[30816] in Zephyr_Bugs
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daemon@ATHENA.MIT.EDU (=?GB2312?B?zOzUqLPP0MU=?=)
Sun Nov 6 22:48:06 2005
Message-Id: <200511070347.jA73lqCR011339@fort-point-station.mit.edu>
From: =?GB2312?B?zOzUqLPP0MU=?= <ji1211@mail.china.com>
To: zephyr-bugs@mit.edu
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Reply-To: ji1211@sina.com
Date: Mon, 7 Nov 2005 11:47:55 +0800
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<title>采购谈判议价与成本降低策略</title>
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<p style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px" align="center"><b><font color="#0000ff" size="6">采购谈判议价与成本降低策略</font></b></p>
<p style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px" align="left"><font
color="#0000ff"> &nbs
p;
<b><font color="#0000ff" size="4">
--专业采购人员核心能力提升计划</font></b></font></p>
<p style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px" align="center"><b><font color="#0000ff"
size="3">
培训时间:2005年11月24-25日(周四/周
五)
培训地点:大连</font></b></p>
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<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; TEXT-INDENT: 21pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;
mso-char-indent-size: 10.5pt; mso-line-height-rule: exactly"><b><font color="#ff0000" size="5">[课程背景]</font></b></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; TEXT-INDENT: 21pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;
mso-char-indent-size: 10.5pt; mso-line-height-rule: exactly"><font face="宋体" size="3"><b><span style="COLOR: black">采购人员的天职是在保证供应的情况下持续降低采购
成本，为公司财务贡献！企业激烈的竞争已转化为多边共赢的供应链竞争<span lang="EN-US">,采购在整个供应链中所发挥的作用愈加重要,采购人员面临着空前的机遇与挑战。如何通过
帮助供应商提高成本能力降低成本，这是降低采购成本的重要策略。作为职业采购人员的一项基本技能，怎样的议价策略才能帮助达成谈判目标？如何认识谈判技巧对成本降低的作
用？<O:P>
</O:P>
</span></span></b></font></p>
<p style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; LINE-HEIGHT: 150%"><font face="宋体" size="3"><b><span style="COLOR: black; mso-bidi-font-size: 12.0pt;
mso-bidi-font-family: Times New Roman; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA">
本课程面向制造业采购与供应人员，以提升职业技能为目的，通过讲解、案例分析、谈判演练、实例讨论等多种形式，帮助学员在保证供应能力、降低采购成本、提升谈判
技巧和采购绩效方面有所收益<span lang="EN-US">!</span></span></b></font></p>
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<td width="100%" colSpan="8" height="35"><b><font color="#ff0000" size="5">
[课程大纲]</font></b></td>
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<tr>
<td width="33%" colSpan="2" height="437">
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; LINE-HEIGHT: 150%; mso-line-height-rule: exactly"><b><font size="3"><span
lang="EN-US" style="COLOR: blue">PART
1</span><span style="COLOR: blue; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">、采购管理基
础</span><span lang="EN-US" style="COLOR: blue"><O:P>
</O:P>
</span></font></b></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; LINE-HEIGHT: 150%; mso-line-height-rule: exactly"><b><span lang="EN-US" style="COLOR:
black"><font size="3">1</font></span><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family:
'Times New Roman'">、采购的作用及发展趋势</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></b></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">采购在企业
中的地位和作用</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">采购对企业
利润的杠杆作用</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">采购内容整
合和采购中心化</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">从采购到供
应的转变</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><span lang="EN-US" style="COLOR: black"><font size="3">21</font></span><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family:
'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">世纪采购管理的新观点</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">采购人员职
业发展能力要求</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; LINE-HEIGHT: 150%; mso-line-height-rule: exactly"><b><span lang="EN-US" style="COLOR:
black"><font size="3">2</font></span><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family:
'Times New Roman'">、基于供应链的采购管理</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></b></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">采购的几个
基本问题</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'"><font size="3">供应市场分
