IPE美世职位评估自动计分表(实用)

IPE职位评估计分生成系统职位名称：因素维度评定等级等级评估分值千分制转换TotalpointrangePositionClasskilo影响组织规模组织类型制造和销售9.5282233.326-50401员工总数7032人51-75412营业额9500万元76-100423影响性质和范围介于战略和远见性之间12.5101-125434职位贡献程度部分126-150445沟通沟通类型介于谈判与策略性谈判之间4.58268151-175456涉及利益架构外部共享利益2176-200467创新期望水平创造/概念化510587201-225478复杂程度多维的4226-250489知识知识水平部门知识杰出/宽广工作经验7218180251-2754910职位角色多团队经理3276-3005011应用宽度本地1301-3255112合计66687568.3326-3505213351-3755314376-4005415401-4255516426-4505617451-4755718476-5005819501-5255920526-5506021551-5756122576-6006223601-6256324626-6506425651-6756526676-7006627701-7256728726-7506829751-7756930776-8007031801-8257132826-8507233851-8757334876-9007435901-9257536926-9507637951-9757738976-100078391001-102579401026-105080411051-107581421076-110082431101-112583441126-115084451151-117585461176-120086471201-1225874811说明：1、确定本身属于以下哪一类别的组织，请点击绿色表格中的白色圆形选项标签。交付/产出222、在员工总数和营业额对应的绿色栏内输入被评职位的组织规模数据。（其中营业额指组织的销售额、资产或成本/预算）操作2.533、员工总数和营业额绿色栏下显示的是自动计算的组织规模等级，黄色区域显示两数平均值。如需取整，应视员工总数和营业额在右表中对应上下限的位置，向靠得更近的上下限倾斜（可适当微调输入数值）战术34注：如组织运作少于3年，请用第三年预算的营业额策略3.55远见46员工总数(人)营业额（万元）组织规模等级组织规模等级营业额（万元）员工总数（人）233.323贡献度4.57703295009.5下限上限下限上限122.533.544.555.566.577.588.599.51010.51111.51212.51313.51414.51515.516175812714,60010组织规模14.112.416.528925619820.725.619834710730.633.471074380236.441.322314049646.349.17355371952.159.090909090966.169.008264462871.978.925619834786.088.842975206691.798.7603305785105.8108.6776859504111.6116.5289256198121.5124.7933884298128.1133.4710743802138.8145.55.5924,6009,30010251.54.13223140512.396694214916.528925619820.661157024826.446280991732.231404958735.537190082638.842975206645.04132231451.239669421553.30578512455.371900826462.603305785169.834710743872.933884297576.033057851283.471074380290.909090909194.214876033197.520661157104.958677686112.3966942149115.7024793388119.0082644628124.3801652893129.7520661157133.4710743802137.1900826446142.9752066116148.7603305785156.198347107461039,30018,500255024.112.416.528925619820.727.272727272733.937.603305785141.348.760330578556.257.438016528958.766.115702479373.676.859504132280.288.016528925695.999.5867768595103.3111.1570247934119.0122.7272727273126.4132.2314049587138.0142.1487603306146.3152.479338843158.7166.96.511组织类型418,50037,100501002.54.13223140512.396694214916.528925619820.661157024828.099173553735.537190082639.669421487643.801652892650.413223140557.024793388459.504132231461.983471074469.628099173677.272727272780.785123966984.297520661292.5619834711100.826446281104.958677686109.0909090909117.3553719008125.6198347107129.7520661157133.8842975207140.0826446281146.2809917355150.826446281155.3719008264161.9834710744168.5950413223177.685950413271220倍数营业额(万元)1900001537,10074,20010020034.112.416.528925619820.728.925619834737.241.735537190146.352.066115702557.961.570247933965.373.140495867881.084.710743801788.497.1074380165105.8110.3305785124114.9123.5537190083132.2136.7768595041141.3147.9338842975154