It is far superior to any training focused only on individual skills building.First developed by Professor Bob March during his 15 years in Japan as a professor, consultant and advisor.

Perfected from his 4 years teaching & training in China.

International Team Negotiation a graduate course and also for undergraduates proven in China to successfully educate Chinese business students and managers.

Team negotiation is a powerful new concept in the study and application of NEGOTIATION practice. It is far superior to any training focused only on individual skills building.

A powerful negotiation method that fits perfectly with Asian collective society.

First developed by Professor Bob March during his 15 years in Japan as a professor, consultant and advisor.

Perfected from his 4 years teaching & training in China.

Professor March' s TEAM NEGOTIATION METHOD is the clever Chinese collective approach for the future.

Section 1 What the Study of International Negotiation Does and Doesn't Include 1

Team Role Play No. 1 How Class Grades in This Course Are to Be Decided

Section 2 Selecting Your Team and Leader

NEGCOM Inventory Score Test

Section 3 The Method for Forming the Teams

Team Role Play No.2 Negotiation Preparation

Section 4 Negotiation between Inexperienced or Untrained Negotiators

Team Role Play No.3 China Life Insurance Case

Section 5 Anticipating Outcomes in International Negotiation

Case 1 Frazier Air Conditioning Global

Case 2 Protecting GUANXI from GWAILO

Section 6 The 8-Step Negotiation Preparation Process

Comprehensive Opening Statement (COS)

Section 7 Culture Learning Lessons for the Chinese Negotiator

Preparation for Team Role Play No.4 Idelux Motors vs. PK City

Section 8 Full Session Role Play Negotiation

Team Role Play No.4 Idelux Motors vs. PK City

Section 9 Professional Skills for International Negotiators

Section 10 More on Professional Skills

Section 11 Reviewing the Course and Understanding What Is Still to Come

Section 12 Team Role Play No.4 Motion Inc. vs. Precedent Computer Co.

Section 13 Team Role Play No.5 Crude Oil Sale Pricing

Section 14 Team Role Play No.6-8 Vessel Acceptance

Section 15 Final Course Activities

Learning from Two Model Reports and

Submitting Your Own Final Reports

Appendices

I. Standard Instructions for Team Role Play Process and Skills

II. Key Words and Terms Used in the Oil Industry

III. Supplementary Team Role Play*

IV. The Order of Negotiating Activities -- Expert's Ranking

Bibliography