案例分析：CraigstoneCorporation

Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,二级,三级,四级,五级,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,二级,三级,四级,五级,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,单击此处编辑母版标题样式,单击此处编辑母版文本样式,二级,三级,四级,五级,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,二级,三级,四级,五级,*,小组汇报：情境,1,合伙人们支持这项合理化建议，并且认为你们做得很好。你认为他们很有可能接受你们的建议。,Craigstone Corporation,Travel Policy Rationalization,2,Growth vs Challenges,Rapid Growth,250 consultants,Growing across Europe and North America,Leads to Challenges,Costs growing faster than personnel,Concern from clients,Low efficiency in operations,Transition from,Startup to Enterprise,3,Why focus on Travel costs?,Substantial Savings,More competitive,Improves bottom line,Step towards Standardization,4,Our Options!,Thomas Baker,5%annual savings,Broadest Coverage,Concerns,Lack of out of business hours service support,Aquamarine Travel,5%annual savings,Negotiable,Concerns,Not strong Global presence,Canada Express,5%annual savings,Charge Card benefits,Savings of cost in terms of no claims policy by individuals,Concerns,Lack of service in remote part of the world,5,情境,1,：沟通方法推荐,直接沟通法（,Direct Structure),单边论证,(One-sided Argument),Criaigstone,Corporation,Our choice:,Canada Express,7,Criaigstone,Corporation,Why CanEx/benefits,Value,For,Money,Expense,Rebate,World,Wide,Office,Customized,Service,CanEx,Thomas Baker,Aquamarine,8,Criaigstone,Corporation,Service coverage,9,Criaigstone,Corporation,Thank you!,Q&A,10,小组汇报：情境,2,部分合伙人偏爱现行的不受上层约束的政策，因为这样他们可以继续和自己最喜欢的旅行社合作。其他人则强烈支持只与一家旅行社合作，从而在差旅费部分节省成本。同时合伙人们也对你们委员会有不同看法，有些合伙人厌恶对旧的行事规则的任何改变。,Craigstone Corporation,New Travel Policy,cut cost and save time,12,Purpose,Cutting,costs,and reducing administrative overhead per consultant,Improving,efficiency,Meet consultants,demands,13,Canada Express,Criteria,Cost,Efficiency,Service,Time flexibility,14,What,Canada Express,can provide?,Cost 5%+1%,Efficiency,Service,15,情境,2,：沟通方法推荐,间接沟通法（,Indirect Structure),双边论证,(Two-sided Argument),Our business experienced Rapid Growth,2008-2012 fiscal year,17,Suffering high administration cost,Travel cost,Overheads,Office supplies,18,Cut the cost to achieve Further Growth,Laissez-faire Single travel agency,19,Lack of dependable service,Long trip bad experience,some.,Limited coverage,5%,5%+1%,5%+,%,20,12,000,000$,6%,720,000$,21,小组汇报：情境,3,大多数合伙人支持更节省成本的单一旅行社的建议。他们对于你们委员会也相对肯定，但他们也不会在未经仔细考虑的情况下就盲目同意你们的建议。在这种情形下，他们对于究竟选择那一家旅行社的意见是强烈和多样的。一部分人支持,Aquamarine Travel,，认为个性化的服务和争取到更高折扣的可能性使它成为最佳选择。另一些人偏爱,Thomas Baker,，因为它的服务范围最广，并且办事处遍布世界各地。还有一部分人支持,CanEx,，觉得通过使用它们的消费卡服务获得更多折扣是一项决定性因素。,Revenue COST,Why the change?,23,Company,+,-,Thomas,Baker Intl.,5%discount,Better,coverage,Lack,of Customer service(outside business hour),Canada Express,Some,bad,past experience,Aquamarine,Travel,5%discount,Relationship Discount,Limited,coverage,OPTions,24,Canada Express,Why?,Additional 1%reduction,More Coverage than Aquamarine,More Saving than Thomas Baker,Reduction of Administrative Cost,Bargaining Power,Recommendation,25,Canada Express is the way to go,Highest extra savings(6%,$720,000,),More coverage office in the world,Service commitment from agency,Consultant can keep their own,Frequent Flyer Miles,CONclusion,26,情境,3,：沟通方法推荐,直接沟通法,(Direct Structure),双边论证,(Two-sided Argument),Scenario 3,-,We chose Canada Express,28,Company,Name,24,hours service,Coverage,Discount,Thomas,Baker,High,5%,Canada,Express,High,5%+,1%(120,000),Aquamarine,Local,5%,Comparison,29,Benefit,30,Solutions,Whats the Shortage?,Bad experiences in remote area,Whats the solutions?,-Plan early,31,Q&A Thanks!,32,总结,Direct vs.Indirect Structure:,Indirect,Structure,low,Audience,Bias,high,positive,Direct,Structure,negative,Your,Credibility,high,low,Audience,Involvement,Direct,Structure,Direct,Structure,Presenting the Argument:One-Sided or Two-Sided?,Audience,Bias,Opposition,Expected,Two Sided,One Sided,Negative,Positive or Neutral,No,Yes,