COURSE: NEGOTIATION SKILLS AND EFFECTIVE COMMUNICATIONS

ID: GURAY HATIPOGLU

NAME OF THE PROGRAM: ASIA-PACIFIC COOPERATION FOR REAL VALUE CREATION

TARGET AUDIENCE: 20 HIGH-LEVEL EXECUTIVES WITH FUTURE PLANS FOR ASIA-PACIFIC

COLLABORATIONS (a.k.a. NEGOTIOATIONS).

The participant will have one of these backgrounds,

 a Business Administration or similar university level degree with an MBA + 5 years of experience,
 a Business Administration or similar university level degree with +7 years of experience
 a social science university level degree with +11 years of experience.

with all of them have C-level manager positions currently, that have near future targets for collaboration
establishments with Asia-Pacific companies and investors. Additionally,

 They need to be a self-motivated lifelong learner,

 Enthusiastic listeners,
 Open-minded.

OBJECTIVE OF THE PROGRAM:

The program aims to train high-level executives for future negotiations with Asia-Pacific high-level managers and
investors. Rather than hard-and-fast agreements, building up long-term relationships and mutual trust are the
main value expected from the graduates of this training program. To achieve this quite challenging objective, they
will be required to use their available time for the preparation very seriously. Hence, this program will also teach
these high-level managers the critical points on how to prepare for a negotiation, especially for negotiations that
their special circumstances given below in challenges section.

CHALLENGES: There are several challenges regarding these specific circumstances, i.e. negotiating with
professionals from Asia-Pacific region.

 Albeit the professionals know English sufficiently to communicate, follow the news etc., their way of use
is somewhat different owing to the differences in their culture and structure of their native language.
 Company cultures are also different. Their budget, time, place might change, but their values are rock
solid, and so for their interests. This also shapes their would-be collaborators.
 Most of the Asia-Pacific professionals emerged from a critically harsh competitive environment. They are
ABLE, and they basically do not like to see weaknesses in their counterparts, either.

All these make them quite aggressive about their positions, strict on their values and very, very distant from
compromising.

The challenges above were related to the counterparts, the challenges below is for the trainers of this program:

 You will not only negotiate in a foreign place with different values/interests you were focusing before, you
will face a thunderbolt like culture shock, unless you were directly raised by a traditional Asia-Pacific
family.
 Especially for your country of interest, you need to learn some basics and tweaks of their native
language, to better understand what they actually would like to convey when they speak English.
 You will need to hold your ego back, always.

DURATION: THREE MONTHS IN THREE PARTS: 1) PREP, 2) TRAINING, 3) SIMULATED APPLICATIONS

TOPIC LIST:

PREPARATION:

- General Asia-Pacific culture, basic syntax and most-used words of their languages, and also differing technical
vocabulary in English (1 week)

- How strong companies are formed there, how long they survive, what they do (1 week)

- How fluids move around rocks (1 week) – required analogy for negotiating with uncompromising fellows

- Art of war training (1 week)

TRAINING:

- Critical thinking structure, heuristics, cultural cognitive biases (1 week)

- Other types of cognitive biases, Schema Therapy (1 week)

- Systematic, holistic thinking, oriental viewpoint for world (1 week)

- Active listening

SIMULATED APPLICATIONS:

Here, our consulting firm hired around 50 C-level managers from Asia-Pacific region for a very short period of time.
All 20 high-level manager trainers have their own virtual firm to make negotiations for. At the end of one week, not
only the negotiations with these hired Asians are evaluated (albeit the main part is that), but also the overall behavior
with other trainers and final “size”, “reputation”, and “influence” of your virtual firm.

 The size will be evaluated with your company’s number of collaborations,

 The reputation will be measured by the ratings of 50 hired managers,
 Influence is measured by how much your presence and connections impact other trainers’ virtual firms’
negotiations.

SEVERAL DETAILS ABOUT THE PROGRAM:

- Language barrier will be destroyed by bilingual teachers (native + English) from their countries, such as one
Japanese bilingual, one Chinese bilingual etc.

- Time to set agreements will be understood from the simulated negotiations indirect teachings. At the end, the
trainings are expected to realize that these Asian-Pacifician fellows have very narrow time for reaching and
agreement, even if the negotiation itself is hours long. This specific hot-spot time will be realized in-negotation with
active listening and body-language reading skills of the trainers.