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Strategic Negotiation with Guy Olivier Faure : Negotiation is at the heart of human interaction. Whatever forms it takes, verbally or nonverbally, consciously or unconsciously, people negotiate whenever they interact. How can one get an upper hand in negotiations with more subtle techniques which enable to observe keenly the ongoing overall situation? This three-day programme offers a set of negotiation strategies, models and tools, showing how to reach an agreement even in most difficult situations. These together will change the way you view and conduct virtually every negotiation.

Preparing the negotiation: The Global Situation

1. Analysing the context

2. The psychology of the counterpart

3. Strategic thinking and action

4. Basic technical concepts

5. Strategic preparation

The Variables and their management

1. Trust and credibility

2. Dealing with powerful counterparts

3. Exploring options. Creativity

The Process

1. Single Issue bargaining

2. "Chicken" game

3. Multiple issues bargaining

4. Win-win techniques

Strategic and tactical moves

1. Dealing with major obstacles

2. Uncertainty, risk taking

3. Coping with threats

4. Dealing with difficult people

5. Dealing with tricky counterparts

6. Handling deadlocks

Negotiating with foreigners

1. The cultural dimension

2. The negotiation concept

3.  Negotiator's values

4.  Cultural effectiveness

The Agreement

1. Closing the deal

2. Fairness

3. Assessing the quality of the agreement

The effective negotiator

1. Profiling your own negotiation style

2. Key points for personal effectiveness


Certificates of Advaced Studies Negotiating with Chinese : Working in China offers both opportunities and challenges for companies and also for executives. In the booming activity China faces, one of the most difficult challenges is to interact effectively and develop a productive synergy between foreigners and Chinese counterparts. It is a key issue for foreign companies who want to establish themselves in China or are already operating over there. To address those needs a 2-day intensive program is offered to participants in order to enhance their ability to negotiate effectively with their Chinese counterparts.

Introducing Chinese culture, Society, and market

1. Basic traditional value

2. Current changing values

The Chinese mindset

1. Chinese thinking

2. Paradoxes

3. Balance concept

Chinese profiles of negotiators According to :

1. Region

2. Profession

3. Age group

Chinese perceptions of foreign negotiators

Chinese negotiating Strategies

1. Unethical practices

2. The mobile warfare

3. The joint project

Tactics and tricks

1. The negotiating concept

The role of interpreter

Communicating effectively

Effective strategies in various types of negotiations

1. Buying; selling

2. Setting up a joint venture

3. Transfering technology

4. Operating a joint venture

5. Cooperative / Competitive / Conflicting situations

The characteristics of a good agreement

The effective negotiator in China