Negotiating Principles for the World's Largest Market - UniSA
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NEGOTIATING PRINCIPLES FOR THE WORLD’S LARGEST MARKET Morry Morgan
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13-Sep-2014 -
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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 of Negotiating Principles for the World's Largest Market - UniSA
NEGOTIATING PRINCIPLES FOR THE WORLD’S LARGEST MARKET
Morry Morgan
Author
Selling Big to China- John Wiley & Sons
Amazon.com and KindleMost popular in USA and India
Publisher
Network HRSince 20056,500 subscribersCovering:– benefits, – recruitment, – strategy, – training, and – work/life balance
China ‘Expert’
Articles - Asia Pacific Business and
Technology.- Australian Financial
Review.- China Daily.- CityWeekend.- Marketing Magazine
Australia.- SmartCompany.- Human Capital Magazine.
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
DISCUSS WHAT ARE THE 5 MOST IMPORTANT QUALITIES OF A LEADER
In pairs or groups of three
0
2
4
6
8
10
12
14
16
Perc
enta
ge (%
) of Resp
ondents
indic
ate
important
Qualities
Leadership Qualities
A QUICK REMINDERNegotiations
What are Negotiations?
Needs + Features = BenefitsGoodwill + Reputation = TrustTrust + Benefits = Agreement
Leverage = BATNA & Neediness
STEP
1{S
TEP
2
{
Video: Anders Brendstrup @ ClarkMorgan Insights
Building Goodwill
OF THE CHINESEThe Common ‘Needs’
Common ‘Needs’ of Chinese
Long Term Orientation (Hoefsted 5 Cultural Dimensions)PatriotismRisk AversionControlMianzi 面子 (Face)
The Importance of Face
Video: Rupert Munton @ ClarkMorgan Insights
Throw out the book
Video: Andy Clark @ ClarkMorgan Insights
PERCEPTIONThe Importance of
The Importance of Perception
Newspaper: March 2008
The Importance of Perception
Newspaper: March 2012
SOME NEGOTIATION TIPS4 out of 12
Ask for a discount
Pie in the Sky
Promise of Future Business
Attack
