negotiating principles for the world's largest market - unisa
Post on 13-Sep-2014
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DESCRIPTION
This a copy of the presentation that I gave in Shanghai on April 16, 2012 for MBA students from the University of South Australia.TRANSCRIPT
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NEGOTIATING PRINCIPLES FOR THE WORLD’S LARGEST MARKET
Morry Morgan
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Author
Selling Big to China- John Wiley & Sons
Amazon.com and KindleMost popular in USA and India
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Publisher
Network HRSince 20056,500 subscribersCovering:– benefits, – recruitment, – strategy, – training, and – work/life balance
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China ‘Expert’
Articles - Asia Pacific Business and
Technology.- Australian Financial
Review.- China Daily.- CityWeekend.- Marketing Magazine
Australia.- SmartCompany.- Human Capital Magazine.
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Contents
How do you compare?Negotiations – a quick reminderThe common ‘needs’ of the ChineseLeverage and the importance of perception4 out of 12 – Some negotiation tips
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DISCUSS WHAT ARE THE 5 MOST IMPORTANT QUALITIES OF A LEADER
In pairs or groups of three
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0
2
4
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Perc
enta
ge (%
) of Resp
ondents
indic
ate
important
Qualities
Leadership Qualities
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A QUICK REMINDERNegotiations
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What are Negotiations?
Needs + Features = BenefitsGoodwill + Reputation = TrustTrust + Benefits = Agreement
Leverage = BATNA & Neediness
STEP
1{S
TEP
2
{
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Video: Anders Brendstrup @ ClarkMorgan Insights
Building Goodwill
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OF THE CHINESEThe Common ‘Needs’
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Common ‘Needs’ of Chinese
Long Term Orientation (Hoefsted 5 Cultural Dimensions)PatriotismRisk AversionControlMianzi 面子 (Face)
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The Importance of Face
Video: Rupert Munton @ ClarkMorgan Insights
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Throw out the book
Video: Andy Clark @ ClarkMorgan Insights
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PERCEPTIONThe Importance of
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The Importance of Perception
Newspaper: March 2008
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The Importance of Perception
Newspaper: March 2012
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SOME NEGOTIATION TIPS4 out of 12
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Ask for a discount
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Pie in the Sky
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Promise of Future Business
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Attack