English
中文
East Meets West: Strategic Negotiation for Sustainable Partnerships
Every negotiation tells a story — of culture, strategy, and the invisible rules that shape trust. Business cooperation today has evolved from a transactional skill into a strategic capability. In an era of geopolitical uncertainty and shifting alliances, the ability to navigate complexity across cultures has never been more critical. Across borders, negotiators bring distinct logics, expectations, and priorities to the table.
This XJTLU International MBA master class examines how cultural differences and global tensions shape negotiation dynamics and outcomes in both China and the wider international arena. Participants will explore proven frameworks for aligning strategic goals with intercultural understanding.
Key Learning Outcomes
- Through real-world cases and practical insights, the session highlights how to build credibility and trust across diverse and sometimes volatile business environments.
- By bridging perspectives, managers can transform negotiation into a source of stability, collaboration, and mutual advantage — not only to close deals, but to build lasting, trust-based success across borders.
Language
English
Agenda
6
30PM
-
7
00PM
7
00PM
-
7
15PM
Welcome and Introduction
Nuno Da Camara (Moderator)7
15PM
-
8
15PM
Interactive Lecture
David Dufour8
15PM
-
8
30PM
8
30PM
-
9
00PM
Welcome and Introduction
Speakers
Nuno Da Camara (Moderator)
Senior Associate Professor at IBSS, XJTLUInteractive Lecture
Speakers
David Dufour
Associate Professor at IBSS, XJTLUSpeakers
Nuno Da Camara (Moderator)
Senior Associate Professor at IBSS, XJTLU
Programme Director of IMBA
Nuno Camara teaches courses on organisational behaviour and people management, change management and emotional intelligence. Before coming to China, he was MBA Director and Associate Professor at the University of Southampton in the UK. He has also consulted with a variety of private, not-for-profit and public organisations on stakeholder research, employee engagement and change programmes. He is also a qualified executive coach and has a strong interest in leadership development. He did his PhD at Henley Business School and his Masters at the London School of Economics and Political Science (LSE).
David Dufour
Associate Professor at IBSS, XJTLU
With 25 years in China and 15 years of corporate training experience, David Dufour has worked with numerous Fortune 500 companies and leading business schools. He has trained and coached hundreds of professionals, achieving measurable performance and profitability improvements. Previously, he led corporate training and business development at the European Institute of Purchasing Management in China.
His teaching portfolio includes modules on Strategic Purchasing, Innovation in Supply Chains, Negotiation, and Digital Transformation. He is active in academic research and executive education, linking strategic thinking with real-world business outcomes.
About XJTLU & IBSS
Xi'an Jiaotong-Liverpool University (XJTLU) is an international joint venture university founded by Xi'an Jiaotong University and the University of Liverpool. As an independent Sino-foreign cooperative university, it captures the essence of both prestigious parent universities and is the largest of such universities approved by the Ministry of Education in China. Founded in 2013 as a key member of the vibrant XJTLU community, the International Business School Suzhou (IBSS) is a Triple Crown Accredited (AACSB, EQUIS and AMBA) business school offering a unique blend of Western and Chinese academic practices. As a top-ranked business school, IBSS provides cutting-edge knowledge and prepares students of all ages for careers in business and government across a wide range of sectors.
Ticket Price
Organizers and Partners
DUSA Annual Partners
2025 DUSA Oktoberfest® Sponsors