.5159.5041322314164.5171.4876033058178.5188.47.513基于销售额或费用收入制造和销售20674,200148,3002004003.54.13223140512.396694214916.528925619820.661157024829.752066115738.842975206643.801652892648.760330578554.752066115760.743801652964.669421487668.595041322376.65289256284.710743801788.636363636492.5619834711101.652892562110.7438016529115.7024793388120.6611570248129.7520661157138.8429752066143.8016528926148.7603305785155.7851239669162.8099173554168.1818181818173.5537190083180.9917355372188.4297520661199.173553719814商业服务207148,300296,70040080044.112.416.528925619820.730.578512396740.545.86776859551.257.438016528963.667.768595041371.980.165289256288.492.561983471196.7106.1983471074115.7121.0743801653126.4135.9504132231145.5150.826446281156.2163.6363636364171.1176.8595041322182.6190.4958677686198.3209.98.515投资银行208296,700519,20080014004.54.13223140512.396694214916.528925619820.661157024831.404958677742.148760330647.933884297553.719008264560.123966942166.528925619870.86776859575.206611570283.677685950492.148760330696.4876033058100.826446281110.7438016529120.6611570248126.4462809917132.2314049587142.1487603306152.0661157025157.8512396694163.6363636364171.4876033058179.3388429752185.5371900826191.7355371901200208.2644628099220.6611570248916组装和销售89519,200908,6001400250054.112.416.528925619820.732.231404958743.85056.262.809917355469.473.966942148878.587.190082644695.9100.4132231405105.0115.2892561983125.6131.8181818182138.0148.347107438158.7164.8760330579171.1179.3388429752187.6194.2148760331200.8209.5041322314218.2231.49.517保险810908,6001,590,100250040005.54.13223140512.396694214916.528925619820.661157024833.057851239745.454545454552.066115702558.677685950465.495867768672.314049586877.066115702581.818181818290.702479338899.5867768595104.3388429752109.0909090909119.8347107438130.5785123967137.1900826446143.8016528926154.5454545455165.2892561983171.9008264463178.5123966942187.1900826446195.867768595202.8925619835209.9173553719219.0082644628228.0991735537242.14876033061018销售5111,590,1002,782,7004000700064.112.416.528925619820.733.884297520747.154.13223140561.268.181818181875.280.165289256285.194.2148760331103.3108.2644628099113.2124.3801652893135.5142.5619834711149.6160.7438016529171.9178.9256198347186.0195.041322314204.1211.5702479339219.0228.5123966942238.0252.910.519零售5122,782,7004,869,7007000120006.54.13223140512.396694214916.528925619820.661157024834.710743801748.760330578556.198347107463.636363636470.86776859578.099173553783.264462809988.429752066197.7272727273107.0247933884112.1900826446117.3553719008128.9256198347140.4958677686147.9338842975155.3719008264166.9421487603178.5123966942185.9504132231193.3884297521202.8925619835212.3966942149220.2479338843228.0991735537238.0165289256247.9338842975263.63636363641120贸易4134,869,7007,304,500120001800074.112.416.528925619820.735.537190082650.458.264462809966.173.553719008381.086.363636363691.7101.2396694215110.7