Master the art of negotiation in China and learn how to negotiate within any industry and at every level, either as a buyer or seller. This program provides you with the skills to establish a formal planning process, prioritise key issues, break deadlocks and negotiate as part of a team, and is built on the ClarkMorgan book 'Peng! Negotiating with Chinese Characteristics', published by John Wiley & Sons, Singapore.

In a safe environment, you'll practice persuasion techniques and identify the negotiation ploys of successful negotiators. You'll return to work equipped with the tools to employ winning negotiating strategies and come out ahead every time you negotiate!

Who should attend: Any employee who would like to negotiate more successfully, in order to: persuade and lead others, communicate information more efficiently and get the results they need.

DAY ONE

Review of Target Aquisition Equation

- Needs + Features = Benefit
- Goodwill + Reputation = Trust
- Benefit + Trust = Agreement

Review on finding Needs

- Funnelling technique to uncover Needs

Discover your bargaining style

- Competitors
- Problem Solvers
- Compromisers
- Accommodators
- Conflict Avoiders

Define your goals and expectations

- Defining the ‘positive bargaining zone’
- What are authoritative standards and norms in your industry and in China?
- Using and avoiding consistency traps
- Using perceived authority
- How to challenge authority

 

DAY TWO

Leverage

- Learning about ‘BATNA’ and how it can be increased

- Neediness and its parts (Time and Emotion)

 

The 12 Tactics of a Negotiation

- Tactics

- Counter Tactics

Opening and making concessions

- Integrated bargaining

 

Closing and gaining commitment

- The four steps of commitment

Telephone Negotiations

- New challenges
- How to keep the upper hand