Event Details

This course will be conducted in English.

This one-day course aims to develop a strategic mindset of negotiation and is highly practical rather than theoretical. It is built around real case studies drawn from real examples in 10 countries from around the world. It focuses on the 'how and why a particular negotiation succeeded, or failed.'

This course covers a range of practical skills in negotiations:
  • Adding value – how to explore and capitalize on value
  • Negative value – how to recognize and avoid negative value
  • Managing expectations – how to choose your area of negotiation
  • Preparing – how to find out what you don't know
  • Setting goals – how to set goals and limits
  • Developing power – how to think and plan ahead
  • Controlling timing – how to use "time-outs" to enhance negotiation
  • Closing a deal – how to use a simple approach
  • Walking away – how to recognize when to walk away

Role-play forms an integral part of the course, starting with simple cases and moving on to more challenging situations as the course progresses.

Workshop Content
This course covers the following sessions and topics:

Morning -- Lessons from the Real World
  • Simple negotiation role-play
  • Understanding when a negotiation is merely haggling
  • Exploring value
  • More simple negotiation role-play
  • Developing value and avoiding negative value
  • Role-play in developing value

Afternoon -- Developing Skills
  • Preparation is power – finding out what you don't know
  • Setting goals and limits
  • Role-play in managing expectations
  • Using "time-outs" and walking away
  • Role play in understanding the other party
  • Six key skills of negotiators
  • Final role-play challenge

Training Methods
1.Overall approach – develops each participant’s knowledge and skills, and aims to refocus their mindset in achieving their objectives
2.Example analysis – Participants will analyze, under the guidance of the trainer, both good and bad examples of negotiations to discover and understand certain principles and skills.
3.Learning Points – Participants will learn a set of well-summarized negotiation tips and skills.
4.Role-plays – Participants will apply the principles they have learned to role-play cases.

Target Audience
Experienced business developers, sales professionals and project managers.

Special Registration Information:
You must register in advance. Walk-ins will not be accepted. Attendees need to pay by Nov 8, 2016. Limited spots are available and attendance is given on a first-come, first-served basis.

Cancellation Policy:
If you cannot attend a training for which you have registered, please cancel your registration no later than five business days prior to the training. If you fail to notify AmCham China of your cancellation in a timely fashion, you will be charged for training costs. To cancel you can: 1) email training@amchamchina.org, or 2) cancel online if you registered for the training through the website. Your cooperation in this matter supports AmCham China in maintaining the quality of its trainings and is appreciated by your fellow members and the organization.


8:45 AM - 9 AM
9 AM - 12 PM
Morning Session
12 PM - 1 PM
Lunch Break
1 PM - 5 PM
Afternoon Session


  • Mike  Oswell

    Mike Oswell

    Mike is an experienced and successful business leader, business developer and manager. He has over 30 years experience as a senior executive in a global consulting firm in the field of environmental engineering, including as Asia Managing Director. Having worked in over 60 countries, his experience covers government clients, the oil industry, pharmaceutical, manufacturing and engineering industries and extends to US, Europe, Middle East, Africa, and Asia Pacific. While in Singapore he started the Asia campus of the company’s in-house university and in recent years has been active in China in the areas of executive education.
    His cross-cultural negotiation skills are well proven and amongst his strengths he would consider the development and maintenance of client and team relationships to be of paramount importance.
    As Chief Trainer for Intellect Associates, Mike has taught communication courses for managers and executives in Airbus, Apple, BP, Caterpillar, GE, IBM, GSK, Mars, Microsoft, Roche, Siemens, Volkswagen, and individuals from over 30 further multi-national companies. He is one of the most experienced and sought-after communication trainers in China.
    Education: BA & MA, Cambridge University, UK; MBA, Harvard Business School, USA

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Attendants please pay by Nov.8, 2016.

Standard Price RMB 2,000

Attendants please pay by Nov.8, 2016.

Standard Price RMB 2,500