116.1157024793121.5133.4710743802145.5153.305785124161.2173.1404958678185.1192.9752066116200.8210.7438016529220.7228.9256198347237.2247.520661157257.9274.411.521基于成本/预算制造业20147,304,50010,956,80018000270007.54.13223140512.396694214916.528925619820.661157024836.363636363652.066115702560.330578512468.595041322376.239669421583.884297520789.462809917495.041322314104.7520661157114.4628099174120.041322314125.6198347107138.0165289256150.4132231405158.6776859504166.9421487603179.3388429752191.7355371901200208.2644628099218.5950413223228.9256198347243.8016528926258.6776859504270.4545454545282.2314049587299.58677685951222研究和开发201510,956,80016,435,200270004000084.112.416.528925619820.737.190082644653.762.396694214971.178.925619834786.892.561983471198.3108.2644628099118.2123.9669421488129.8142.5619834711155.4164.0495867769172.7185.5371900826198.3207.0247933884215.7226.4462809917237.2258.6776859504280.2293.3884297521306.6324.812.523政府服务201616,435,20024,652,80040000600008.54.13223140512.396694214916.528925619820.661157024838.016528925655.371900826464.462809917473.553719008381.611570247989.669421487695.6611570248101.652892562111.7768595041121.9008264463127.8925619835133.8842975207147.1074380165160.3305785124169.4214876033178.5123966942191.7355371901204.958677686214.0495867769223.1404958678240.4958677686257.8512396694273.5537190083289.2561983471302.8925619835316.5289256198335.53719008261324基于资产零售或商业银行11724,652,80036,979,2006000010000094.112.416.528925619820.738.842975206657.066.528925619876.084.297520661292.698.7603305785105.0115.2892561983125.6131.8181818182138.0151.652892562165.3174.7933884298184.3197.9338842975211.6221.0743801653230.6254.5454545455278.5288.4297520661298.3312.3966942149326.4346.313.525地产/物业11836,979,20055,468,8001000001500009.54.13223140512.396694214916.528925619820.661157024839.669421487658.677685950468.595041322378.512396694286.983471074495.4545454545101.8595041322108.2644628099118.8016528926129.3388429752135.7438016529142.1487603306156.1983471074170.2479338843180.1652892562190.0826446281204.132231405218.1818181818233.2644628099248.347107438267.5619834711286.7768595041297.1074380165307.4380165289321.9008264463336.3636363636357.024793388414261955,468,80083,203,200150000225000104.112.416.528925619820.740.495867768660.370.661157024881.089.669421487698.3104.958677686111.6122.3140495868133.1139.6694214876146.3160.7438016529175.2185.5371900826195.9210.3305785124224.8245.4545454545266.1280.5785123967295.0305.7851239669316.5331.4049586777346.3367.814.5272083,203,2000.022500010.54.13223140512.396694214916.528925619820.661157024841.322314049661.983471074472.727272727383.471074380292.3553719008101.2396694215108.0578512397114.8760330579125.826446281136.7768595041143.5950413223150.4132231405165.2892561983180.1652892562190.9090909091201.652892562221.694214876241.7355371901257.6446280992273.5537190083288.4297520661303.305785124314.4628099174325