課程一覽 | ITBS國貿學苑

1. A.商務談判技巧:
   1.談判之原理原則 (Principles of negotiation)
   2.談判所須具備之基本技能 (Skills of effective negotiation)
   3.談判之5大步驟 (5 Stages of negotiation)
   4.實力在談判之影響及權力之種類 (Power in negotiation)
   5.實力之種類(Types of power)
   6.贏得戰役或贏得戰爭? (Winning a battle or a war?)
   7.B2B 談判之個案討論 (B2B negotiation case study)
   8.談判中應避免之錯誤( Mistakes to avoid in negotiation)
   9.如何捍衛你的價格? (How to defence your price?)
   10.如何應付對手之恫嚇? (How to handle scare tactics?)
   11.如何處理讓步與妥協? (How to manage concession?)
   12.如何增進談判技能? (How to improve negotiation skills?)
   13.電影精彩談判場景解析 (Negotiation case studies from movies)
   14.貿易談判中常見之妥協項目(A list of B2B general concession items)
   15.各國的談判風格? (Negotiation styles by nations)
   16.貿易英語談判演練 (Negotiation Practices)
   B. 商務談判英語:
   1. 如何架構及控制談判會議:
   -How to establish the purpose of a meeting?
   -How to establish a structure for a meeting?
   -How to limit the scope of a meeting?
   -Scenario practice
   2.談判中之〝確認〞及〝澄清〞
   -How to confirm what the other person has said?
   -How to clarify information?
   -How to rephrase what the other person has said?
   -Scenario practice
   3.探討突破將僵局之可能性
   -How to suggest ideas?
   -How to attach conditions to suggestions?
   -How to ask the other side to consider options?
   -How to indicate areas of agreement?
   -How to ask for a response to a suggestion?
   -Scenario practice
   4.如何建立觀點?
   -How to explain your side’s point of view?
   -How to ask the other side to understand your viewpoint?
   -How to find out the other side’s viewpoint?
   -Scenario practice
   5.如何結束談判會議?
   -How to end a discussion?
   -How to give an ultimatum?
   -How to refuse to make a commitment?
   -Scenario practice
   C.TED 簡報技巧:
   1.TED特寫
   a.獨特的點子,創意或故事 (Idea is king)
   b.視覺化 (Visualization)
   c.TED精彩案例解析 (Iconic samples of TED speech)
   2.TED簡報目標達成之6步驟 (6 steps to reach your goals)
   a.傳達信息 (Information)　
   b.教育訓練 (Training)
   c.說服 (Convincing)
   d.娛熱觀眾 (Entertaining)
   e.觸動情感 (Touch emotion)　
   f.導致行動 (Lead to actions)
   3.TED簡報之準備工作 (Preparation of presentation)
   a.設定簡報目標 (Set your goals)　
   b.如何分析您的觀眾 (Analyze your audience)
   c.簡報內容 (Create contents)
   e.簡報架構 (Structure of presentation) 　
   4.TED簡報內容: (Create contents)
   a.簡報設計之創意來源 (Where is your idea from?)
   b.常用架構型態 (Common structure/pattern)
   c.腦力激盪法 (Brain Storming)
   d.與觀眾之關切及您之目標相關 (Related to the audience & your goals)
   e.如何支持你的論點? (How to support your points?)
   f.強化視覺輔助 (Enhance visual aids)
   5.肢體語言之運用: (Body language)
   a.眼睛 (Eyes)；b.聲音(Voice)；c.表情 (Facial expression)；d.儀表 (Dressing)；e.手、腳姿態 (Gestures)
   6.說故事的邏輯架構: 故事說得精采是成交之關鍵
   7.成功簡報的黃金比率:7/38/55 (Golden ratio of presentation)
   8.Steve Jobs簡報技巧解析 (Analysis of Steve Jobs’ presentation skills)
   9.向世界演講冠軍學習 (Inspired by world speech champion)
   10.案例分享: Carson如何感動，說服ICRT? (How did Carson convince ICRT?)
   11.簡報魅力之要素 (How to develop presentation charisma? )
   12.Q & A 應對處理技巧 (How to handle Q & A?)
   13.簡報評量查核表 (Presentation evaluation checking list)

預期效益

預期一般企業與相關從業人員講習結業後，將加深對商務英文談判與TED簡報技巧瞭解，俾利業務順利推展。