Online Webinar  – Recorded  November 15th, 2010
Activity Type: Education – Online or Digital Media 1 PDU – Free
Provider: Case Western Reserve University School of Law

PDU Of The Day has published THOUSANDS of Professional Development Opportunities since our launch January 1st 2011.

These articles reflect the interests of Project Managers, Business Analysts, and agile professionals from over 150 countries.

In the last two weeks of 2018, we are publishing some  of our readers & editors favorite recorded opportunities, as a special treat for our readers!

Each of these webinars is available online!

Note: This session is from CISCDR Fifth Anniversary Distinguished Visitor Lecture presented by the Center for the Interdisciplinary Study of Conflict and Dispute Resolution Case Western Reserve University School of Law

Negotiations expert, attorney, sports agent, and award-winning author Ron Shapiro will share the key principles of effective negotiations — for getting what you want while building stronger relationships.

His method includes focusing on client needs through listening and the 3P’s: Prepare-Probe-Propose, and is the subject of his book, The Power of Nice: How to Negotiate So Everyone Wins – Especially You!

Click To View On YouTube:
How To Negotiate So Everyone Wins, Especially You!

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Online Webinar – Recorded – July 28th 2009
Activity Type: Education – Online or Digital Media 1 PDU – Free
Provider: Stanford Graduate School Of Business

PDU Of The Day has published THOUSANDS of Professional Development Opportunities since our launch January 1st 2011.

These articles reflect the interests of Project Managers, Business Analysts, and agile professionals from over 150 countries.

In the last two weeks of 2018, we are publishing some  of our readers & editors favorite recorded opportunities, as a special treat for our readers!

Each of these webinars is available online!

Negotiation is an inevitable aspect of starting a business.  In this webinar Joel Peterson (LinkedIn profile) talks about how to conduct a successful negotiation.

Joel has negotiated billions of dollars of business deals and shares his negotiating insights with this graduate business school class.

Learn what to add to your negotiations to make them successful!

Click To View On YouTube:
Conducting Effective Negotiations

NOTE: For PMI® Audit Purposes – Print Out This Post!  Take notes on this page during the presentation and also indicate the Date & Time you attended. Note any information from the presentation you found useful to your professional development and place it in your audit folder.

Online Webinar – Recorded – August 24, 2006
Activity Type: Education – Online or Digital Media .75 PDU – Free
Provider: Talks At Google  (Google Talks Website @googletalks)

PDU Of The Day has published THOUSANDS of Professional Development Opportunities since our launch January 1st 2011.

These articles reflect the interests of Project Managers, Business Analysts, and agile professionals from over 150 countries.

In the last two weeks of 2018, we are publishing some  of our readers & editors favorite recorded opportunities, as a special treat for our readers!

Each of these webinars is available online!

There is NO Chinese word for negotiation. Tan pan translates as “discussion or making a judgment”

This workshop will touch on the highlights of the differences in negotiation style of American and Chinese negotiators.

The presenter Terry Hird recommends the book  Kiss, Bow, or Shake Hands: Asia – How to Do Business in 12 Asian Countries and the others in the series as excellent negotiating resources.

The Kiss Bow or Shake Hands is a book series by Terri Morrison and includes other titles such as  Kiss, Bow, Or Shake Hands: The Bestselling Guide to Doing Business in More Than 60 Countries and Kiss, Bow, or Shake Hands, Sales and Marketing: The Essential Cultural Guide―From Presentations and Promotions to Communicating and Closing  as well as several others.

There is no Chinese word for negotiation. Tan pan translates “discussion or making a judgment”. In Chinese a negotiation means a dialogue with a beginning, middle, and no end.

Based upon one of many courses and seminars, Negotiation-International teaches corporations “going global”, you will hear about the inherent sources of difficulty in these negotiations.

Different opening moves Different negotiation processes Different negotiation principles Face and guanxi (relationship) Tips for success to minimize misunderstandings and pave the way for success Bu da bu Xiang Shi: “Without a fight you do not know each other.”

Presentation Notes For Your Convenience:

Values lead to Norms lead to Behaviour.

China stats

• 1/4 of world population (1.5 billion people)
• rapid economic growth
• increasing openness
• growing consumer market
• expanding business opportunities

What is a negotiation?

• Americans
  • Process driven with defined goal
  • Deal/Contract
• Chinese
  • Exchange of information, dialogue
  • No demand for a clear conclusion
  • China is a high context society:
    • “read my lips”,
    • “its not the words, its the meaning behind the words”.
    • Americans (especially men) are bad context readers.
• Americans are looking for a contract, Chinese is looking for a relationship.
• Consensus plays are central role. Why is that contract good for Chinese society?

Confucian system:

• Ethics and morals.
• Loyalty has high value.
• “The concept of Face”:
  • You have to earn it,
  • You don’t wanna loose it.
  • You should try to build up the face of the other side in negotiations.

Decision making:

• Chinese
  • The Balance Sheet
  • Typical Chinese tactic is to give you favours
    • and then expect you to bring the balance sheet back to even again.
  • You need to re balance constantly.
  • The word “No”
    • Avoid it!
  • To be truly powerful in china is to avoid the responsibility for your decisions.
• Americans:
  • Do you understand?
    • Puts shame on the listener
    • Chinese: Are we being clear?
  • Americans:
    • What?
    • Chinese: Could you please repeat that as we did not understand?
  • Americans: We cannot do that. Chinese: That may be to difficult for us to do.
  • Americans:
    • Whats the problem? You said you Fedex’d us the papers but we did not get them.
    • Chinese: There must be a problem with the courier because we did not receive the papers.
  • Americans see negotiations as a conflict: the less fights needed, the better. Chinese expect to push and to be pushed back.
  • Americans: time is money.
    • Chinese: A “getting to know you” process needs time.