析与管理</font></span></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'"><font size="3">采购供应商的供应能
力</font></span></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><b><span lang="EN-US" style="COLOR: blue"><font size="3">PART
2</font></span><font size="3"><span style="COLOR: blue; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New
Roman'">、采购成本降低</span><span lang="EN-US" style="COLOR: blue">-</span><span style="COLOR: blue; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman';
mso-hansi-font-family: 'Times New Roman'">永远的目标</span></font></b></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; LINE-HEIGHT: 150%; mso-line-height-rule: exactly"><b><span lang="EN-US" style="COLOR:
black"><font size="3">1</font></span><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family:
'Times New Roman'">、采购技术与采购流程优化</span><span lang="EN-US" style="COLOR: blue"><O:P>
</O:P>
</span></font></b></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">几种常用的
采购技术</span><span lang="EN-US" style="COLOR: black">
<O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; TEXT-INDENT: 5.25pt; LINE-HEIGHT: 150%; mso-char-indent-count: .5;
mso-char-indent-size: 10.5pt; mso-line-height-rule: exactly; tab-stops: 15.75pt"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman';
mso-hansi-font-family: 'Times New Roman'"><font size="3">不同采购技术的适用范围</font></span></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">采购流程的
优化</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></p>
<p style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; LINE-HEIGHT: 150%"><b style="mso-bidi-font-weight: normal"><span style="COLOR: black; FONT-FAMILY: 宋体
; mso-bidi-font-size: 12.0pt; mso-bidi-font-family: Times New Roman; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN;
mso-bidi-language: AR-SA; mso-ascii-font-family: Times New Roman; mso-hansi-font-family: Times New Roman"><font size="3">案例分析</font></span></b>
<p style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; LINE-HEIGHT: 150%"> </p>
</td>
<td width="33%" colSpan="3" height="437">
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; LINE-HEIGHT: 150%; mso-line-height-rule: exactly"><b><font size="3"><span
lang="EN-US" style="COLOR: black">2</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New
Roman'">、供应商开发与管理</span><span lang="EN-US" style="COLOR: black">-</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New
Roman'; mso-hansi-font-family: 'Times New Roman'">管好你的上游生产线</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></b></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">供应商开发
途径、方式和步骤</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">供应商选择
依据</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">供应商的评
价标准与方法</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'"><font size="3">供应商的绩效管
理</font></span></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'"><font size="3">供应商的风险控
制</font></span></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'"><font size="3">供应商管理中的难点探
讨</font></span></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; LINE-HEIGHT: 150%; mso-line-height-rule: exactly"><b><span lang="EN-US" style="COLOR:
black"><font size="3">3</font></span><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family:
'Times New Roman'">、辅导供应商降低采购成本</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></b></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'"><font size="3">把我们的能力延伸到供应商
</font></span></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'"><font size="3">核心供应商的辅
导</font></span></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'"><font size="3">帮助供应商降低成
本</font></span></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'"><font size="3">运用供应商的技术能
力</font></span></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><b style="mso-bidi-font-weight: normal"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family:
'Times New Roman'"><font size="3">案例分析</font></span></b></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; LINE-HEIGHT: 150%; mso-line-height-rule: exactly"><b><span lang="EN-US" style="COLOR:
black"><font size="3">4</font></span><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family:
