Negotiations and Influence in an Asian Context - INDIA (Melbourne), Citadines on Bourke Melbourne, Monday, 18. November 2019

Collaborate. Negotiate. Resolve conflict. Optimise stakholder alignment.
If you are conducting negotiations with Indian counterparts, a strong understanding of how process, commercial issues and culture impacts negotiation styles is critical. • What processes may be adopted to achieve mutual gains with an Indian counterpart in a negotiation? • How do you plan for and respond to lengthy multi-stage negotiations with Indian counterparts? • How does culture affect commercial outcomes in a negotiation with Indian counterparts? 
The ApproachThis practical, participatory one-day program combines global perspectives on cross-cultural negotiation with Australian executive insights and reflections from Indian counterparts. It incorporates the Consensus Building Institute’s world-leading Mutual Gains Approach, built in partnership with faculty from Harvard and MIT, which utilises a practical four-step methodology for improving negotiation results in Indian contexts:
1. Prepare – Estimate your Best Alternative to Negotiated Agreement (BATNA) and identify the interests of your Indian counterparts
2. Create Value – Invent without committing. Float options that consider the differences between parties. 
3. Distribute Value – Behave in ways that build trust. Find objective values both parties can use to justify mutually beneficial sharing of the value created. 
4. Follow Through – Specify mechanisms to deal with predictable surprises. Agree on monitoring arrangements, including metrics. 
What you will learn
This program will help you learn to enhance your commercial relationships and achieve optimal business outcomes in an Indian context.
Facilitators
Andrew Wei-Min Lee is a Fellow of Harvard Law School’s Program
on Negotiation and Stanford Law School’s Gould Center for Conflict Resolution. For over 14 years, he has led training workshops on negotiation and business in China as well as business negotiations with Chinese counterparts in the United States, Singapore, the Netherlands, Russia, Austria, Japan and France. He has cooperated with universities to deliver programs to Australian executives visiting China. Participants have included personnel from Penfolds Winery, the Australian Tax Office, Minter Ellison Lawyers and Pura Milk. In 2011, he was appointed a World Bank mediator for Greater Asia.
Shiraz Engineer is the Associate-Director of Strategy and Capability at Asialink Business. Shiraz has lived and worked within an Asian context for over two decades. His qualifications include a Master of Business Administration and Commerce. Shiraz has vast business experience across multiple industries. Shiraz designs and delivers capability development programs to help organisations develop their cultural intelligence, and sustain operations in culturally diverse situations. Shiraz also provides practical market and industry focused advice to assist Australian businesses enter Asian markets.
A highly interactive training program that combines a world re-nowned negotiation framework and global insights on cross-cultural negotiation with Australian executives' experiences with their Indian counterparts. 
For enquiries: contact Michelle Borzi on 0421 443 439 or email 

Monday, 18. November 2019, Citadines on Bourke Melbourne, Negotiations and Influence in an Asian Context - INDIA (Melbourne)

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