This Webinar is: Highly Recommended!
Online Webinar – Recorded – August 24, 2006
Activity Type: Education – Online or Digital Media 1 PDU – Free
Provider: Talks At Google  (Google Talks Website @googletalks)

PDU Of The Day has published over 10,000 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 2021, we are publishing many new opportunities, and some of our readers & editors favorite articles, as a special treat for our readers!

Each of these webinars is available online!

NOTE: This is still one of the best negotiation training sessions focusing on the intense impact that the culture dimension can have on negotiations
We HIGHLY RECOMMEND This Webinar!

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.

The “Tactics” section listed below will give you:
Excellent Lessons Learned!

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.

Or Click To Watch On YouTube:
Comparing American & Chinese Negotiation Styles

NOTE: For PMI® Audit Purposes – Print Out This Post!  Take notes on this page during the presentation and also indicate the Date & Time you attended. Note any information from the presentation you found useful to your professional development and place it in your audit folder.

Online Webinar – Recorded  November 15th, 2010
Activity Type: Education – Online or Digital Media 1 PDU – Free
Provider: Case Western Reserve University School of Law

PDU Of The Day has published over 10,000 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 2021, we are publishing many new opportunities, and some of our readers & editors favorite articles, as a special treat for our readers!

Each of these webinars is available online!

Note: This session is from CISCDR Fifth Anniversary Distinguished Visitor Lecture presented by the Center for the Interdisciplinary Study of Conflict and Dispute Resolution Case Western Reserve University School of Law

Negotiations expert, attorney, sports agent, and award-winning author Ron Shapiro will share the key principles of effective negotiations — for getting what you want while building stronger relationships.

His method includes focusing on client needs through listening and the 3P’s: Prepare-Probe-Propose, and is the subject of his book, The Power of Nice: How to Negotiate So Everyone Wins – Especially You!

Or Click To Watch On YouTube:
How To Negotiate So Everyone Wins, Especially You!

NOTE: For PMI® Audit Purposes – Print Out This Post!  Take notes on this page during the presentation and also indicate the Date & Time you attended. Note any information from the presentation you found useful to your professional development and place it in your audit folder.

Live Webinar December 8th, 2021, 11:00 am – 12:00 pm EST
Activity Type: Education – Course or Training  1 Hour  1 PDU
Provider: Gartner Webinars

Most people have some experience communicating and presenting, but the majority believe they can do better.

In this question-and-answer webinar Ed Gabrys (LinkedIn profile, Gartner bio) Gartner Sr. Director Analyst explores a set of approaches rarely covered in conventional storytelling and presentation sessions, but often used by many of the best speakers.

Gartner Sr. Director Analyst for CIO research, an expert on leadership, culture and strategy, will answer questions you and your peers are asking about how to effectively present to executives, the board and your teams, by captivating your audience.

Discussion Topics:

• Earn your audience’s attention
• Evoke your audience’s imagination
• Interrupt your audience’s expectations

Return to the web page to watch both the live and on-demand webinar.

Click to register for:
Art Of Storytelling & Presenting:
Captivate Your Audience

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Live Webinar December 6th, 2021 – 12:00 pm to 1:00 pm EST
Activity Type: Education – Course or Training  1 Hour  1 PDU free
Provider:  The Corporate Education Group ( REP 1011 )

In simple terms, an ally is someone who stands up for the equitable and fair treatment of someone who is different from them.

Anyone can be an ally for a marginalized or vulnerable group; it involves actively listening and learning about others’ experiences, as well as taking action to end discrimination. Allyship hinges on embracing a learning mindset and a willingness to question your assumptions, evolve your thinking, and owning your mistakes.

In this webinar, Christa will explore the relationship between inclusion and belonging, reflecting on dimensions of diversity that have shaped our personal access to opportunity.

Christa will investigate the concepts of power and privilege through a relational lens, identifying concrete steps we can take to interrupt bias and address injustice.

Lastly, she’ll delve into real-life scenarios involving micro-aggressions and discrimination, brainstorming ways that allies can take action.

