Negotiating Success through Creating Value

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

This course covers a range of practical skills in negotiations, such as:
  • Adding value – how to explore and capitalize on value
  • Avoiding negative value – how to recognize and prevent 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

If you need to strengthen your negotiation ability, this course is for you.
This course will be conducted in English.

The Details

This course covers the following sessions and topics:
 
Morning – Exploring Value
  • Preparation is power – finding out what you don't know
  • Setting goals and limits
  • Five Types of Negotiators
  • High Added Value can be High Risk – without preparation         
  • Beware of Value which is ‘Too Good to be True’ – with no preparation at all      
 
Afternoon - Pressure, Risk, Compromise and Closing
  • Applying Pressure
  • Setting Goals and Limits and the Use of External Power
  • Evaluating Risk - Walking Away
  • Exploring an Undeclared Topic – Calling ‘Time Out’
  • Compromise
  • Investigating ‘What-if’ Questions - Avoiding Negative Value       
  • Keeping Things Simple
  • Six Key Skills of a Good Negotiator
 
Training Methods
1.     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.
2.     Experience Sharing - Participants will learn a set of well-summarized negotiation tips and skills.
3.     Role-plays and case studies - Participants will apply the principles they have learned to role-play cases.

Feedback from Participants

 “我以前参加过公司内部和外部举办的谈判课，但这门课还是让我受益很多。尤其是关于负面价值的部分，让我意识到在跟客户沟通时不能只强调我们能带来的正面价值，还需强调合作不成功可能带来的负面价值。”

“很实用也很有深度的一门课。我很喜欢Mike，他的故事和经验让人印象深刻。”

Agenda

8:45 AM - 9:00 AM
Registration
9:00 AM - 12:00 PM
Morning Session
12:00 PM - 1:00 PM
Lunch Break
1:00 PM - 5:00 PM
Afternoon Session

Speakers

  • Mike Oswell

    Mike Oswell

    Education: BA & MA, Cambridge University, UK
    MBA, Harvard Business School, USA

    Mike is a seasoned and highly experienced business developer and negotiator. 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 negotiation experience covers government clients; the oil industry; the pharmaceutical, manufacturing, and engineering industries; and extends to US, Europe, Middle East, Africa, and Asia Pacific. His successful projects range from city sewage systems worth millions of US dollars to petrol refinery plants worth billions of dollars. In the 1990s, he represented the British government in the negotiation table with the Chinese government on the handover of Hong Kong’s infrastructure facilities to China.

    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.

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Tickets

Employee of Member Company

Please register and pay before November 10, 2017.

Standard Price RMB 2,000
Non-Members

Please register and pay before November 10, 2017.

Standard Price RMB 2,500

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.