Art of negotiating across cultures


  • Metro News
  • Thursday, 02 May 2019

Participants learning about negotiation during the two-day workshop conducted by Kim.

NEGOTIATION does not necessarily always mean getting the better deal but creating a win-win situation for a positive long-term collaborative relationship.

These were among the points discussed at a two-day workshop on “Negotiation and Leading Across Boundaries” held at Menara Star.

For The Barbecue Plaza (M)

Sdn Bhd managing director Wong Chin Chian, the workshop has changed his perception about negotiations.

“My job requires me to deal with shopping centres’ management, suppliers and contractors and these require negotiations.”

Prior to the workshop, he relied on his instincts when negotiating.

“And in the end, I would worry that the outcome could have been better.

“I thought it was about getting the better deal but now I realise it is about creating a win-win outcome and that preparing for a negotiation is very important,” he said.

Sharanjit Kaur signed up for the workshop to understand the different cross-cultural negotiation methods, which is relevant to her job as the recruitment and human resource head for Inscale Asia.

“I also wanted to learn about different ways to negotiate, how to negotiate when bidding for new clients, and tips on how to improve.

“I learned that preparing for a negotiation and listening are important elements,” she said.

The talk was conducted by Centre for Asia Leadership president and co-founder Samuel Kim, who was also one of the speakers at a previous workshop titled “Adaptive Leadership: It is not just about winning at a negotiation but creating value” at Menara Star.

“It is also about how you communicate, leadership skills, learning your strengths and how to improve,” he said.

At the workshop, he talked about several case studies such as negotiation between two parties or more, with the most having six parties involved.

Kim said there were several types of negotiations such as distributive negotiation and integrative negotiation.

The former is about haggling for the best price or winning the deal of larger piece of the pie.

The latter is about creating values and increasing the size of the pie.

Kim cited an example where a cash-strapped college student negotiated for a second-hand car and it later got him an internship opportunity.

“Usually it is a distributive negotiation when it comes to haggling.

“However, in this case, it turned into a case of integrative negotiation; creating value for both parties when the student was able to afford the second-hand car and years later got into an internship programme, while the seller was able to recruit an intern for his company,” he said.

Kim will also be one of the six speakers at the upcoming Asia Leadership Forum titled “Exercising leadership in the 21st century: a forum of powerful ideas from Harvard University” on May 11 at Sunway University.

The forum provides participants a chance to learn, network and discover how Harvard experts see leadership intersects with core leadership competencies to initiate meaningful change in the new millennium.

Register online now at alf.asialeadership.org by May 3.

To register, call 03-7491 8716 / cali@asialeadership.org

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