Bridging Cultures for Bet
Negotiating China
Discover the 'Art of War' negotiating techniques used by the Chinese
Develop your cross-cultural negotiating skills
Increase your chances of success in Asia
Rationale
Negotiating is a constant factor in all business dealings with the Chinese. It requires cross-cultural understanding, awareness and skills. To ensure long term success in Asia, it is important to learn the different negotiating styles practised by the Chinese. It is imperative that the various negotiating stances and tactics are recognised and understood. This one-day workshop aims to equip participants with the necessary skills required for negotiating successfully with the Chinese.
This workshop reviews Sun Tzu's "Art of War" . The process of successful cross-cultural negotiating is then presented using this as a framework.
A series of cross-cultural negotiating tactics is presented together with simple and straightforward case studies. The case studies processed in the workshop are designed to highlight and reinforce the important points to remember in a cross-cultural negotiation process.
Workshop Objectives
At the end of the workshop, participants will have:
- greater understanding and knowledge of Chinese negotiating styles.
- more effective cross-cultural negotiation skills for doing business in Asia.
- hands-on techniques for negotiating with the Chinese.
- increased confidence as a cross-cultural or international negotiator.
Who Should Attend
This workshop has been specifically designed for senior executives who are or who will be involved with negotiations within Asia and understand the necessity for cross-cultural competencies.
This workshop is mandatory for executives who are ;
- entering joint ventures
- developing manufacturing facilities offshore
- establishing contract/tender agreements
- developing marketing and distribution agreements
- entering into technology transfer arrangements
Program Outline
1 DAY
Sun Tsu's "Art of War"
The Stages of a Cross-Cultural Negotiation
Chinese Negotiating styles
Critical Success Factors
Tactics and Strategies for Success in Asia