A single trip visa is a waste of money.

Tactics

1. Americans: Informal.
   1. Chinese: Formal
2. Americans: Full authority. Propose desired solutions first.
   1. Chinese: Limited authority. Explains desired goals first.
3. Americans: Aggressive.
   1. Chinese: Questioning.
   2. Chinese are listening: “What interest you?” and then the think how they can use it against you.
4. Americans: Impatient – make a good deal.
   1. Chinese: enduring, searching for a relationship.
5. Chinese proverb: Chicken said to pig: “Let’s make breakfast. I supply the eggs and you supply the bacon!”
6. Chinese often demand something that is completely unacceptable to see if you are dumb enough to accept it. It’s like an intelligence test.
7. Americans: Openess/Honesty, Strength, Confidence, Efficiency
   1. Chinese: Face, Respect, Flexibility, Patience
8. Framing: put the picture in a nice frame.
   1. To Chinese, the frame should be a “good for china” frame.
9. Chinese love to host you, so they can control the events.
   1. They want you to think that they are more important than you.
   2. Do you really want to give up the opportunity to make business with us?
10. Contracts mean nothing.
    1. They always find way to break them.
    2. And they always do
11. “Bu da bu Xiang Shi” => “Without a fight you do not know each other.”
12. Find the right people
13. The decision will be made, but not by someone in the room.
14. Avoid to much talking:
    1. The Chinese will listen and use all they find out against you.
15. Do not talk fast!
16. Think beyond short term!
17. Be sensitive to timing
18. Turn negatives into positives
    1. Show it is good for china
19. Be flexible
20. Avoid Becoming Indebted!
21. Build on successes and failures
22. Minimize your “no”s
23. Control your emotions
24. Increase your importance, status
    1. but, be yourself – You are not Chinese!
    2. the government will most likely be involved.

Presenter: Terry Hird, UC Berkeley, Founder of Negotiation-International, has 25+ years of international business and negotiation under his belt. Terry’s work as a business owner, consultant and educator has brought him into contact with top business, organizations and learning institutions around the world. He has done business and negotiation in more than 50 countries throughout Asia, Europe, The Middle East, South America, and Africa.  Learn more about Terry & Negotiation-International.

Click To View On YouTube:
Comparing American & Chinese Negotiation Styles

NOTE: For PMI® Audit Purposes – Print Out This Post!  Take notes on this page during the presentation and also indicate the Date & Time you attended. Note any information from the presentation you found useful to your professional development and place it in your audit folder.

Online Webinar – Recorded  May 28th, 2014
Activity Type: Education – Online or Digital Media 1 PDU – Free
Provider: American Management Association (REP 1294)

PDU Of The Day has published thousands of Professional Development Opportunities since our launch January 1st 2011.

These articles reflect the interests of Project Managers, Business Analysts, and agile professionals from over 150 countries.

In the last two weeks of 2018, we are publishing some new opportunities,  and some of our readers & editors favorite articles, as a special treat for our readers!

Each of these webinars is available online!

Secrets That Only Top Negotiators Know

Negotiation is a different form of influence.
There is a time to influence and a time to negotiate.

Have you ever LOST a negotiation?

• Most people have and don’t even know it!
• What underhanded tactics are other negotiators using on you?
• How can you counteract them?

The worst time to learn a negotiation skill is when you need it.

Negotiation must be mastered before it is needed, or the opportunity is lost forever.

For example, are you tired of:

• Losing business deals
• Not closing sales
• People not listening
• Being told no
• Losing negotiations
• Not getting your way

There are 7 negotiation blunders you are making right now that cause people to resist you and your offer.

This webcast will get down in the trenches and reveal the secrets that only top negotiators know.

Each blunder is like driving around town with your emergency brake on. All the time, you are wondering why your car (or negotiation) never has much power.

These problems are simple to fix, but expensive to have. Negotiation has changed dramatically over the past 20 years. And ironically, some of these negotiation blunders are still being taught in expensive courses as the techniques to use!

This webinar is certain to open your eyes to the NEW world of negotiation and influence.

What does it take to negotiate with power in any encounter?
….  Think about it    ….

• When was the last time you didn’t get something you wanted?
• What happened?
• Did you fail to get your point across?
• Were they influenced by someone else?

Here’s a sampling of what you will discover:

1. Dirty deeds unscrupulous negotiators will use against you
2. Discover negotiation secrets only known to seasoned negotiation professionals
3. Top blunders average negotiators frequently make
4. How following your natural instinct will cost you millions
5. How to establish instant credibility (even when you don’t have any)

You will find this webinar TRANSFORMATIONAL!

Kurt will help you to internalize these techniques and start using them as soon as possible.

While attending this program is FREE, reservations are required – However most AMA webinars are recorded for later viewing.

We encourage you to register even if you are unable to attend live; you’ll receive replay information following the event.

Presenter: Kurt W. Mortensen (LinkedIn profile) is one of America’s leading authorities on persuasion, negotiation, and influence.  He has spent 15 years researching persuasion, negotiation, and motivational psychology, and e teaches on the university level.  Kurt is the author of Persuasion IQ: The 10 Skills You Need to Get Exactly What You Want and the best-selling book, Maximum Influence: The 12 Universal Laws of Power Persuasion.  His latest book is The Laws of Charisma: How to Captivate, Inspire, and Influence for Maximum Success.  You can  check out Kurt’s site here.

Click To Register & View:
Top 7 Negotiation Blunders Certain To Kill Your Deal

NOTE: For PMI® Audit Purposes – Print Out This Post!  Take notes on this page during the presentation and also indicate the Date & Time you attended. Note any information from the presentation you found useful to your professional development and place it in your audit folder.