Elevating Vietnam’s Business Competence: IMCE and the Art of Strategic B2B Negotiation
Empowering Vietnamese Enterprises Through Practical, High-Impact Learning
On June 29, 2025, IMCE Singapore, in collaboration with key Vietnamese institutions, successfully concluded another impactful session in its ongoing effort to empower local businesses through world-class training. The latest installment of the “Art of B2B Negotiation” program—designed specifically for business leaders, sales directors, and senior professionals—was met with enthusiastic participation and strong feedback from attendees.
The session was led by Mr. Daniel Pham (Phạm Minh Đức), Vice President of IMCE Global, and one of Vietnam’s most recognized experts in strategic negotiation and B2B sales transformation. With his extensive background in industrial export, manufacturing consulting, and global market expansion, Mr. Pham brought deep insight and practical frameworks to the session—enabling participants to reimagine negotiation not as a tactical transaction, but as a strategic relationship-building process.
From Skill to Strategy: B2B Negotiation as a Core Business Capability
In today’s fast-evolving business landscape, the ability to lead effective B2B negotiations is no longer just a functional skill—it is a critical business strategy. The course emphasized this shift in mindset, offering participants a clear roadmap to master negotiation in high-stakes, multi-stakeholder environments.
Key topics covered included:
- A structured B2B negotiation framework tailored to enterprise sales cycles
- Techniques to handle client objections and pricing resistance effectively
- Emotional intelligence and behavioral cues in negotiation dynamics
- The use of “critical moments” to activate decision-making triggers, including the subtle yet powerful use of gratitude (“Thank you”) and empathy (“Sorry”) to influence outcomes
- Designing persuasive alternatives when facing rejection and maintaining forward momentum in complex deals
- Real-world analysis of high-value contract negotiations and strategic account management
Throughout the course, participants engaged in scenario-based simulations, shared cross-industry experiences, and collaborated on negotiation strategies relevant to both domestic and international contexts.
Practical Impact: From Classroom to Boardroom
Participants, including sales executives, business owners, and corporate leaders, responded positively to the course’s highly applicable content. They highlighted the session’s ability to clarify negotiation blind spots, unlock untapped commercial potential, and foster a mindset shift toward long-term partnership building.
Notably, IMCE’s program extends beyond theory. Each training is designed with immediate business impact in mind—empowering organizations to recalibrate sales strategies, optimize client conversations, and enhance commercial resilience.
Positioning Vietnam in the Global Supply Chain
This negotiation masterclass is part of IMCE’s broader commitment to enhancing the competitive edge of Vietnamese enterprises as they integrate deeper into the global value chain. By equipping companies with negotiation skills rooted in global best practices, IMCE ensures that local firms can stand toe-to-toe with international partners, investors, and buyers.
In a time when Vietnam is becoming an increasingly important node in global sourcing and manufacturing, such training is not merely beneficial—it is essential. IMCE views negotiation capability as a critical enabler for scaling Vietnamese innovation and commercial diplomacy worldwide.
Strategic Partnerships That Drive Results
This program was hosted under the joint initiative between the Industrial Development Center (IDC) of Vietnam’s Ministry of Industry and Trade and the Asia-Pacific Economic Development Research Institute. IMCE served as the primary academic and strategic training partner.
Through these partnerships, IMCE continues to advance its mission of delivering globally relevant, locally customized education that accelerates the professionalization of Vietnam’s business leadership.
Looking Ahead
Following the success of the June program, IMCE is expanding its B2B negotiation training to include advanced modules and sector-specific adaptations, particularly for export-oriented manufacturing, technology, and service firms.
Future sessions will delve deeper into high-impact deal structuring, multinational stakeholder alignment, and cross-border cultural negotiation strategies—ensuring Vietnamese companies are prepared for both regional collaboration and global competition.
IMCE’s Commitment
IMCE Singapore remains steadfast in its mission: to empower Vietnamese business leaders with world-class capabilities, turning knowledge into action and action into long-term economic impact.
As Vietnam rises as a manufacturing and innovation powerhouse, IMCE continues to stand alongside its business community—offering knowledge, network, and negotiation expertise for a future defined by growth, trust, and global relevance.