.6198347107340.9090909091356.1983471074378.51239669421528114.112.416.528925619820.742.148760330663.674.793388429886.095.041322314104.1111.1570247934118.2129.3388429752140.5147.520661157154.5169.8347107438185.1196.2809917355207.4233.0578512397258.7269.8347107438281.0296.2809917355311.6323.1404958678334.7350.4132231405366.1389.315.52911.54.13223140512.396694214916.528925619820.661157024842.975206611665.289256198376.859504132288.429752066197.7272727273107.0247933884114.2561983471121.4876033058132.8512396694144.2148760331151.4462809917158.6776859504174.3801652893190.0826446281205.7851239669221.4876033058243.3884297521265.2892561983276.8595041322288.4297520661304.132231405319.8347107438331.8181818182343.8016528926359.9173553719376.03305785124001630124.112.416.528925619820.743.801652892666.978.925619834790.9100.4132231405109.9117.3553719008124.8136.3636363636147.9155.3719008264162.8178.9256198347195.0215.2892561983235.5253.7190082645271.9283.8842975207295.9311.9834710744328.1340.4958677686352.9369.4214876033386.0410.7173112.54.13223140512.396694214916.528925619820.661157024844.628099173668.595041322380.991735537293.3884297521103.0991735537112.8099173554120.4545454545128.0991735537139.8760330579151.652892562159.2975206612166.9421487603187.6033057851208.2644628099224.7933884298241.3223140496259.9173553719278.5123966942290.9090909091303.305785124319.8347107438336.3636363636349.173553719361.9834710744378.9256198347395.867768595421.4876033058134.112.416.528925619820.745.454545454570.283.057851239795.9105.7851239669115.7123.5537190083131.4143.3884297521155.4163.2231404959171.1196.2809917355221.5234.2975206612247.1266.1157024793285.1297.9338842975310.7327.6859504132344.6357.8512396694371.1388.4297520661405.8432.213.54.13223140512.396694214916.528925619820.661157024846.280991735571.900826446385.123966942198.347107438108.4710743802118.5950413223126.652892562134.7107438017146.9008264463159.0909090909170.2479338843181.4049586777203.9256198347226.4462809917239.6694214876252.8925619835272.3140495868291.7355371901304.958677686318.1818181818335.5371900826352.8925619835366.5289256198380.1652892562397.9338842975415.7024793388442.9752066116144.112.416.528925619820.747.107438016573.687.1900826446100.8111.1570247934121.5129.7520661157138.0150.4132231405162.8177.2727272727191.7211.5702479339231.4245.041322314258.7278.5123966942298.3311.9834710744325.6343.3884297521361.2375.2066115702389.3407.4380165289425.6453.714.54.13223140512.396694214916.528925619820.661157024847.933884297575.206611570289.2561983471103.305785124113.8429752066124.3801652893132.8512396694141.3223140496157.0247933884172.7272727273184.2975206612195.867768595216.1157024793236.3636363636250.4132231405264.4628099174284.7107438017304.958677686319.0082644628333.0578512397351.2396694215369.4214876033383.8842975207398.347107438416.9421487603435.5371900826464.4628099174154.112.416.528925619820.748.760