Key topics covered:

• Define key terminology related to allyship
• Make a connection between belonging, engagement, and productivity
• Articulate what it means to act as an ally to a marginalized group
• Explain how bystander behavior contributes to bias and exclusion
• Identify concrete actions that allies can take in addressing bias and discrimination
• Brainstorm inclusive actions an ally could take in real-life scenarios

Presenter: Christa Kirby, (LinkedIn profile) MA, LCAT, PMP VP Talent Development & Leadership Practice Director,Corporate Education Group (CEG); has 15+ years of experience in communication, leadership, &  consulting for a global audience. A highly motivated learning & development professional with a unique confluence of experience in leadership development, consulting, change management, project management, coaching and mentoring, facilitation, and instructional design, Christa has designed, developed, and delivered numerous interactive leadership programs and blended learning solutions for clients worldwide & worked in 28 countries. Christa’s certifications include Project Management Professional (PMP)^®, Certified Scrum Master (CSM), and Certified Scrum Product Owner (CSPO), Prosci Certified Change Practitioner, Certified Everything DiSC Facilitator, and MBTI and EQ-i 2.0 certified.

Click to register for:
Stand By Me: Building Ally Skills At Work

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Live Webinar December 2nd, 2021 – 1:00 pm to 2:00 pm EST
Activity Type: Education – Course or Training  1 Hour  1 PDU free
Provider:  The Corporate Education Group ( REP 1011 )

How do we reclaim equilibrium and focus as we transition into the next-new-normal of hybrid work?

While we can’t control our external circumstances, there are some specific actions we can take to exercise agency and build peace of mind in the midst of adversity.

In this session, Christa will investigate science-based strategies for enhancing health and well-being.

Using a holistic 5-pillar model of resilience, we’ll examine various facets of the mind-body connection, including the relationship between psychological, social, and emotional health.

Christa will also explore ways to activate internal resources to deal with external pressures, creating a renewed sense of empowerment and possibility.

• Exploring the Mind-Body Connection
• Positive Stress, Negative Stress, and Burnout
• The Biology of Stress
• Boosting Resilience
• Mindset and Locus of Control
• Embracing Mindfulness
• Connecting Intentionally and Building Team Health

Presenter: Christa Kirby, (LinkedIn profile) MA, LCAT, PMP VP Talent Development & Leadership Practice Director,Corporate Education Group (CEG); has 15+ years of experience in communication, leadership, &  consulting for a global audience. A highly motivated learning & development professional with a unique confluence of experience in leadership development, consulting, change management, project management, coaching and mentoring, facilitation, and instructional design, Christa has designed, developed, and delivered numerous interactive leadership programs and blended learning solutions for clients worldwide & worked in 28 countries. Christa’s certifications include Project Management Professional (PMP)^®, Certified Scrum Master (CSM), and Certified Scrum Product Owner (CSPO), Prosci Certified Change Practitioner, Certified Everything DiSC Facilitator, and MBTI and EQ-i 2.0 certified.

Click to register for:
Resilience & Well-being

NOTE: For PMI® Audit Purposes – Print Out This Post!  Take notes on this page during the presentation and also indicate the Date & Time you attended. Note any information from the presentation you found useful to your professional development and place it in your audit folder.

Online Webinar  – Recorded January 30th, 2019
Activity Type: Education – Online or Digital Media 1 PDU – Free
Provider:  The Corporate Education Group ( REP 1011 )

Our ability to deal effectively with our emotions in the workplace is critical to our success. As the pace of the world increases and our environment makes more and more demands on our cognitive, emotional, and physical resources, emotional intelligence is increasingly critical as a skill set.

Emotional intelligence strategies combined with native intelligence increase our ability to successfully manage the constant challenges from customers and our business associates.

Crystell will provide you with the opportunity to identify your own challenges in maintaining positive environments and collaborative relationships as well as overcoming resistance and negativity.

Participants will explore tools, techniques, skills, and perceptions to perform their roles and manage their emotions with confidence and positive results.

Learning objectives:

• Recognize and understand the five competencies for building emotional intelligence.
• Apply competencies and communication skills to influence, motivate, and inspire others.
• Use communication approaches and skills for developing relationships and ownership for successful outcomes and follow-through.
• Choose perceptions and behaviors that will lead to positive outcomes.

Presenter: Crystell Anthony, (LinkedIn profile) M.Ed., MBTI®, CAGS from Northeastern University, and a certified State Trainer for Massachusetts, is a Lead Consultant for Corporate Education Group and Principal and founder of her own consulting company, The Focus Group. Since 1979, Crystell’s training programs are known for containing simplified best practices for easy on-the-job applications and have been successfully installed in organizations across the globe.

Click to register for:
Emotional Intelligence

NOTE: For PMI® Audit Purposes – Print Out This Post!  Take notes on this page during the presentation and also indicate the Date & Time you attended. Note any information from the presentation you found useful to your professional development and place it in your audit folder.