It's time to J-Globalize your business

Intercultural communication and global business success programs like no other

Win-win Negotiating                    L4
and Positive Problem Solving

Negotiate at global speed using clear, friendly, persuasive techniques to reach win-win solutions.

The problem is Japanese are often too slow to reach consensus, and can’t clarify global counterparts’ needs or brainstorm to find best win-win solutions…

Learn useful flow, strategy and facilitation skills for negotiating across cultures, mixing best of both styles.

It was an eye-opener to me how we have to ask “why” and other questions many times, because we cannot guess the other culture people’s thinking. Also setting clear strategy,  possible range of agreement before helped us get better results. We should always do that planning and checking.

Section Manager, Trading Company

Today I could understand US or Europe style, Asian style and Japanese negotiation styles all have good points, and we can switch style depending on purpose and members. Such as, brainstorm to get many good options: high context flexible style for win-win relationships, logical discussion to find one best answer.

Sales Representative, Factory Automation Company

It was the greatest seminar I’ve had before. so many contents in the short time, many powerful stories… We really enjoyed role-playing in the negotiation simulations.

Engineer, Aerospace Company

The Purpose of this workshop:

■ Create a better intercultural negotiation mindset, skills and process to improve our global business results.

Who is it for?

■ Managers and staff who negotiate across cultures – internally or with customers/partners. (Example, project managers, purchasing or sales staff)

How will participants benefit?

■ More confident, clear communication, and more efficient meetings.

■ More long-term win-win mutually supportive global business relationships

■ Better business outcomes due to persuasive, strategic negotiation flow

Workshop Methodology:

■ Improve your performance in Japan and globally, in selling situations or in conflict resolution by following proven processes, and adjusting them for the culture of your stakeholders.

■ Build trust fast by sensitively sharing and hearing needs in early stages, and creatively find synergistic ways to achieve shared goals. Succeed in Japan via: innovative use of traditional systems such as estimates, nemawashi and ringi (alignment discussions and group seal approvals) to delegate decision making power to the negotiator.

■ Setting up negotiating goals and parameters in advance (or for common situations) to avoid the damaging bottleneck of ‘negotiating by committee’.

■ Use of closing techniques to hear stakeholders interests and concerns and then overcome their objections to reach agreement.

Program highlights:

■ Use win-win framework and build rapport (1. Understand and share needs proactively, 2. Brainstorm solution ideas, 3. Develop benefit-oriented persuasive stories, 4. Ask closing questions, and overcome objections)

■ Create hybrid solutions for Global vs Japan’s Team-based decision-making (1, Clarify strategy and internal preapproval for ranges of solutions, 2. Reach agreement quickly. 3. “Speed Nemawashi”   stakeholder alignment)

■ Practice consultative selling and proposing (1. Pre-research and trust-building needs questions, 2. Apply examples, frameworks & processes to analyze client options, 3. Understand and support buyer approval process, 4. Support internal execution)

Facilitation Agenda

 

Time Topic Details
9:00 A) SET-UP 1. Introductions,
2. Review of Global English
Overview/Challenges:
1. Workshop goals,
2. Leadership in negotiations,
3. Your company’s style: debate,
4. J-Global model
B) CULTURAL DIMENSIONS Socratic:
1. Ask questions,
2. Interactive mini-presentations with interruptions,
3. Combining ideas
Low context:
1. Share needs and strategies,
2. Ask ‘closing questions’,
3. Detailed numbers and reasons.
Informal: Quickly build friendly trust and rapport.
Relationships: Personal relations vs. contracts   <Break> (10 mins)
10:40 C) FUNCTIONAL SKILLS Baseline Negotiation: Booking a hotel business event
Main principles: Zero-sum vs. Win-Win negotiation
Phase 1: Internal planning:
1. Business goals,
2. Negotiation The Purpose of this workshop and needs,
3. Your options,
4. Stakeholders and agreed ranges,
5. Documentation (sales tools, explanations), 7. cultural differences    <Lunch> (60 mins)
Phase 2: Building Rapport:
1. Greetings / relationship-building,
2. Agreeing goals, principles, steps and methods
13:00 Phase 3: Exchanging Information: Explaining and asking about situation and needs
Phase 4: Considering options:
1. Exchanging proposals, and explaining benefits,
2. Responding and suggesting options,
3. Exchanging proposals, win-win creativity
Diversity’ Case Study Negotiation Simulation      <Break> (10 mins)
Phase 5: Finalizing:
1. Making detailed agreement. Aligning stakeholders quickly,
2. Recording agreement terms and planning execution and follow-up
Phase 6: Executing:
1. Detailed planning: milestones and responsibilities for all stakeholders,
2. Internal agreement: Stakeholder mapping and speed-nemawashi
Zero-Sum Negotiating Techniques – For when counterparts don’t play win-win
14:30 D) SIMULATIONS Change agent consulting: Full negotiation: for improving internal work situation       <Break> (10 mins)
15:55 E) WRAP UP Assignment:
Review:
1. Personal Goals,
2. Your issues/questions
Personal Plan:
1. Stop Start Continue,
2.  Homework   <17:00 Close>

Sample Program Slides

Ask “Why?” to achieve win-win

Know their decision making style

Get approval of options in advance

サンプル

ウィンウィンに至るために「Why?」を問う

相手の意思決定
スタイルを知る

事前にオプションの
承認を得ておく

Program design by Jon James Lynch and J-Global facilitators. Copyright K.K. J-Global 2018. All rights reserved

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