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The Concept:

As you might have heard of them, the most common challenges faced when negotiating anywhere, are as follow:

  • Unable to sufficiently prepare for negotiations
  • Unable to establish any common understanding with the other party
  • Unable to communicate effectively between the 2 parties
  • Unable to structure deals that are perceived as win-win to both parties
  • Unable to get your adversaries to abide by their agreements

  • After this course participants will learn to: 
  • Plan and prepare your negotiations for optimal outcomes;
  • Know your negotiating style and how to adapt it to your adversaries' in China
  • Get your adversaries to abide by their agreements



  • 无法做好、做足谈判的准备工作
  • 无法与对方取得共识
  • 双方无法有效沟通
  • 无法获得双赢的谈判结果
  • 无法让对手遵守谈判承诺


  • 做足准备已获得最优谈判结果
  • 了解自身的谈判风格,并能够迎合对手的风格做调整
  • 让对手遵守谈判承诺

Session Outline

Common negotiation mistakes people make

  • Not understanding the other party enough
  • Having unclear negotiation targets and bottom lines
  • Conceding way too much too quickly
  • Unable to identify the negotiation the other party's real interest
  • Unable to leverage or increase your bargaining power

3-Way Negotiation Activity

Know when to fight, and when not to fight

  • How to deal with over-aggressive behaviour in negotiations
  • Setting your BATNA (Best Alternative to a Negotiated Outcome)
  • Understanding the other party's BATNA and possible interests
  • Role Play: Negotiating for a good outcome

  • Getting AgreementHandling questions, concerns and objections
  • How to turn down unreasonable requests but still win the customer

Role Play: Handling questions, concerns and objections



  • 不足够了解谈判对手
  • 对谈判目标及底线定义模糊
  • 让利太快
  • 无法认清对方的真实意图或想法
  • 无法合理利用或增强你的谈判筹码


知可战与不可战者 胜

  • 如何应对过度强硬的谈判行为
  • 设定你的BATNA (在没有获得谈判结果的最佳选择)
  • 了解对方的BATNA及谈判意图
  • 演练:为最佳结果进行谈判​


  • 如何处理客户的质疑、疑虑与异议
  • 如何拒绝不合理的要求而还能赢得客户


Who should attend?

Sales and other people who face unique negotiation challenges in China or Asia, and are looking for practical ways to achieve better negotiating outcomes.



9 AM

30 mins


9:30 AM

90 mins


11 AM

15 mins

Coffee Break

11:15 AM

1 PM

Refreshments will be served during the coffee break for the attendees.



A prepayment is required when choosing 'Members only price' or 'Standard Price'.

Member Ticket
Member Price RMB 360
Member Price (Pay at the door) RMB 360
Member Company Employee Ticket
Standard Price RMB 500
Door Price RMB 500
Non-Member Ticket
Standard Price RMB 650
Door Price RMB 650


  • All registrations shall be made online before the session. For full-day sessions, payment also shall be made before the session.
  • For half-day sessions, AmCham Shanghai members are eligible to attend free of charge with Training Credit*; AmCham Shanghai members without Training Credit are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at "Employee Rate".
  • For full-day sessions, AmCham Shanghai members are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at “Employee Rate”; Non-members are eligible to attend at “Non-Member Rate”.
  • Limited spaces are available and attendance will be given on a first-come, first-served basis.
  • Members please bring your membership card and non-members bring your business card upon check-in at the training session.
Walk-in and Cancellation Policy
  • This session requires confirmation of attendance in advance. If you attend this session without prior registration, you will be charged an RMB50 "walk-in" fee as member and RMB100 as employee.
  • Cancellation: If you need to cancel your registration for a half-day session, please notify Ivette Corominas at (86 21) 6279 7119 ext. 5671 or email no less than 24 hours in advance. If you need to cancel your registration for a full-day session, please notify Ivette Corominas at least two weeks prior to the session for a full refund. Cancellation made within two weeks before the session will not be refundable.
  • To ensure that you have a seat, please come to the session on time. Open seats will be released to other guests 15 minutes after the session starts.
*What is Training Credit?
As an extra offer to all AmCham Shanghai members, each member will be granted with ONE Training Credit with their valid membership term. Members are able to use the Training Credit to register for the training session they are interested in, free of charge. The Training Credit can only be used by the member him/herself. The Training Credit is not transferrable or refundable for cash.