330578576.991.3223140496105.8116.5289256198127.3135.9504132231144.6163.6363636364182.6191.3223140496200.0220.6611570248241.3255.7851239669270.2290.9090909091311.6326.0330578512340.5359.0909090909377.7392.5619834711407.4426.4462809917445.5475.215.54.13223140512.396694214916.528925619820.661157024849.586776859578.512396694293.3884297521108.2644628099119.2148760331130.1652892562141.1157024793152.0661157025169.2148760331186.3636363636195.2479338843204.132231405225.2066115702246.2809917355261.1570247934276.0330578512297.1074380165318.1818181818333.0578512397347.9338842975366.9421487603385.9504132231401.2396694215416.5289256198435.9504132231455.3719008264485.9504132231164.112.416.528925619820.750.413223140580.295.4545454545110.7121.9008264463133.1146.2809917355159.5174.7933884298190.1199.173553719208.3229.7520661157251.2266.5289256198281.8303.305785124324.8340.0826446281355.4374.7933884298394.2409.9173553719425.6445.4545454545465.3496.716.54.13223140512.396694214916.528925619820.661157024851.239669421581.818181818297.520661157113.2231404959126.652892562140.0826446281151.4462809917162.8099173554178.305785124193.8016528926203.0991735537212.3966942149234.2975206612256.1983471074271.9008264463287.6033057851309.5041322314331.4049586777347.1074380165362.8099173554382.6446280992402.479338843418.5950413223434.7107438017454.958677686475.2066115702507.4380165289174.112.416.528925619820.752.066115702583.599.5867768595115.7131.4049586777147.1156.6115702479166.1181.8181818182197.5207.0247933884216.5238.8429752066261.2277.2727272727293.4315.7024793388338.0354.132231405370.2390.4958677686410.7427.2727272727443.8464.4628099174485.1518.217.54.13223140512.396694214916.528925619820.661157024852.892561983585.1239669421102.6859504132120.2479338843135.1239669421150159.7107438017169.4214876033185.3305785124201.2396694215210.9504132231220.6611570248243.3884297521266.1157024793282.6446280992299.173553719321.9008264463344.6280991736361.1570247934377.6859504132398.347107438419.0082644628435.9504132231452.8925619835473.9669421488495.041322314528.9256198347184.112.416.528925619820.753.719008264586.8105.7851239669124.8138.8429752066152.9162.8099173554172.7188.8429752066205.0214.8760330579224.8247.9338842975271.1288.0165289256305.0328.0991735537351.2368.1818181818385.1406.1983471074427.3444.6280991736462.0483.4710743802505.0539.718.54.13223140512.396694214916.528925619820.661157024855.578512396790.4958677686108.8842975207127.2727272727141.5289256198155.7851239669165.9090909091176.0330578512192.3553719008208.6776859504218.8016528926228.9256198347252.479338843276.0330578512293.3884297521310.7438016529334.2975206612357.8512396694375.2066115702392.5619834711414.0495867769435.5371900826453.305785124471.0743801653492.9752066116514.8760330579550.4132231405194.112.416.528925619820.757.438016528994.2111.9834710744129.8144.2148760331158.7169.0082644628179.3195.867768595212.4222.7