2. 5,000 managers in executive programmes
4,400 students in academic programmes representing 90 nationalities
40,000 alumni undertaking business challenges all around the world
141 world-class permanent faculties and more than 300 affiliates
ESSECBusiness School
Business School
Rankings 2011
WORLDWIDE RANKINGS
#8
#3
#8
#5
Master of
Science in
Management
Advanced
Master in
Financial
Techniques
Executive
Education
Programmes
Top Business
School for
Entrepreneurship
Since its founding in 1907 in Paris, France, ESSEC has been
developing a unique learning model based upon its strong
identity and core values: innovation, openness, responsibility
and excellence.
The mission of the institution is to educate responsible leaders
and global managers. As a leading business school, it offers a
comprehensive range of innovative programmes that reflects a
tailor-made approach, and focuses on developing the creativity
and multicultural mindset of each individual.
With campuses in Cergy-Pontoise, Paris La Défense and
Singapore, ESSEC ‘grooms’ talents from Europe, Asia and the
rest of the world.
Paris La Défense campus Paris La Défense campus Singapore campus
Our operations in Asia Pacific, strategically headquartered in Singapore,
present the perfect foothold for ESSEC to be part of the vibrant growth of
Asia and to bring its expertise to the expanding region. Through its
inspiring academic and executive programmes, ESSEC Asia-Pacific aims
to mentor a new generation of leaders and entrepreneurs, as well as
establish close ties with major regional industry partners.
With the expertise of a renowned faculty that drives cutting-edge and
intellectual research, the school delivers premier education and proposes
high-quality executive programmes designed to empower
decision-makers to meet the challenges of a fast-changing world.
144 exchange and dual degree agreements worldwide; partnerships
with highly regarded universities in the region: Keio University, Seoul
National University, Indian Institute of Management Ahmedabad, Fudan
University; and in Singapore: Nanyang Technological University, National
University of Singapore, Singapore Management University.
3. Ta-Wei Chao
Executive Director of
IRENE ASIA
Founder of Programme
“Negotiation Business
Deals in China”
Aurélien Colson, Ph.D.
Professor of Political
Science and Negotiation
Director of IRENE
AN INTENSIVE AND INTERACTIVE NEGOTIATION
WORKSHOP TO ENHANCE YOUR BUSINESS
NEGOTIATION OUTCOME IN CHINA
Given China’s unprecedented economic growth, negotiating
business deals in China will become one of the most important
battlefields for businessmen around the world.
China:
■ has been the 2nd largest economy in the world and is estimated to
surpass the USA in the following decades
■ is the largest exporting country in the world
■ will become one of the biggest consumer markets in the near
future, boosted by its growing middle classes
However, because of:
■ communication gaps between low context/high context cultures
■ the uniqueness of Chinese organisational politics (Guan-Xi,
Mian-Zi, intermediary, etc.)
■ highly developed stratagem in Chinese negotiating behaviours
the negotiation of business deals in China poses great challenges to
Western business leaders.
In order to promote successful commercial negotiations in China,
the Institute for Research and Education on Negotiation (IRENE)
has joined forces with Ta-Wei CHAO, a business and negotiation
expert on China, to combine:
■ Mr Chao’s first-hand professional experience as a business and
negotiation consultant in China
■ negotiation theory and academic research results
■ the training methodology validated by IRENE
and create this 2-day intensive executive workshop. Participants will
learn how to conduct successful business negotiations in China and
be ready to overcome potential negotiation hurdles over there.
IRENE
The Institute for Research and Education on Negotiation, established in ESSEC Business
School in 1996, has three missions:
■ To develop theoretical and applied research in negotiation, mediation and conflict resolution
■ To spread operational concepts through participative trainings, with the use of cases and
simulations, with 3,000 participants joining our seminars every year
■ To facilitate dialogue and reconciliation in post-conflict societies through our “Negotiators
of the World” programme
IRENE has conducted operations in 60 countries.
For more information, please visit www.essec-irene.com.
IRENE ASIA
With growing exchanges between Asia and Europe arises the need for mutual understanding
about culture, values, interests and negotiating styles. IRENE aims to foster this mutual
understanding, building on its European roots and ESSEC’s extensive reach in Asia, via the
creation of its Asian branch – IRENE ASIA. Its goal is to become a platform for the exchange
of ideas, and the enhancement of mutual understanding on negotiation, mediation and conflict
management. For more information, please contact Mr Ta-Wei Chao, Executive Director of
IRENE ASIA: chao@essec.fr
4. MORNING SESSION: CROSS-CULTURAL NEGOTIATION AND CHINESE NEGOTIATION
SIMULATION 1: An interactive simulation to enable participants to experience
different cultural contexts
DEBRIEFING AND DISCUSSION
SYNTHESIS
1. What is cross-cultural negotiation? How does culture impact negotiation?
2. What is the historical and cultural context (e.g. Confucianism, Yin-Yang, Chinese
Pictographic Language, etc.) of Chinese negotiation behaviour?
3. What is the Chinese cultural profile? How does it influence the Chinese
negotiating behaviour?
AFTERNOON SESSION: COMMUNICATION, PROCESS AND LOGISTICS IN THE
CHINESE NEGOTIATION
SIMULATION 2: A negotiation case to highlight the challenges and difficulties in
cross-cultural negotiation
DEBRIEFING AND DISCUSSION
SYNTHESIS
1. In terms of communication, process and logistics, what are the key features of
Chinese negotiation? Why will they be challenging?
