China Paradigms

Matthieu David interviews Nicolas Clement, founder of Nego Asia, the China Distributor of one of the global leading sales performance consultancies, Halifax Consulting. He obtained the Stanford Professional Certificate in Strategic Decisions & Risk Management Certificate, and graduated with an MBA from ESSEC Business School. Nicolas Clement emphasizes bringing respect to the negotiation table, and focus on preparation and understanding your counterpart. Highlights of this episode: 5:40 What is negotiation 4.0? The importance of respect 8:45 Sun Zi and other ancient negotiators, and what wisdom we can gain from them 10:45 Why preparation is the most important step to negotiating 12:15 How to best understand the other party 17:00 Is there a need to adapt knowledge and strategy while in China? 19:30 The paradigm of commercial negotiations, and one key difference in China and US negotiations 22:30 Be yourself, but the polite version of yourself 26:15 Is BATNA （Best alternative to negotiated agreement）still rele