272727273233.1257.0247933884281.0298.7603305785316.5340.4958677686364.5382.2314049587400.0421.9008264463443.8461.9834710744480.2502.479338843524.8561.219.54.13223140512.396694214916.528925619820.661157024858.264462809995.867768595114.0495867769132.2314049587146.9008264463161.5702479339172.1074380165182.6446280992199.3801652893216.1157024793226.652892562237.1900826446261.5702479339285.9504132231304.132231405322.3140495868346.694214876371.0743801653389.2561983471407.4380165289429.7520661157452.0661157025470.6611570248489.2561983471511.9834710744534.7107438017571.9008264463204.112.416.528925619820.759.090909090997.5116.1157024793134.7149.5867768595164.5175.2066115702186.0202.8925619835219.8230.5785123967241.3266.1157024793290.9309.5041322314328.1352.8925619835377.7396.2809917355414.9437.6033057851460.3479.3388429752498.3521.4876033058544.6582.61、影响：此因素考虑到职位的影响性质并以贡献作为修正。首先决定职位影响的性质，然后决定贡献是有限、部分、直接、重要还是首要。完成某项 职责 岗位职责下载项目部各岗位职责下载项目部各岗位职责下载建筑公司岗位职责下载社工督导职责.docx 先看是谁在制作规程，对整个公司产生的影响层面.贡献是指在同一个影响层面上究竟有多少人来具体实现这个目标？1712.5贡献影响12345职位在它职责范围/操作中所具有的影响性质和范围，主要体现某个职位的权责。点5(*.5)的意思是指部分的做了上一级的工作，如3.5则部分的、大量的参与4层面的界定，但没有表决权。有限难于辩别对完成具体结果的贡献部分容易辨别的贡献，对结果的取得通常有间接影响直接指引行动路线，导致结果的取得，但上级对其有一定的指导作用,其对这个影响层面具有重要的作用.重要在第一线或根本的、权威性的显著贡献，上级对他的指导作用很小首要对于主要结果的取得起着决定性权威作用没有人指导,就自已说了算1交付性根据特定的 标准 excel标准偏差excel标准偏差函数exl标准差函数国标检验抽样标准表免费下载红头文件格式标准下载 和说明交付，即：做某项工作时有非常明确的方法和操作手册可以遵照执行。在密切的监督和指导下，跟从既定的步骤/流程完成自己的工作跟从宽泛的工作框架或标准，完成自己的工作并对工作涉及的范围有些影响根据特殊的操作目标，完成自己的工作并对工作范围产生直接影响完成自己的工作，并对于操作目标和工作范围有重要影响在工作范围内，对于更宽的操作目标有主要影响1.5介于1和2之间,但并不是只按照严格的生产规程就可完成,需要运用自已的经验和专业知识做一些小的改动、改变才能完成某个工作目标,但并不能完全独立完成.如技术工种基本在评在这个层面.员工中的机加工艺设计等等。上级要给他经常性的指导，无管理、有协调作用。2操作性给出了一定的工作目标,通过自已想办法来达到这个目标,工作的层面更大、更具体,上司对其给出一些政策性的、大的框架下的指导作用，并不给出如何完成此项工作的具体方式、方法。对目标完成的审核标准只有建议权，并不具有拍板权。并且有一定的管理职能。为达成目标、产生结果而工作，并以短期、操作性为主设定每天的目标，对工作范围有一些较长期的影响设定目标和产出结果，并对工作范围有直接、长期的影响设定目标和产出结果，并对相关的较宽的操作范围有重要的影响设定目标和产出结果，并对更宽广的操作范围内有首要的影响2.5介于2和3之间,对某个大的职能块的工作的完成具有格外重要的影响,如某个部门中占主要地位的处室。大职能里一个关键的职能，目标的实现对整个大目标的实现是最重要的。3战术性某个大的职能块的目标的完成,而不是某个具体工作的完成,如公司整体的财务职能、人事职能等等,并且这个大职能块必须与公司整体目标一致.一般部长才能达到这个层面.为达成目标、产生结果而工作，并以长期、战术性为主实施经营策略，对于事业部/职能部门结果有部份影响实施经营策略，对于事业部/职能部门结果有直接影响建立和实施业务策略，对于事业/职能部门结果有重大影响建立和实施业务策略，对于事业部/职能部门结果有首要影响3.5介于3和4之间，但部份的参与了4的职责，对4的层面的人具有很大的建议权、发言权，但不具有表决权与绩效考核权。如：人力资源部部长对公司人力资源这项策略具有很大的建议、发言权，但不具有最终的决策权，所以评在3.5.通常是某一块职能对企业来说是关键的，它要参与到整个公司目标的制定，主要是看是否能承担制定公司目标的职责，如重要的部长。4策略性、战略性对一家具体的企业而言，根据已制定的远景目标，来制定具体的实现方式、方法，具体分析如何利用人、财、物这些资源来实现这个目标的人设计和建议经营策略，对集团内事业部或组织产生有限影响设计和建议经营策略，并对集团内事业部或组织产生部份影响设计和建议经营策略，并对集团内事业部或组织产生直接影响设计和建议经营策略，并对集团内事业部或组织产生重大影响设计和建议经营策略，并对集团内事业部或组织产生首要影响4.5介于4和5之间，但部份的参与了5的职责，对5的层面的人具有很大的建议权、发言权，但不具有表决权与最终的绩效考核权5远见性制定组织的远景目标的人，领导一个组织发展和达到它的使命、远见和价值领导集团内一个组织或集团事业部。在战术问题上（例：定价、人力资源、财务政策等）接受其他单位或总部的完全支持/指示.<10%领导集团内一个组织或集团事业部。在经营业务的大多数方面，接受策略/政策上指示.(10~15)%领导集团内一个组织或集团事业部。接受其他单位或总部的一些支持和指示.(15~20)%领导一个独立的组织或多个组织或一个集团多个事业部，作出自己的决策。而这些决策可能对组织的长期战略产生影响。(20~30)%领导一个有多个组织或事业部的集团。为整个企业创建、沟通、实施企业的使命、远见和价值观。