何通过"搭柱子"原理让客户接受价格

· 【AI工具练习】输入提案草稿，AI从"逻辑严谨性"、"说服力"、"风险点"三个维度优化

第五步：灵活讨价还价博弈（50分钟）

· 【激发兴趣】客户说"太贵了"，他背后的潜台词可能是什么？让步是示弱还是策略？

· 【知识导入】

o 议价三原则：有条件让步、不等幅让步、不在核心诉求上轻易让步

o 让步三策略：跳崖式、挤牙膏式、礼尚往来式

o 五大讨价技巧：价格拆分、价值捆绑、交换条件、异议转化、聚焦共识

· 【案例分析】分析某电视剧的讨价还价桥段

· 【AI工具练习】输入谈判困境，AI生成话术优化建议

第六步：促成感觉双赢协议（30分钟）

· 【激发兴趣】协议条款都谈妥了，为什么客户迟迟不签约？

· 【知识导入】

o 促成三策略：逐项确认共识法、假设成交法、总结利益法

o 僵局突破技巧：处理"重头来过"、"附加要求"等问题

o 感觉双赢法则：让对方觉得"赢了"比"实际赢了"更重要

课程总结（15分钟）

· 【课程回顾】六步法回顾 + AI工具清单

· 【Q&A答疑】

Event info

Date

19 November, 2026, Thursday

Time

1:30 PM - 5:30 PM (Beijing Time)

Venue

An email will be sent with instructions to join online training via Microsoft Teams Meeting platform 2 days prior to the event.

线上培训链接将在培训前两天通过邮件方式通知报名学员。

Price

1000 RMB: Early Bird (Until Oct 19)

1300 RMB: Member

1600 RMB: Non-Member

Language

In Chinese 中文讲解

Cancellation Policy

If you cannot attend an event for which you have registered, please cancel your registration no later than three business days before the event via WeChat or by sending an email to fang.sunjie@finnchamchina.org. If you fail to notify us of your cancellation in a timely fashion, you will be charged for the event costs.

Fapiao (VAT Invoice)

Apply fapiao when purchasing a ticket, by inputting the Chinese entity name and tax ID (if the title is wrong, you will be unable to receive the Fapaio). E-Fapiao will be sent to your e-mail within 7 days after completed event (check spam folder). If the fapiao can not be received, please provide an alternative email.

For inquiries related to fapiao, please email fang.sunjie@finnchamchina.org.