Negotiating Principles for the World's Largest Market - UniSA
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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.
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Negotiating Principles for the World's Largest Market - UniSA
- 1. NEGOTIATING PRINCIPLES FOR THE WORLD’S LARGEST MARKET Morry Morgan
- 2. Author Selling Big to China - John Wiley & Sons Amazon.com and Kindle Most popular in USA and India
- 3. Publisher Network HR Since 2005 6,500 subscribers Covering: – benefits, – recruitment, – strategy, – training, and – work/life balance
- 4. China ‘Expert’ Articles - Asia Pacific Business and Technology. - Australian Financial Review. - China Daily. - CityWeekend. - Marketing Magazine Australia. - SmartCompany. - Human Capital Magazine.
- 5. Contents How do you compare? Negotiations – a quick reminder The common ‘needs’ of the Chinese Leverage and the importance of perception 4 out of 12 – Some negotiation tips
- 6. In pairs or groups of three DISCUSS WHAT ARE THE 5 MOST IMPORTANT QUALITIES OF A LEADER
- 7. Leadership Qualities 16 14 12 10 8 6 4 2 0 m % d p g a o c e n R P s ) ( r t f i Qualities
- 9. What are Negotiations? { Needs + Features = Benefits STEP 1 Goodwill + Reputation = Trust Trust + Benefits = Agreement { STEP 2 Leverage = BATNA & Neediness
- 10. Building Goodwill Video: Anders Brendstrup @ ClarkMorgan Insights
- 11. The Common ‘Needs’ OF THE CHINESE
- 12. Common ‘Needs’ of Chinese • Long Term Orientation (Hoefsted 5 Cultural Dimensions) • Patriotism • Risk Aversion • Control • Mianzi 面子 (Face)
- 13. The Importance of Face Video: Rupert Munton @ ClarkMorgan Insights
- 14. Throw out the book Video: Andy Clark @ ClarkMorgan Insights
- 16. The Importance of Perception Newspaper: March 2008
- 17. The Importance of Perception Newspaper: March 2012
- 18. 4 out of 12 SOME NEGOTIATION TIPS
- 19. Ask for a discount
- 20. Pie in the Sky
- 21. Promise of Future Business
- 22. Attack
Editor's Notes
- 9.30 am - A quick reminder of the definition of a ‘negotiation’ * Win-win goal, or in some cases Win-Win-Win – Case Study (video): How can cooking with spice save the Panda? - The common ‘needs’ of Chinese * The importance of ‘Mianzi’, ‘Risk Aversion’ and ‘Control’ – Case Study (video): The importance of ‘Face’ in China. - Leverage, and the importance of perception * Why ‘power’ and ‘leverage’ need to be understood in China – Case Study (discussion): Officialdom, guanxi and the house of cards
- Morry’s Notes: In this discussion I will remind the participants of the components of reaching agreement. This is the first part of a successful negotiation, and will contribute about 90% to a negotiation’s overall success.
- Morry’s Note: In this section I will briefly cover ‘Leverage’ and how it is a measurement of a negotiation, and its two components – BATNA and Neediness.
- Morry’s Notes: The video is of Linnet Kwok, former Marketing Head for WWF in China. She is discussing how WWF worked together with a local Sichuan county, and Carrefour to create a mini-economy based on Sichuan pepper. The benefits of this program were Carrefour (sales and CSR), Sichuan county residents (livelihood) and the Pandas, whose habitat is no longer encroached by farmers.
- Long Term Orientation: Shangnu – a woman who hasn’t got married by the time she is 26. Louban Sheng – someone who is not accepted into university
- Morry’s Notes: Rupert Munton Discussing the Importance of Face.
- Morry’s notes: In this example I highlight the case of the Beijing Olympic Games and Tibetan Protects, versus the recent protests in Wukan, as an example of how Chinese Government leaders initially thought that they had ‘leverage’ because they were ‘bigger’. I then highlight the results of both cases.