典型例子：董事局主席.30%以上11交付性有限影响贡献程度22.5介于交付和操作性之间有限有限部分直接重要主要34操作性有限交付1234545.5介于操作和战术性之间有限操作4567857战术性有限战术789101168.5介于战术和战略性之间有限策略1011121314710战略性有限远见1314151617811.5介于战略和远见性之间有限12345913远见性有限交付性12345102交付性部分介于交付和操作性之间2.53.54.55.56.5113.5介于交付和操作性之间部分操作性45678125操作性部分介于操作和战术性之间5.56.57.58.59.5136.5介于操作和战术性之间部分战术性7891011148战术性部分介于战术和战略性之间8.59.510.511.512.5159.5介于战术和战略性之间部分战略性10111213141611战略性部分介于战略和远见性之间11.512.513.514.515.51712.5介于战略和远见性之间部分远见性13141516171814远见性部分193交付性直接204.5介于交付和操作性之间直接216操作性直接227.5介于操作和战术性之间直接239战术性直接2410.5介于战术和战略性之间直接2512战略性直接2613.5介于战略和远见性之间直接2715远见性直接284交付性重要295.5介于交付和操作性之间重要307操作性重要318.5介于操作和战术性之间重要3210战术性重要3311.5介于战术和战略性之间重要3413战略性重要3514.5介于战略和远见性之间重要3616远见性重要375交付性首要386.5介于交付和操作性之间首要398操作性首要409.5介于操作和战术性之间首要4111战术性首要4212.5介于战术和战略性之间首要4314战略性首要4415.5介于战略和远见性之间首要4517远见性首要2、沟通：本因素着眼于职位所需要的沟通技巧。首先，决定任职者所需的沟通的类型，然后再选定对职位最困难和具挑战性的沟通及频率.同时谈判是最重要的分水岭,先要看是否具有一定的妥协与让步权利。1768复杂性沟通类型1234对于组织内外岗位的沟通职责。把握是否有谈判的性质。内部共享的利益在集团公司内，对问题的解决有共同愿望外部共享的利益在集团公司外，对问题的解决有共同愿望内部分歧的利益在集团公司内，目标上的冲突阻挠解决方案的达成外部分歧的利益在集团公司外，目标上的冲突阻扰解决方案的达成1传达通过表达、建议、手势或外表来沟通。传达基本事实。在同一组织内，向他人获取和提供信息对组织外获取和提供信息在同一组织内，向他人获取和提供信息，但需要用手法来避免冲突向外部团体获取和提供信息，但需采用手法来避免冲突1.5介于1和2之间,2交互和交流通过灵活和折衷的办法达成一致。利用专业领域的知识作一定的解释。在同一组织内，向他人解释事实、作法、政策等对外解释组织的事实、作法、政策等在同一组织内，由于过去的惯例或冲突的观点，限制了达成共识。在此情况下向他人解释事实、作法、政策等向外部团体解释事实、作法、政策等，他们可能是怀疑论者或勉强接受者2.5介于2和3之间,3影响未直接控制运作而引起变化，有影响性的沟通,但不进行不同利益间的谈判。进行有影响性的沟通，不进行有利益性的谈判（对内）在有强烈共同利益的同一组织内，向他人解释并说服他人接受新的概念、惯例和方法说服有共同愿望达成一致的外部团体，接受新的概念、惯例和方法在同一组织内，说服那些持怀疑态度或不愿接受新概念、惯例和方法的人说服那些持怀疑态度或不愿接受新概念、惯例和方法的外部团体3.5介于3和4之间，4谈判通过讨论和妥协控制沟通，达成 协议 离婚协议模板下载合伙人协议 下载渠道分销协议免费下载敬业协议下载授课协议下载 。进行本质上的谈判,但主要是价格与具体业务的谈判.独立的进行谈判，本质性的（可对外）在同一组织内，说服他人接受整个建议和 计划 项目进度计划表范例计划下载计划下载计划下载课程教学计划下载 ，并使各方愿意参与说服有共同愿望达成一致的外部团体，接受整个建议或计划在同一组织内，说服那些可能少有兴趣合作或参与的人，接受整个建议和计划说服那些可能少有兴趣合作或参与的外部团体，接受整个建议和计划4.5介于4和5之间，5策略性的谈判：在一个综合的具有长期意味的构架内，控制非常重要的沟通。所进行的谈判能对整个企业产生十分重要的影响,是公司策略上的谈判,如:在某个业务上要与某个企业形成战略同谋。做出的决定能影响到企业长期的发展，是策略性的谈判。在同一组织内，与一些有不同观点，但有共同目标的人达成具有战略重要性的协议在组织以外，与那些有不同观点，但有共同利益的人达成具有战略重要性的协议在同一组织内，与那些有不同远景和目标的人达成具有战略重要性的一致意见与组织外部那些有广泛不同远景的人达成具有战略重要性的协议复杂性1234内部共享利益外部共享利益内部分散利益内部分散利益1传达82125371.5介于传达与交流交互之间14.5272943.52交流交互213333502.5介于交流交互与影响之间273941.5563影响334550623.5介于影响与谈判之间3953.55872.54谈判456266834.5介于谈判与策略性谈判之间51.56872.5895策略性谈判5874799518传达1内部共享利益1214.5介于传达与交流交互之间1.5内部共享利益1321交流交互2内部共享利益1427介于交流交互与影响之间2.5内部共享利益1533影响3内部共享利益1639介于影响与谈判之间3.5内部共享利益1745谈判4内部共享利益1851.5介于谈判与策略性谈判之间4.5内部共享利益1958策略性谈判5内部共享利益11021传达1外部共享利益21127介于传达与交流交互之间1.5外部共享利益21233交流交互2外部共享利益21339介于交流交互与影响之间2.5外部共享利益21445影响3外部共享利益21553.5介于影响与谈判之间3.5外部共享利益21662谈判4外部共享利益21768介于谈判与策略性谈判之间4.5外部共享利益21874策略性谈判5外部共享利益21925传达1内部分散利益32029介于传达与交流交互之间1.5内部分散利益32133交流交互2内部分散利益32241.5介于交流交互与影响之间2.5内部分散利益32350影响3内部分散利益32458介于影响与谈判之间3.5内部分散利益32566谈判4内部分散利益32672.5介于谈判与策略性谈判之间4.5内部分散利益32779策略性谈判5内部分散利益32837传达1外部分散利益42943.5介于传达与交流交互之间1.5外部分散利益43050交流交互2外部分散利益43156介于交流交互与影响之间2.5外部分散利益43262影响3外部分散利益43372.5介于影响与谈判之间3.5外部分散利益43483谈判4外部分散利益43