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

morry.morgan@clarkmorgan.com

morrymorgan

morrymorgan

cn.linkedin.com/in/morrymorgan

www.sellingbigtochina.com