需求和给予.pptxVIP

需求和给予需求与给予 Needs Offers目的：帮助了解利益相关者彼此的诉求，并找出互相可以给予对方的接受条件；促进沟通与共识。步骤：决定双方要达成的共同目标分组头脑风暴、列出其他部门诉求对诉求优先级排序部门间澄清诉求 针对对方的诉求，按不同程度给予回复 （A＝完全支持，B＝有限度支持，C＝有条件交换，D＝拒绝）时间： 共60分钟 （15 ＋ 25 ＋ 20）分钟提升合格率和降低成本 需求和给予（支持）我们对你们有怎样的期待和需求，以便提升效能为了提升效能，我们可以给你们哪些支持部门需求部门给予我们的需求达成至关重要目标，需要其它部门（2个）哪些支持？对方的名字内容言简意赅（动宾结构）避免一般好主意积极正向描述写下需求针对组2的Needs针对组4的Needs针对组3的Needs停车场Parking Lot每组列出针对其他组的主要需求对其他组的需求，每组最多2个 优先排序：对目标实现影响最大的2个个人或部门名字XXXXXXXXXXXXX需求1需求2对方的名字内容言简意赅（动宾结构）避免一般好主意积极正向描述需求澄清组2组1：3人留守澄清1人 确认需求1人 确认需求1 人 确认需求组3组4需求澄清针对提出的需求，做出给予的回应部门找到对自己的需求向提出方澄清需求（问问题，不评判）双方确认需求提供给予各组就收集到的需求讨论，并给出支持回应回应支持的ABCDA - Absolute Support完全支持B - Bounded Support有限度支持C - Conditional Support有条件交换D - Decline/Denied不支持/拒绝 需求和给予达成状态个人或部门名字需求1需求1B需求2需求2C需求3需求3A需求4需求4A需求5需求5D真实的需求和给予， 不要Role Play时间： 共60分钟 （15 ＋ 25 ＋ 20）分钟There are 3 steps in the exercise, Please refer to the detailed instruction sent.The objective is for 2 groups with different objectives to express what each need from the other, treating each other as partners, thereby maximizing the values of the co-operation!Step 1. Established common goalsStep 2. Established and Prioritize Needs Each side list their needs (there are 5 spaces on the flip chart to fill in each side’s needs, more flips if needed). Roche needs from their counterpart 1,2,3…5.Their counterpart(get those students who are most familiar with clients knowledge to play counterparts) list their needs.After needs are written vote on the column “Rating” to decide what are their prioritiesEach side visit the other to understand their needs and ask for clarifications.Step 3. Give OffersOffer the other side based on A Absolute SupportB Bounded (with limit, for eg. Yes within a limited budget)C Conditional (trade. If you can gives us this, we can give you that)D Declined. Giving clear signal that it cannot be done early on is also useful in managing expectations目的：帮助了解利益相关者彼此的诉求，并找出互相可以给予对方的接受条件；促进沟通与共识。步骤：决定双方要达成的共同目标分组头脑风暴、列出其他部门诉求对诉求优先级排序部门间澄清诉求 针对对方的诉求，按不同程度给予回复 （A＝完全支持，B＝有限度支持，C＝有条件交换