'Times New Roman'">、采购价格分析和成本降低</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></b></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">供应商报价
分析与判定</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">影响采购成
本和价格的因素</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">降低采购成
本的主要途径</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></p>
<p style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; LINE-HEIGHT: 150%"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size:
12.0pt; mso-bidi-font-family: Times New Roman; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;
mso-ascii-font-family: Times New Roman; mso-hansi-font-family: Times New Roman">价值分析</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Times New Roman;
mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋
体">/</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-bidi-font-family: Times New Roman; mso-font-kerning: 1.0pt;
mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: Times New Roman; mso-hansi-font-family: Times New Roman">价
值工程（</span><span lang="EN-US" style="COLOR: black; FONT-FAMILY: Times New Roman; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US;
mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体">VA/VE</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size:
12.0pt; mso-bidi-font-family: Times New Roman; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;
mso-ascii-font-family: Times New Roman; mso-hansi-font-family: Times New Roman">）</span></font></p>
</td>
<td width="34%" colSpan="3" height="437">
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><font size="3"><span lang="EN-US" style="COLOR: black">20/80</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman';
mso-hansi-font-family: 'Times New Roman'">原则</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">制定标准成
本表</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">降低采购总
持有成本</span><span lang="EN-US" style="COLOR: black">TCO<O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><b style="mso-bidi-font-weight: normal"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family:
'Times New Roman'"><font size="3">案例分析：价格误区</font></span><font size="3"><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></b></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; LINE-HEIGHT: 150%; mso-line-height-rule: exactly"><b><span lang="EN-US" style="COLOR:
blue"><font size="3">PART
3</font></span><font size="3"><span style="COLOR: blue; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New
Roman'">、采购谈判与议价技巧</span><span lang="EN-US"><O:P>
</O:P>
</span></font></b></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; TEXT-INDENT: 5.25pt; LINE-HEIGHT: 150%; mso-char-indent-count: .5;
mso-char-indent-size: 10.5pt; mso-line-height-rule: exactly"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman';
mso-hansi-font-family: 'Times New Roman'">正确认识采购谈判</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; TEXT-INDENT: 5.25pt; LINE-HEIGHT: 150%; mso-char-indent-count: .5;
mso-char-indent-size: 10.5pt; mso-line-height-rule: exactly"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman';
mso-hansi-font-family: 'Times New Roman'">采购议价的核心和目标</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">采购谈判的
三个层次</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">谈判前如何
作好有效的准备</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">谈判策略演
练</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">谈判中如何
控制节奏</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">如何打破谈
判僵局</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">利用买卖双
方优劣势谈</span><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 9.0pt; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New
Roman'">判</span><span lang="EN-US" style="mso-bidi-font-size: 9.0pt"><O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><font size="3"><span style="FONT-FAMILY: 宋体; mso-bidi-font-size: 9.0pt; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New
Roman'">有效谈判应注意的事项</span><span lang="EN-US" style="mso-bidi-font-size: 9.0pt"><O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">推你下水学
游泳</span><span lang="EN-US" style="COLOR: black">-</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman';
