The Dao of negotiation, Eastern strategies for Western minds.

Profile

Leonie McKeon is an experienced keynote speaker, workshop presenter and author who presents on ancient Chinese negotiating skills known as the 36 Chinese Strategies - derived from Sun Tzu’s - The Art of War.

Leonie lived in the Greater China Region for several years where she studied Mandarin and had the opportunity to observe the mastery of Chinese negotiation tactics. These negotiation skills and ways of thinking are based on ancient Chinese wisdoms, which encompass highly developed negotiation strategies that have acquired a global reputation as being some of the most effective in the world.

From Leonie’s presentations audiences learn a new way of thinking about negotiation and how to apply these strategies into any negotiating environment.

Previous experience

Author: Leonie is the author of Tame the Tiger- Negotiating from a position of power, Deceive the Dragon - Negotiating to retain power, and Lure the Tiger - Negotiating in confronting circumstances, which describes the 36 Chinese Strategies through contemporary business examples. This is written for Western business people who are currently doing business in China, who wish to do business in China, or simply want to learn how to be better negotiators. Tame the Tiger - Negotiating from a position of power and Deceive the Dragon - Negotiating to retain power and Lure the Tiger - Negotiating in confronting circumstances are Book One, Book Two and Book Three in a series of Six Books.

Consultancies: Leonie works with Western businesses steering them through multimillion-dollar deals with Chinese business people.

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Media

Video

Leonie McKeon - Presenting Strategy 15: Lure the Tiger Down the Mountain

Leonie presenting one of the 36 Chinese Strategies: Strategy 15 - Lure the Tiger Down the Mountain. This strategy is about taking you out of your comfort zone.

Leonie McKeon - Speaker Overview

Leonie has lived and travelled in the Greater China Region for several years where she learnt Mandarin and through these experiences made an important discovery, which is that "everything is negotiable". When she first read 'The Art of War', from which the 36 Chinese Strategies was derived, like many people she did not understand what relevance this had in the contemporary business world. Once she understood that every Chinese person she spoke to knew and often used the 36 Chinese Strategies at a deep almost unconscious level, she realised that understanding these strategies were the keys to understanding Chinese business behaviour.

Leonie McKeon - Strategy 3: Murder with a Borrowed Knife

Leonie provides an example of one of the 36 Chinese Strategies: ‘Murder with a Borrowed Knife’. This strategy is about preserving your own strength by getting others to help you achieve your goals.

Feedback

“I’ve had the privilege of hearing Leonie McKeon’s insights into doing business in China through the ‘36 Chinese Strategies’. What I found fascinating was that through bartering in marketpl ... keep readingaces, the Chinese develop from an early age the skills and techniques they need to get a better deal. Understanding and appreciating Chinese business culture is essential to conducting business there, and through Leonie’s use of the ‘Strategies’, what could otherwise be overwhelming becomes manageable, entertaining, and even fun! Leonie’s insights are a must for anyone contemplating doing business with the Chinese.” CPA Australia

"Anyone who has the pleasure to have dealings in China, with Chinese clients or friends in their home country or has Chinese employees will find Leonie's 36 Chinese Strategies workshops invaluable. The workshops were eye-opening and had the right amount of humour and personal stories to more than keep our attention."

HATCH, Western Australia

“The training that Leonie provided to our team was excellent. The program was practical, was delivered with context and opened the teams mind to learning more about how to do better business in China. I have no doubt that the learning's will be applied and will provide great outcomes for our business. Leonie has also provided a great personal development opportunity for members of our team.”

KMart

“From a personal perspective, Leonie was instrumental to our Chinese cultural program developed for the Super Retail Group. Target audience being our Management and Leaders from Logistics, Marketing and Category. In organising the program for the team, I found Leonie incredibly resourceful, totally understood the brief and built value-add to the program. Often you don’t know what you don’t know so great to have a Subject Matter Expert to guide and shape a very successful program.”

Fletcher Building

I can’t tell you how much you have given our family and me personally through your insights about the 36 Chinese Strategies. Understanding how the 36 Chinese Strategies are applied in Chinese business culture was the lightbulb moment which has led to such revenue growth, opportunities and personal growth. This has been one of the great, exciting professional and personal journeys and achievements of my life. Thanks again.

WINES BY: GEOFF HARDY