Duration

3.5 hours

Language of Delivery

Cantonese, English or Mandarin

Introduction

Negotiation is an essential skill that extends beyond sales teams and is crucial for fostering collaboration and achieving mutually beneficial outcomes in any business context. This workshop equips participants with the techniques and strategies necessary to engage in effective negotiations, build trust, and navigate cultural differences, particularly in relation to Chinese business practices.

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Course Details

Objectives
  • Differentiate between effective communication and successful negotiation, understanding their respective purposes and processes.
  • Demonstrate active listening skills and the ability to build trust-based relationships with business partners.
  • Recognize and navigate cultural differences, particularly those related to Chinese business practices, such as the concept of “guanxi” and the importance of “saving face.”
  • Develop and apply negotiation strategies and tactics to achieve mutually beneficial outcomes.
  • Confidently engage in negotiation scenarios and demonstrate the ability to reach win-win agreements.
Methodology
  • Concept Overview: Defining negotiation and its importance in various business contexts.
  • Cultural Insights: Exploring cultural considerations in negotiation, with a focus on Chinese practices.
  • Skill Development: Practicing active listening and trust-building techniques.
  • Action Planning: Creating personal action plans for applying negotiation skills in real-world scenarios.
Key Takeaways
  • A clear understanding of the principles of effective communication versus negotiation.
  • Enhanced active listening skills to foster trust-based relationships.
  • Insights into navigating cultural differences in negotiation settings.
  • Practical strategies for achieving win-win outcomes in negotiations.
  • A personal action plan for applying learned negotiation skills.
Agenda
  • 1. Introduction
       – Objectives of the workshop
       – Overview of agenda

    2. Effective Communication and Negotiation Basics
       – Definitions, purposes, and differences between communication and negotiation
       – Importance of active listening
       – Building business partnerships and knowing your customers/partners

    3. Chinese Culture and Practices on Communication and Negotiation
       – Guanxi – understanding the concept of relationships
       – Respect and “giving face”
       – Hierarchical considerations
       – Dos and don’ts – practical tips

    4. Negotiation Process and Strategies
       – Simplified negotiation process (collaboration vs competing)
       – Negotiation strategies and tactics
       – Possible negotiation outcomes

    5. Action Planning and Q&A
       – Reflecting on key takeaways
       – Questions and answers
Target Participants
  • Professionals from non-sales teams looking to enhance their negotiation skills.
  • Team members who need to negotiate effectively with colleagues or external partners.
  • Individuals interested in understanding cultural nuances in negotiations.