mso-hansi-font-family: 'Times New Roman'">累积和修炼</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops: 15.75pt"><font
size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">你的谈判能力</span><span
lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">采购高手经
验谈</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 5.25pt; LINE-HEIGHT: 150%; mso-line-height-rule: exactly; tab-stops:
15.75pt"><b style="mso-bidi-font-weight: normal"><font size="3"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman';
mso-hansi-font-family: 'Times New Roman'">采购谈判演练与分析</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></font></b></p>
<p style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; LINE-HEIGHT: 150%"><b style="mso-bidi-font-weight: normal"><span style="COLOR: black; FONT-FAMILY: 宋体
; mso-bidi-font-size: 12.0pt; mso-bidi-font-family: Times New Roman; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN;
mso-bidi-language: AR-SA; mso-ascii-font-family: Times New Roman; mso-hansi-font-family: Times New Roman"><font size="3">行胜于言：行动从这里开
始</font></span></b></p>
</td>
</tr>
<tr>
<td width="100%" colSpan="8" height="138">
<p style="LINE-HEIGHT: 150%"><b><span lang="EN-US"><font color="#ff0000"><font size="4">讲师介绍:</font> </font>
Mr. Lee</span><span style="FONT-FAMILY: 宋体">（北京）</span></b><span style="FONT-FAMILY: 宋体">北京天渊诚信管理顾问公司特别聘职业培训
师，</span><span lang="EN-US">MBA</span><span style="FONT-FAMILY: 宋体">，企业培训发展顾问，采购与供应管理项目组核心成员。曾在</span><span style="FONT-FAMILY: 宋体;
mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">著名公司担任采购专员、采购主管、内部培训师，</span><span style="FONT-FAMILY: 宋
体">目前专职从事采购管理培训与咨询服务、生产运作管理与企业效率改善、教育训练与人力资源开发。其培训以活泼、互动、启发、体验见长，倡导“</span><span
lang="EN-US">MBA</span><span style="FONT-FAMILY: 宋体">式”培训方法，强调学员的充分参与和讨论。主要培训课程有采购谈判、采购成本管理、现场运作与改善、企业教练技能技
巧等。累计受训学员超过<span lang="EN-US">5000人，近期部分学员来自菲尼克斯、大连ITT、ABB、富士施乐、西门子、联想、三星电子、奇瑞汽车、东风本田、LG同创、株洲电力机车
、美的、威海豪顿华、上海航星机械、太古可口可乐、正大集团、汇源果汁、青岛啤酒等企业。</span></span></p>
</td>
</tr>
<tr>
<td width="100%" colSpan="8" height="115">
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 17.85pt; TEXT-INDENT: -17.85pt; LINE-HEIGHT: 150%; mso-line-height-rule:
exactly; tab-stops: list 18.0pt left 21.0pt 26.25pt; mso-list: l2 level1 lfo3"><span lang="EN-US" style="COLOR: red; FONT-FAMILY: 宋体; mso-bidi-font-weight: bold">
★<span style="FONT: 7pt 'Times New Roman'">
</span></span><b><span style="COLOR: red; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">培训
对象：</span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">制造型企业采购与供应人员、供应商管
理人员、商务谈判人员等采购工作相关人员。</span><span lang="EN-US"><O:P>
</O:P>
</span></b></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 17.85pt; TEXT-INDENT: -17.85pt; LINE-HEIGHT: 150%; mso-line-height-rule:
exactly; tab-stops: list 18.0pt left 21.0pt 26.25pt; mso-list: l2 level1 lfo3"><span lang="EN-US" style="COLOR: red; FONT-FAMILY: 宋体; mso-bidi-font-weight: bold">
★<span style="FONT: 7pt 'Times New Roman'">
</span></span><b><span style="COLOR: red; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">培训
费用：</span><span lang="EN-US" style="COLOR: black">2200</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman';
mso-hansi-font-family: 'Times New Roman'">元</span><span lang="EN-US" style="COLOR: black">/</span><span style="COLOR: black; FONT-FAMILY: 宋体;
mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">人（含培训、午餐、证书、资料），住宿统一安排，费用自理。</span><span
lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></b></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 17.85pt; TEXT-INDENT: -17.85pt; LINE-HEIGHT: 150%; mso-line-height-rule:
exactly; tab-stops: list 18.0pt; mso-list: l0 level1 lfo2"><span lang="EN-US" style="COLOR: red; FONT-FAMILY: 宋体; mso-bidi-font-weight: bold">★<span style="FONT:
7pt 'Times New Roman'">
</span></span><b><span style="COLOR: red; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">优惠
条件：</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">同一企业</span><span
lang="EN-US" style="COLOR: black">3</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New
Roman'">人以上参加培训，可赠送</span><span lang="EN-US" style="COLOR: black">1</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New
Roman'; mso-hansi-font-family: 'Times New Roman'">个免费名额。</span><span lang="EN-US" style="COLOR: black"><O:P>
