Era of Rapid Adaptability®

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Era of Rapid Adaptability®:

Changing the Focus to Value in Cultural Settings


Stephen Kozicki is the Managing Partner at Gordian Business, an international consulting firm focused on increasing productivity and profitability for global corporate clients. He has worked in Asia for the past 25 years, in Singapore, Malaysia, Hong Kong and China.He is also a visiting lecturer at the business school at the Australian Catholic University and at the University of Technology in Australia. Stephen is the author of The Creative Negotiator, Persuading for Results and The Idea Pack for solving your impossible problems.He has been recognised for his research and teaching achievements by being awarded an Honourary Associate position at the Graduate School of Business, Macquarie University.Recently appointed to the advisory board for the HBR magazine at Harvard.


Agenda

Rapid changes in markets requires your negotiation team to be agile

Plan more effectively using a cultural lense on relationships in China

Prepare for different types of negotiations


Pricing PressuresIncreasingly knowledgeable buyers

Products & ServicesThe Playing Field is Almost Level

Competition

Intensifying

Advantage– Your team

The Real Source of

Value-Add

The New Normality - Chaotic Change

Your Negotiating

Team


Era of Rapid Adaptability®

Where do you sit on the “continuum of rapid adaptability”?

“Status Quo” We have to change Rapid Adaptability

What stops you moving further to the right?


Faced with a choice between changing our mind and defending our position, most people get busy defending their position.

J.K.Galbraith



Agenda





Knowing others is intelligence;

knowing yourself is wisdom;

mastering others is strength;

mastering yourself is true power.

Lao Tze


”“Value of Relationships - Cultural

Business relationships are becoming a new form of wealth and differentiation. Two companies can have similar products and cost structures, but the one with strong supplier relationships can lock out competitors.

Michael Porter


Building Relationships - Guanxi

is connections or relationships

an obligation of one party to another, built over time by the reciprocation of social exchanges and favours.

like a type of currency that can be saved and spent between the two parties

(Pronounced gwan shee)

‘Doing business through value-laden relationships’

If you don’t have it, find someone who has

Keep contacts warm: communicate!

Guanxi


There are enormous benefits in being able to present your ideas to people in person.

You can present your ideas much more convincingly!

Malcolm Gladwell, The Tipping Point & Blink



Agenda





The essential difference between emotion and reason isthat reason leads to conclusions, while emotion leads to action.

Neurologist Donald Galne


Types of Negotiation

Quick

Compromise

DeliberateWhen parties compete over the distribution of the outcome of an agreement – to claim value.

When parties reach a quick sub optimal outcome.

When parties cooperate to achieve an optimal outcome – to create value.

More Value Claiming More Value Creating


Smooth seas do not make skilful sailors. African Proverb


The single biggest problem in business is,

staying with your previously successful business model…

one year too long.
