Game Theory in Practice: How to Compete and Cooperate More Effectively?

Date: November 7-9, 2019
Venue: Shanghai

RMB 31,800

Programme Fee includes tuition, case licensing fees, lunches, stationery, other course materials, interpretation and translation fees if required. The full fee must be paid within two weeks upon receipt of the payment notice. Applications made within 30 days of the start of a programme require immediate payment. CEIBS reserves the right to amend information on this programme including price, discount, date, location, faculty, daily schedule and other details.


Business is war without bullets. Is inter-company competition just a lose-win game, or does a company have to base its success on the competitors’ failure? No! The companies’ strategies  are interactive, any one’s strategy that "benefits itself at the expense of others” may evoke the competitors’ strong reactions, while their counter strategy will usually defeat the original one. To the end, no one has been benefited (i.e. the Prisoners’ Dilemma). Companies can interact with each other at multiple levels where there are often both competition and cooperation. A company only knows how to compete instead of cooperating or is only willing to compete instead of cooperating will not gain sustainable success. The joint success that Coca Cola and Pepsi have achieved is largely the result of their tradeoff  between competition and cooperation. It's hard to believe that the two century-old rivals have had fewer price wars at mature market than do Chinese color TV manufacturers in recent ten-odd years at fast-growing market.

The next few years will still see a growing Chinese economy, and most of sectors in China will remain the fast-growing markets. It’s of greater significance for companies to cooperate and compete in an effective and sustainable way than to scramble for market shares.


The Game Theory is one of the best tools to analyze and develop inter-company cooperation and competition strategies. It emerged in the World War II period and has been widely used in business studies in recent decade, which proved effective and successful. This 3-day programme consisting of 8 topics will, with the aid of practical cases about domestic and foreign companies, introduce how companies can make use of the Game Theory’s thinking framework to thoroughly analyze the environment of competition and possible changes, and provide the participants with a new perspective when developing corporate strategies. We’ll also arrange some time to discuss the actual issues about strategy in participants’ organizations and apply the knowledge to the real world.


The programme is specially designed for corporate decision-makers and senior executives, including board chairman, CEO, president, general manager, head of business unit, vice president of business development, vice president of strategy, managing director, and etc. 

Comments From Participants 

The programme provides us with some useful tools to develop marketing strategy. I’ve learnt to apply game theory to relationship management. 

Yang Fang 
Vice Manager, Customer Service Centre 
China Telecom Corporation Limited


With real case studies concerning domestic and international companies, I’ve learnt many strategies and techniques in different game scenarios that are important for my marketing work.  

Elaine Yang 
Marketing Manager 
Dumex Baby Food Co Ltd

In combination with theoretical lecturers and practical experience of many entrepreneurs and executives, the programme has helped broaden our perspective and inspire our thinking. 

Chen Lijian 
Deputy General Manager, Fund Centre 


Participants who successfully complete the programme will be able to:

  • Think out of the box, rethink the organisation’s strategic position and strategy formulation
  • Learn lessons and experiences from domestic and foreign companies in respect of Game Theory application
  • Apply the five factors of the game to opportunity identifying, competition or cooperation strategy formulating, and market expanding
  • Understand and use the nine principles for small companies in gaming against big ones
  • Gain new strategic insight into the overseas market expansion
  • Know how companies can cooperate with the outside world and participate in rule making, so as to promote the industry development in a right direction and take a favorable position in gaming
  • Schedule

  • Day 1


  • Introduction to the model of game theory
  • Importance of information – how to transfer information effectively
  • "Survival of the fittest” vs. “bad money drives out good” 
  • Game theory and corporate strategy – strategic marketing for the Olympics
  • Dynamics of market competition
  • Pursuing benefit and avoiding risk
  • Blind game – can you move someone else’s cheese?
  • How to play the game: Five factors of the game
  • How to create high profits – implications of Nintendo’s success
  • Competition is marketable
  • The lock-in effect and switching cost
  • How should e-business set the switching cost?
Day 2
  • Who are the players? How can they be changed?
  • What is a complementor?
  • Strategy of complements
  • The game between dealers and the game between factories 
  • Learning from neighbors
  • Rules of the game
  • Laws and contract terms
  • Case analysis
Day 3
  • ​​Game tactics
  • The nine principles for small companies in gaming against big ones
  • Case analysis
  • What are the advantages of Chinese companies in overseas marketing? Just low cost? 
  • How should Tsingtao Beer expand into the US market?  
  • Game category
  • One of the key leadership competencies – big-picture thinking
  • Case analysis
  • Wrap-up of game theory in business practice

Programme Director

Professor Zhou Dongsheng

Admissions Procedures
Applications are requested at least 30 days before the programme start date. Applications are reviewed as they arrive and admissions are subject to the final confirmation of CEIBS. Any applications received after that date will be considered on the basis of space availability. For more information, please contact our Customer Service Team in Shanghai, Beijing or Shenzhen.

Any cancellation made 30 days or more prior to the programme start date is eligible for a full refund of programme fees paid. However, the expenses arising therefrom shall be for the account of the applicant or his/her employer. Any cancellation made less than 30 days prior to the programme start date shall be subject to a fee of 20 percent of the total programme fee. After the programme starts, no fees shall be refunded for participants who withdraw from the programme for any reason.

To ensure the continuity of your learning, you are required to make proper arrangements according to the course schedule after receiving your letter of enrollment. We will neither make up lessons for you nor confer you with the certificate of completion if you are absent from the course for personal reasons. CEIBS reserves the right to amend information on this programme including price, discount, date, location, faculty, daily schedule and other details.

Contact Information

Customer Service Team
699 Hongfeng Road, Pudong, Shanghai, 201206, P.R.C.
Tel: +86-21-2890 5187

Customer Service Team
No.20, Zhongguancun Software Park
No.8, Dongbeiwang West Road,Haidian District
Beijing, 100193, P.R.C.
Tel: +86-10-8296 6688

Customer Service Team
Suite 10A, Taihua Wutong Industrial Park, Gushu Development Zone,
Hangcheng sub-district, Baoan, Shenzhen 518126, P.R.C.
Tel: +86-755-3699 5199