</O:P>
</span></b></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 17.85pt; TEXT-INDENT: -17.85pt; LINE-HEIGHT: 150%; mso-line-height-rule:
exactly; tab-stops: list 18.0pt; mso-list: l3 level1 lfo1"><span lang="EN-US" style="COLOR: red; FONT-FAMILY: 宋体">★<span style="FONT: 7pt 'Times New
Roman'">
</span></span><b><span style="COLOR: red; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">报名
方法：</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">填写报名回执表并发传
真或发</span><span lang="EN-US" style="COLOR: black">Email</span><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman';
mso-hansi-font-family: 'Times New Roman'">确认即可，培训前</span><span lang="EN-US" style="COLOR: black">5</span><span style="COLOR: black; FONT-FAMILY: 宋体;
mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">天发“具体培训通知”。</span></b></p>
<p class="MsoNormal" style="MARGIN-TOP: 0px; MARGIN-BOTTOM: 0px; MARGIN-LEFT: 17.85pt; TEXT-INDENT: -17.85pt; LINE-HEIGHT: 150%; mso-line-height-rule:
exactly; tab-stops: list 18.0pt; mso-list: l3 level1 lfo1"><span lang="EN-US" style="COLOR: red; FONT-FAMILY: 宋体">★<span style="FONT: 7pt 'Times New
Roman'">
</span></span><b><span style="COLOR: red; FONT-FAMILY: 宋体; mso-ascii-font-family: Times New Roman; mso-hansi-font-family: Times New Roman">咨询电
话</span><span lang="EN-US" style="COLOR: red">:<span style="mso-spacerun: yes">
</span></span><span lang="EN-US" style="COLOR: black">010-86047721<span style="mso-spacerun: yes">
13911338203 </span><a href="mailto:Email：tyst-training@263.net">Email</a></span><a href="mailto:Email
：tyst-training@263.net"><span style="COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New
Roman'">：</span><span lang="EN-US" style="COLOR: black">tyst-training@263.net</span></a><span lang="EN-US" style="COLOR: black">
</span></b></p>
</td>
</tr>
<tr>
<td width="100%" colSpan="8" height="21">
<p align="center"><font color="#0000ff" size="3"><b>
报名回执(传真:010-82386406
报名邮箱 <a href="mailto:tyst-training@263.net">tyst-training@263.net</a>) </b></font><b><span lang="EN-US"
style="COLOR: black">
王小姐 </span></b></p>
</td>
</tr>
<tr>
<td width="100%" colSpan="8" height="16"><font lang="ZH-CN" face="??ì?,SimSun" size="3"><b>培训联系人：</b></font><b><font size="3"><font lang="ZH-CN"
face="??ì?,SimSun">
</font> </font><font lang="ZH-CN" face="??ì?,SimSun" size="3">电话：</font><font
size="3">
</font><font lang="ZH-CN" face="??ì?,SimSun" size="3">传真：</font><font
size="3">
</font><font lang="ZH-CN" face="??ì?,SimSun" size="3">手机：</font><font size="3"><font lang="ZH-CN"
face="??ì?,SimSun">
</font>Email:</font></b></td>
</tr>
<tr>
<td align="middle" width="11%" height="16"><b>姓名</b></td>
<td align="middle" width="22%" height="16"><b> </b></td>
<td align="middle" width="11%" height="16"><b>手机</b></td>
<td align="middle" width="22%" colSpan="2" height="16"><b> </b></td>
<td align="middle" width="11%" height="16"><b>部门/职务</b></td>
<td align="middle" width="23%" colSpan="2" height="16"><b> </b></td>
</tr>
<tr>
<td align="middle" width="11%" height="16"><b>姓名</b></td>
<td align="middle" width="22%" height="16"><b> </b></td>
<td align="middle" width="11%" height="16"><b>手机</b></td>
<td align="middle" width="22%" colSpan="2" height="16"><b> </b></td>
<td align="middle" width="11%" height="16"><b>部门/职务</b></td>
<td align="middle" width="23%" colSpan="2" height="16"><b> </b></td>
</tr>
<tr>
<td align="middle" width="11%" height="16"><b>姓名</b></td>
<td align="middle" width="22%" height="16"><b> </b></td>
<td align="middle" width="11%" height="16"><b>手机</b></td>
<td align="middle" width="22%" colSpan="2" height="16"><b> </b></td>
<td align="middle" width="11%" height="16"><b>部门/职务</b></td>
<td align="middle" width="23%" colSpan="2" height="16"><b> </b></td>
</tr>
<tr>
<td width="11%" height="16"><b>付款方式</b></td>
<td width="44%" colSpan="3" height="16"><b>现金( )
电汇( ) 汇款( ) 支票(
)</b></td>
<td width="11%" height="16"><b>总金额</b></td>
<td width="11%" height="16"><b> </b></td>
<td width="11%" height="16"><b>是否住宿</b></td>
<td width="12%" height="16"><b> </b></td>
</tr>
<tr>
<td width="100%" colSpan="8" height="16">
<p align="center"><b><font size="3">开户行:农业银行北京分行海东支行
帐号:250501040011227 户名:北京天渊诚信管理顾问有限责任公司</font></b></p>
</td>
</tr>
</tbody>
</table>
</table>
