$1,094.50

Negotiations and Influence in an Asian Context - CHINA (Melbourne)

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Citadines on Bourke Melbourne

131-135 Bourke Street

Melbourne, VIC 3000

Australia

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Description

Collaborate. Negotiate. Resolve conflict. Optimise stakholder alignment.

If you are conducting negotiations with Chinese counterparts, a strong understanding of how process, commercial issues and culture impacts negotiation styles is critical.
• What processes may be adopted to achieve mutual gains with a Chinese counterpart in a negotiation?
• How do you plan for and respond to lengthy multi-stage negotiations with Chinese counterparts?
• How does culture affect commercial outcomes in a negotiation with Chinese counterparts?

The Approach
This practical, participatory one-day program combines global perspectives on cross-cultural negotiation with Australian executive insights and reflections from Chinese counterparts. It incorporates the Consensus Building Institute’s world-leading Mutual Gains Approach, built in partnership with faculty from Harvard and MIT, which utilises a practical four-step methodology for improving negotiation results in Chinese contexts:

1. Prepare – Estimate your Best Alternative to Negotiated Agreement (BATNA) and identify the interests of your Chinese counterparts

2. Create Value – Invent without committing. Float options that consider the differences between parties.

3. Distribute Value – Behave in ways that build trust. Find objective values both parties can use to justify mutually beneficial sharing of the value created.

4. Follow Through – Specify mechanisms to deal with predictable surprises. Agree on monitoring arrangements, including metrics.

What you will learn

This program will help you learn to enhance your commercial relationships and achieve optimal business outcomes in a Chinese context.

Facilitators

Andrew Wei-Min Lee is a Fellow of Harvard Law School’s Program
on Negotiation and Stanford Law School’s Gould Center for Conflict Resolution. For over 14 years, he has led training workshops on negotiation and business in China as well as business negotiations with Chinese counterparts in the United States, Singapore, the Netherlands, Russia, Austria, Japan and France. He has cooperated with universities to deliver programs to Australian executives visiting China. Participants have included personnel from Penfolds Winery, the Australian Tax Office, Minter Ellison Lawyers and Pura Milk. In 2011, he was appointed a World Bank mediator for Greater Asia.

A highly interactive training program that combines a world re-nowned negotiation framework and global insights on cross-cultural negotiation with Australian executives' experiences with their Chinese counterparts.

For enquiries: contact Michelle Borzi on 0421 443 439 or email m.borzi@asialinkbusiness.com.au

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Location

Citadines on Bourke Melbourne

131-135 Bourke Street

Melbourne, VIC 3000

Australia

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