Jim Macfarlane

Asia Pacific

English, Japanese

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“If negotiation is the art of getting to yes then collaboration is the art of getting to a better yes“

Jim is a highly regarded negotiator and facilitator drawing on more than thirty years of broad industry and international experience.

His background includes management and technology consulting, start-ups, multinationals, joint ventures and strategic partnerships. Jim regularly exercises his negotiating and collaborating skills with diverse, cross-functional and multi-cultural teams. This allows Jim to practically apply ENSI’s negotiation frameworks from a position of deep experience across Asia.


Jim has lived and worked in Asia and Japan for most of his adult life.

Prior to ENSI, Jim’s leadership roles included sales, services and operations for Asia Pacific and Japan with US and Japanese multinationals.

His responsibilities have covered global accounts, strategic alliances, OEM customers, professional services, customer services, product realization and regulatory compliance.

Specialist Focus

The real challenge for many organisations is to co-create value through collaboration – internally and externally – with clients, suppliers and partners.

Bringing sales and supply together is a common theme of Jim’s work and his interests with the Chartered Institute of Procurement and Supply (CIPS) and the Association of Proposal Management Professionals (APMP).


Jim holds a Bachelor of Commerce from the University of Melbourne. He is also a regular speaker at seminars and conferences.

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