2. How is it possible to overcome these challenges?
3. Art of Entertainment: Leveraging dinner and karaoke banquets to facilitate your
business negotiation in China.
EVENING SESSION: Participants are expected to prepare for the two case studies
that will be discussed on Day 2.
MORNING SESSION: PEOPLE ISSUES IN CHINESE NEGOTIATION
CASE STUDY 1: A case that demonstrates the high cost of ignoring people issues
(like Guan-Xi & Mian-Zi) in China
DEBRIEFING AND DISCUSSION
SYNTHESIS
1. What are the key factors influencing decision-making mechanisms and
interpersonal politics in Chinese organisations?
2. Why is this difficult for foreigners?
3. 12 negotiation implications to help you overcome those barriers.
AFTERNOON SESSION: STRATEGIES AND TACTICS IN THE CHINESE NEGOTIATION
CASE STUDY 2: A case study to demonstrate how a Western company reconciles
conflicting interests with their Chinese business partner in a JV case
DEBRIEFING AND DISCUSSION
SYNTHESIS
1. What are the specific Chinese motivations and interests on and away from the
negotiation table?
2. Sun Tzu Way and the 36 Stratagems: What are the negotiation stratagems and
tactics your Chinese counterpart may use most often?
3. How to see through the above-mentioned tactics and get a win-win result?
DATES:
28-29 JUNE 2012
8-9 NOVEMBER 2012
14-15 MARCH 2013
VENUE:
ESSEC Asia Pacific
National Library Building
#13-02, Singapore 188064
PROGRAMME DETAILSPROGRAMME DETAILS
5. WHO SHOULD ATTEND?
PROGRAMME MISSION:
To help business leaders and professionals improve their negotiation
skills in/with China and maximise their negotiation outcome.
■ C-Suites, General Managers, Senior Managers and Seasoned
Executives who have business relations with China
■ SME owners who have businesses in/with China
■ Senior Sales Managers who are responsible for China/Asia
business development
■ Procurement Directors who need to manage their supply chain in
China
■ Experienced R&D Managers who need to cooperate with their
Chinese team members in cross-border R&D projects
■ Professionals (e.g., lawyers, consultants, accountants, bankers,
etc.) who need to serve their Chinese clients or help their
Western clients to do business in China
KEY FEATURES:
An expert with First Hand and
Profound Experience in China
Ta-Wei Chao was born and
raised in Taiwan and has
worked extensively in the
Greater China Area. He has a
deep understanding of Chinese
culture and the Chinese
business environment. He will
be sharing his numerous
personal negotiation
experiences in China, and help
participants decode the
sophisticated Chinese
negotiating styles.
Active Learning
The best way to learn things is
by doing them. This
pedagogical approach is
evident in hundreds of IRENE
training sessions. Most of the
training will be delivered
through simulations, role-plays
and interactive exercises.
Debriefings and discussions
will follow the simulation or
exercise to make sure the
participants fully understand,
“digest” and absorb their
experiences.
International Training
Methodology
This programme follows the
training methodology used by
IRENE for creating and
delivering high-level training in
the private and public sectors
around the world.
Guan Xi:
“Relationship”
or Personal Connections
Ren Ji He Xie:
Interpersonal Harmony
She Hui Deng Ji:
Social Status
ABOUT THE EXPERT
Mr. Ta-Wei CHAO is currently the Executive Director of IRENE ASIA, the Asian
Branch of IRENE (Institute for Research and Education on Negotiation, ESSEC
Business School), and is a business and negotiation expert on China. Prior to
this position, he was a visiting scholar in ESSEC Business School. He was also
a consulting manager at Accenture Taipei office, where he worked
extensively in the Greater China Area, helping clients achieve
high-performance in business by enhancing their management and
negotiation capabilities.
Mr. Chao is also a senior trainer with extensive experiences. In Accenture, he
delivered training to consulting professionals at Accenture Asian Training
Centre in Kuala Lumpur, Malaysia. With IRENE, he hosted executive
workshops on negotiation and leadership frequently in Europe and Asia, for
companies and business organisations (Faurecia, Alcatel-Lucent, MCI Group,
Medtronic, Clarins, Shanghai Electric, Singapore Venture Capital and Private
Equity Association, etc.), public organisations (European Commission,
French Ministry of Foreign Affairs, Singapore Ministry of Foreign Affairs,
etc.), and higher education institutions (ESSEC, ENA, Sciences Po Paris,
Mannheim Business School, Indian Institute of Management, Shanghai
Administration Institute, Zhejiang University, Centrale, ENPC, etc.)
6. For more information, please contact
Natalie Ang
ESSEC Asia Pacific Executive Education
Tel +65 6884 9780
execedasia@essec.edu
ESSEC|CPERegistrationnumber200511927D|Periodofregistration:30June2011-29June2017
The pioneering spirit
ESSEC Asia-Pacific
100 Victoria Street
National Library Building # 13-02
Singapore 188064
Tel +65 6884 9780
www.essec.edu/asia
ESSEC Business School
Avenue Bernard Hirsch
BP 50105 - 95021 Cergy Pontoise Cedex
France
Tel +33 (0)1 34 43 30 00
www.essec.edu
ESSEC Executive Education
CNIT - BP 230 - 92053 Paris-La Defense
France
Tel +33 (0)1 46 92 49 00
http://formation.essec.fr
