$1,100 – $1,650

Negotiations & Influence in Chinese Contexts - Brisbane (13 Sept)

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Herbert Smith Freehills

480 Queen St

Brisbane City, QLD 4000

Australia

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Collaborate, negotiate and resolve conflict when doing business in China
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. Preparation – learn how to prepare effectively and assess how culture is likely to influence you and your Chinese counterparts
2. Creating Value – employ strategies for presenting mutually beneficial options within the Chinese culture
3. Distributing Value – resolve outstanding issues and reach closure on deals in ways that work within Chinese contexts
4. Following Through – build and maintain successful, sustainable relationships with Chinese partners, clients or suppliers

What you will learn
• How to implement the world-leading Mutual Gains Approach
• Skills for negotiating and influencing decision-making in Chinese contexts
• Tips for avoiding common mistakes and pitfalls of complex negotiations
• Insights from real life case studies of businesses operating in the China region
• How to develop a practical action plan to help your business implement successful negotiation strategies

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 Chinese counterparts.
It is particularly beneficial for:

• Executives
• Business leaders
• Project managers
• Procurement/supply chain managers


For further enquiries, kindly contact Liana Heath via email l.heath@asialinkbusiness.com.au


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Herbert Smith Freehills

480 Queen St

Brisbane City, QLD 4000

Australia

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