Duration

7 hours

Language of Delivery

Cantonese, English or Mandarin

Introduction

While often behind the scenes, back-office teams play a crucial role in successful business operations, and effective negotiation skills are essential for optimizing processes and fostering strong partnerships.

This workshop equips participants with the tools and strategies to excel in negotiations, navigate cultural nuances, and achieve win-win outcomes, specifically tailored to the unique challenges and opportunities faced by back-office professionals.

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Course Details

Objectives
  • Differentiate between effective communication and successful negotiation, and understand 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
  • Foundational Concepts: Exploring the definitions of communication and negotiation.
  • Cultural Nuances: Examining Chinese culture and practices in communication and negotiation.
  • Strategic Application: Learning phases of negotiation and exploring various strategies.
  • Practical Exercises: Applying learned concepts through hands-on exercises.
  • Personal Development: Creating actionable plans and encouraging continuous learning.
Key Takeaways
  • A strong understanding of the distinct purposes of effective communication and successful negotiation.
  • Improved active listening skills and ability to build trust-based relationships.
  • Greater awareness of cultural differences and specific strategies for negotiating with Chinese partners.
  • Enhanced ability to develop and apply negotiation strategies to achieve mutually beneficial outcomes.
  • Increased confidence in engaging in negotiation scenarios and reaching win-win agreements.
Agenda
  • Introduction
  • Effective Communication and Negotiation Basics
    • Definitions, purposes, and differences between communication and negotiation
    • Importance of active listening and building trust
    • Effective communication techniques for back-office staff
    • Understanding business partnerships and customer/partner needs
    • Identifying communication barriers and how to overcome them
    • Developing a collaborative communication mindset
  • 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 for back-office staff
    • Recognizing and adapting to cultural differences
    • Bridging the gap between Chinese and global business practices
  • The Negotiation Process
    • Phases of the negotiation process
    • Identifying interests, needs, and priorities
    • Preparing for and initiating negotiations
    • Gathering and analyzing relevant information
    • Developing a negotiation plan and alternative options
  • Negotiation Strategies and Techniques
    • Collaborative vs. competitive negotiation styles
    • Effective bargaining and persuasion tactics
    • Dealing with difficult situations and emotions
    • Identifying and leveraging your BATNA (Best Alternative to a Negotiated Agreement)
    • Concessions, trade-offs, and reaching mutually beneficial agreements
    • Maintaining composure and managing emotions during negotiations
  • Hands-on Negotiation Exercise
    • Divide participants into teams
    • Roleplay a back-office negotiation scenario
    • Debrief and discuss learnings
    • Feedback and coaching from facilitators
  • Action Planning and Q&A
    • Reflecting on key takeaways
    • Developing personal action plans
    • Questions and answers
    • Providing resources and support for continued learning
Target Participants
  • Back-office professionals who engage in internal and external negotiations.
  • Team members who collaborate with suppliers, vendors, or other business partners.
  • Individuals seeking to enhance their communication and negotiation skills for win-win outcomes.