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Negotiations and Influence in an Asian Context – China - Workshop

This activity is presented by AsiaLink.

This program will help you strengthen your effectiveness in negotiating with Chinese counterparts and enhance your commercial relationships to achieve optimal business outcomes in a Chinese context.

Content Description:

This program incorporates the Consensus Building Institute’s world-leading Mutual Gains Approach, built in partnership with faculty from Harvard and MIT, utilising a robust and practical four-step methodology for improving negotiation results in Chinese contexts. It provides a balance between principles of negotiation, with the economic, commercial and cultural aspects which impact negotiation styles.

Involving fast-paced and interactive learning, you will receive tools, models and frameworks to increase your ability to deliver successful business outcomes. You will practice negotiations through games (based on game theory) and work on in-depth, practical case studies, which have been informed by recent interviews with Australian companies and Chinese counterparts. You will practice techniques and strategies with peer-learning groups to facilitate knowledge sharing and direct feedback to prepare you for upcoming real life challenges.

Facilitators for this program have led successful negotiations in China and throughout Asia on projects of all sizes and have extensive experience providing training in negotiation skills.

Learning Outcomes:

Upon satisfactory completion of this activity you will be able to:

● Negotiate and influence decision making in Chinese contexts.
● Improve business outcomes by creating value and executing positive deals.
● Build tools and frameworks that prepare you for influencing in sophisticated negotiations.
● Preserve and enhance commercial relationships to achieve optimal business outcomes.
● Avoid common mistakes and pitfalls of complex negotiations.


Be equipped to successfully collaborate, negotiate and resolve conflict when doing business with China. Through experiential learning you will identify the key challenges faced during negotiations, and gain practical advice and insights on behaviour, relationship building and influence.

Andrew Wei-Min Lee, Associate, Asialink Business:

Andrew 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 and business negotiations with Chinese counterparts in the United States, Australia, Singapore, the Netherlands, Russia, Austria, Japan and France. He has delivered programs to a range of public and private Australian organisations. In 2011, he was appointed a World Bank mediator for Greater Asia.

Mukund Narayanamurti, CEO, Asialink Business:

Mukund built his experience at KPMG facilitating cross-border investments between Australia and Asia in sectors including energy and resources, banking, agribusiness, education and information technology. He has successfully directly negotiated service agreements with counterparts in India, China, Japan, South Korea, Singapore and Malaysia and advised on matters related to contract negotiations with Asian counterparts in M&A, joint ventures, technology transfer, and trade agreements. He received his MBA from the Sloan School of Management at MIT.

Materials are provided to attendees in the form of handouts and a workbook that includes a detailed negotiation toolkit.


Topic: Business Mindset

Sub-Topic: Negotiation, Solve Problems, Strategy

Format: Workshop

Proficiency Level: Intermediate, Advanced

CPD: 7.5 hours