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

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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

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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

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Live Webinar – December 19th, 2018 10:00 am – 11:00 am EST
Activity Type: Education – Course or Training  1 Hour 1 PDUs free
Provider: IAG Consulting (REP 2858)

The reality across many organizations is that managing geographically dispersed individuals on a “virtual team” becomes more and more viable every day.

However, running a virtual team effectively is not as easy as setting up some fancy technology and managing remote individuals in the same way they’d be managed if they were collocated.

This webinar will explore the best practices that can be employed to overcome the inherent challenges of managing an effective and cohesive virtual team, as well as highlight many of the benefits which can be achieved using the virtual team management techniques that are currently used by IAG to manage our teams of consultants and client engagements across North America.

Participants will come away from this webinar with practical methods they can apply in their environment to help them communicate with, track progress on and improve results from the remote individuals and teams they manage.

Key Contents: Covered In This Webinar:

1. Assessing the team and environment
2. Preparing for virtual communication and team management
3. Facilitation techniques for running virtual meetings
4. Leveraging tools and technology
5. Tracking individual/team progress
6. Resolving individual/team issues
7. Identifying areas for improvement

In This Session Get Specific Answers To:

• “What steps can a manager take to prepare to manage their virtual team?”
•  “What facilitation techniques can be used to effectively elicit and communicate information in a virtual environment?”
• “Can a manager “read” someone over the phone/ video-conference?”
• “How can the technology at hand be leveraged and used effectively by a virtual team?”
• “Which standard management techniques need to be enhanced (and how) to maintain control over and develop a strong virtual team?

Click to register for:
Managing A Virtual Team

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Online Webinar  – Recorded Jan 9, 2014
Activity Type: Education – Online or Digital Media 1 PDU – Free
Provider:  TenStep Inc. (Rep 1774)

If you see a prompt stating that you do not have the required codec to play the recording, you may require a GoToMeeting codec  Download it here.

Today, business is more complex than ever before!

Technology, resources, people and ideas can be acquired from all around the world. It makes both operations and projects increasingly complex and international.

1. What does it mean for project managers?
2. How should they deal with extremely risky global environment?
3. What are the ways to establish successful cooperation among people representing different cultures?

Of course, we also have to achieve our project objectives on-time and within budget.

In this webinar Tom Mochal Pmp PgMP TSPM ITBMC (LinkedIn profile)  will help you  understand these challenges and help you learn tips and traps for managing global projects

Click to register for:
Mastering The Challenge Of Global Projects

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Online Webinar – Recorded August 23rd 2018
Activity Type: Education – Online or Digital Media 1 PDU – Free
Provider: ProjectManagement.com / Gantthead (REP #2488)
Once viewed your PDU Will automatically Be recorded with PMI®

ProjectManagement.com / Gantthead premium content
Is available to PMI® members.

For all that we know about education, and all of the training providers that exist, the training landscape for project managers is surprisingly uniform.

There are introductory courses. There are certification programs. There is the school of hard knocks. And there is… not a whole lot else.

Part of the challenge is one of supply and demand. Training providers focus on what sells, and training participants very often go with what’s popular. Creating alternative offerings requires shifting expectations and requirements. It also means being clear about the skills that project managers require, and the strategies by which those skills are best realized.

If we’re serious about project management gaining traction, we need to develop beyond the basics.

In this webinar, Mark Mullaly (LinkedIn profile) author of Researching the Value of Project Management takes a critical look at project management education. He explores how we have approached project management education to date, and the successes and challenges that we’ve experienced.

He also discusses the gaps, the missed opportunities and the blind spots of how we think about learning to be project managers.

More importantly, Mark explores what can—and should—be done to expand the development opportunities that are available to project managers.

He identifies what individuals can do to support enhancement of their individual skills. And he considers what organizations can do to expand the capabilities of their staff. Overall, this presentation explores what it takes to develop the whole project manager.

Whether you are advancing your own skills or oversee the development of others, this is a presentation you won’t want to miss. No matter where you are in your project management career, this webinar is sure to provide a valued and useful perspective about education, skill development and maintaining the relevance of your project management expertise.

Note: You have to sign in to ProjectManagement.com with your PMI® credentials to register for this opportunity. If you are not signed in with your PMI® credentials you will not see the “Register for this webinar” link

Click to register for:
Rethinking PM Education

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