Negotiations and Influence in Asian Contexts- Melbourne
$1,650 – $2,200
Negotiations and Influence in Asian Contexts- Melbourne

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Negotiations and Influence in Asian Contexts- Melbourne

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Citadines on Bourke

131-135 Bourke Street

Melbourne, VIC 3000


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Program details:

This course is held in Melbourne over two days - 8th December (10am - 5:30pm) and 9th December (9am - 5pm). Participants are required to attend both days.

Collaborate, negotiate and resolve conflict when doing business in Asia

If you are conducting negotiations with Asian 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 an Asian counterpart in a negotiation?

How do you plan for and respond to lengthy multi-stage negotiations with Asian counterparts?

How does culture affect commercial outcomes in a negotiation with Asian counterparts?

The Approach:

This practical, participatory two-day program combines global perspectives on cross-cultural negotiation with Australian executive insights and reflections from Asian 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 Asian contexts:

1. Preparation – learn how to prepare effectively and assess how culture is likely to influence you and your Asian counterparts

2. Creating Value – employ strategies for presenting mutually beneficial options within an Asian culture

3. Distributing Value – resolve outstanding issues and reach closure on deals in ways that work within Asian contexts

4. Following Through – build and maintain successful, sustainable relationships with Asian partners, clients or suppliers

What will you learn:

This program will provide you with a full set of practical tools to negotiate successfully with Asian counterparts, including:

• How to implement the world-leading Mutual Gains Approach

• Skills for negotiating and influencing decision-making in Asian contexts

• Tips for avoiding common mistakes and pitfalls of complex negotiations

• Insights from real life case studies of businesses operating in the Asian region

• How to develop a practical action plan to help your business implement successful negotiation strategies

The Facilitators:

Mukund Narayanamurti is the CEO of Asialink Business. He built his experience at KPMG facilitating cross border investments between Australia and Asia in sectors including energy and resources, banking, agribusiness, education and information technology. He has successfully negotiated service agreements with counterparts in India, China, Japan, South Korea, Singapore and Malaysia. He received his MBA from the Sloan School of Management at MIT.

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.

Who should attend:

This program is designed to provide invaluable skills and techniques to individuals or teams who negotiate with Asian counterparts.

It is particularly beneficial for:

• Executives

• Business leaders

• Project managers

• Procurement/supply chain managers

For any enquiries:

Contact Claire Stephens on

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Citadines on Bourke

131-135 Bourke Street

Melbourne, VIC 3000


View Map

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