Event Details

For many of us negotiations can already be a challenge, however, once we begin to negotiate with people from different cultural backgrounds the challenges begin to multiply. This one-day workshop will introduce the science behind different cultural negotiation styles and how to become more adaptable. Leveraging real-life cases and interactive role plays, participants will apply newly acquired skills to simulate negotiating in a global environment. When the workshop finishes, participants will be better equipped to create win-win results for internal and external negotiations.

Key Learning Points:

  • Get better results by understanding and adapting to intercultural negotiation styles
  • Leverage the psychology of motivation and interpersonal influence across cultures
  • Apply a cross cultural lens to traditional negotiation concepts such as ZOPA, leverage norms and standards
  • Use real-life cases to identify your strengths and areas of improvement for negotiations


  • Kick Off & What is a Negotiation - How do you convince others to agree with you when there is a reward?
  • Preparation ZOPA - Goals, expectations, and bottom line. ZOPA & Personal Planning Sheet
  • Strategy: Psychological Impacts and Leverage - What psychological factors can influence both sides of negotiation
  • Lunch (12:30 pm – 1:30 pm) 
  • Managing Global Stakeholders - What different cultures will consider appropriate in a negotiation
  • Strategy: 5 Approaches and Application Matrix - 5 negotiation styles, situational matrix to set strategy
  • Execution: Opening, Concession Closing - How to think strategically throughout a negotiation while focusing on influence-able interests
  • Action Planning - Where to go from here

Who Should Attend?

This workshop is aimed for leaders who have global and multicultural roles and responsibilities.


Fee includes lectures, course materials and lunch.

包 括 会 务 费, 资 料 费, 午 餐 费。

Participants can send their questions in advance using the registration form.

In case of cancellation, please kindly note you must email the BritCham Shanghai Event staff Hilary.Wu@britishchambershanghai.cn before 6pm, 4 Sep. Due to the service charges of Event Bank and online payment platforms, we can only partially refund up to 90% of your ticket price and payment will be processed within 14 days after the event via your original payment method. However, it is non-refundable for cancellation request made beyond the above mentioned timeframe.


  • John Dorris (CCO at Sino Associates)

    John Dorris

    CCO at Sino Associates

    John is a Founder and the Chief Cultural Officer of Sino Associates with more than 19 years of training, coaching, and facilitation experience in Asia, including 17 years of leadership development experience in China. John has developed tens of thousands of professionals in leadership practices across Asia and North America with a focus on Global Leadership and coaching leaders transitioning to new roles.

    John is certified in 12 standard cross-cultural tools including assessments and training courses covering all major academic and business settings. His signature workshop on Diversity and Inclusion has been highly praised by fortune 100 companies, embassies and consulates across Asia.

    His Global Leadership courses prepare leaders to create impact and drive results on international teams and leverage proprietary tools such Sino’s VAE and 3A. He has worked with supervisor to executive level leaders from every corner of the world to be more effective and strategic in multinational organizations.
    John brings a wealth of knowledge to his clients through his rich international background having lived and worked in nine countries. Beyond to providing services to corporate clients, John has served as an APEC speaker on global balance in business and as an adjunct professor for HKU and Duke University on the topics of leadership and coaching.

    John 是赛诺公司创始人之一兼首席文化官,在亚洲有超过19年的培训、教练以及引导经验,其中17年在中国进行领导力发展工作。他曾为亚洲及北美的数万名企业中高层管理者提供教练和咨询,聚焦于帮助他们提高跨国领导力,并为接任新职位的领导者提供教练服务。

    他拥有跨12个标准跨文化工具认证,涵盖了所有主要学术领域和商业环境认可的重要跨文化评估和培训课程。他的核心课程–“多样化和包容性”(Diversity & Inclusion),获得了世界100强企业以及驻亚洲大使、领事的高度认可。


    John 能够向客户传递丰富的知识,得益于他的多元化背景。他的生活和工作足迹遍及9个国家和地区:出生于新加坡,受教于美国外交之家,后来在亚洲、美国以及中东长大成人。他在美国和欧洲研究跨文化解决方案,并精通英语、国语和意大利语。

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Member Ticket

Fee includes lectures, course materials and lunch.
包 括 会 务 费, 资 料 费, 午 餐 费。

Member Price RMB 3,650
Non-member Ticket

Fee includes lectures, course materials and lunch.
包 括 会 务 费, 资 料 费, 午 餐 费。

Standard Price RMB 4,650


AmCham Shanghai Conference Center (Xintiandi)

27F, Infinitus Tower
No.168 Hubin Road, Huangpu District

Shanghai, China

If you have any questions please contact Hilary Wu

Contact Organizer

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