Workshop participants will:

• Examine the definition of culture and understand how culture impacts business relationships

• Develop a strong awareness of their own and other's cultural orientations in the work place and across the negotiation table

• Evaluate the impact of using “Power Over” versus “Power With” in developing their negotiation strategy.

• Understand and use negotiation power, influence and trust in a multicultural context

• Learn the tools necessary for managing conflict and divergent needs in negotiation. 

Outline:

The impact of culture on global negotiations-shared experiences

• Appreciating the Impact of Culture –Scenarios and Exercises

• The Cultural Orientations Approach (COA)

• The Cultural Orientations Model (COM)

• Identifying cultural gaps and potential challenges along various cultural dimensions

Framework for Conflict Management Styles

• Identify frameworks of conflict management approaches

• The five styles of conflict management.

• Determining individual preferred approaches to conflict management.

• Matching conflict management style with the situation and cultural level.

The Cross-Culture Negotiation Process

• Trust and Preparation： Negotiation approaches and nature of trust.

• Understand negotiation power, influence, and trust in a multicultural context.

• Describe the importance of negotiation planning, goal setting, and strategy.

• Utilize the planning framework to evaluate the “who” during pre-negotiation preparation.

• Develop an inclusive approach to negotiations by understanding yourself and your negotiating partner

Who should attend? 

• General and Senior Managers

• Senior Sales Managers

• M&A Negotiators
   

About the Trainer

Greg has over 30 years of global management experience. He was the Deputy Director of International Development for Portman Properties, and in that role, participated in the early negotiations and development of the Portman Shanghai Centre project. During the development phase, Greg interfaced with key government leaders including Mayors Wang Daohan, Jiang Zemin and Zhu Rongji.

He later became the Deputy General Manager of Shanghai Centre where he was involved in the administration and human resource development of the Centre‘s Chinese staff. He was also the key contact with Shanghai Centre’s Chinese partner and relevant government agencies and bureaus. In fact, Greg helped coin the name “上海商城” , which is the official Chinese name for the Shanghai Centre.

After nine years with the Portman Shanghai Centre Greg assumed the position of Vice-President, Asia Pacific for Joseph E. Seagram & Sons. In that role Greg was responsible for the marketing, sales and distribution of Seagram products throughout China. He was also responsible for developing Chinese leaders within the Seagram organization, and many of his protégés are now senior managers and leaders in the beverages industry in China. Fluent in Mandarin Chinese, Greg studied Chinese at the prestigious Stanford University Language Center at National Taiwan University in 1975. He also holds a Master of International Management degree from the Thunderbird School of Global Management.

Greg has extensive global business experience in China, Japan, India, Europe and Latin America. He is a certified facilitator of the Cultural Orientation Approach (COA), as well as the Global Mindset Inventory (GMI) developed by the Najafi Global Mindset Institute at the Thunderbird School of Global Management. The GMI is a premier assessment tool to help determine a global leader’s ability to be better prepared for the opportunities, risks and challenges that come from working across cultures in a globalized business market. Greg is also an Accredited Belbin Team Role Facilitator. The Belbin Team Role Assessment is the Gold Standard in measuring team leadership and performance. It combines elements of self-assessment, 360-degree assessment and team effectiveness assessment in one single assessment system. Greg is now semi-retired, and spends his time sharing his vast experience and insights in leading and managing in Asia (particularly in China) with the next generation of business leaders.

Venue: Officestar SIP , 11 Floor, Xinghai Building, No. 198 Xinghai Street (in the building of "Agricultural Bank of China", near Xinghai Square Station, Metro 1#, with entrance next to "Subway" sandwich shop,and the elevator is on the left side.

Agenda:

14:00  Session Starts
15:30  Break
17:00  Session Ends

Seats are limited. First come, first served. For registration, please contact:  ethan@directions-consulting.com or call 021-6219 0021 for more details