China - Working and dealing with the Chinese

Who Should Attend ?

Company managers and staff likely to work or deal with Chinese contacts

Objectives

The aim of this seminar is to significantly improve the participants’ effectiveness in their professional relationships with Chinese contacts, enabling them to be operational right from the start.

At the end of this training, participants will have acquired insights and techniques to help them to:

• Be aware of their own cultural baggage
• Fully understand Chinese context and culture
• Analyse possible situations in which misunderstandings may arise and identify ways of communicating
• Reduce stress and misunderstandings
• Decipher and understand decision-making and negotiation processes

Programme Outline

Module 1 : Understanding cultural differences

1. Intercultural awareness : The key to success in international business

• Taking stock of one's own cultural baggage
• The basics of effective intercultural management
• Identifying and going beyond Chinese stereotypes

2. Key aspects of Chinese culture :

• China in Asia, China’s place in the world
• A country 17 times bigger than France
• The most heavily populated nation on earth
• Ideograms: much more than just a writing system
• A 5000-year old civilisation, strongly attached to its culture
• A highly bureaucratic county
• An economy enjoying exponential growth
• The educational system: rigorous and disciplined

3. The impact of values and behaviour patterns on professional dealings and relationships

• The country’s Confucian, Taoist and Buddhist heritage 
• Cyclical time and collective space
• The importance of the family, the many faces of Chinese women
• Chinese thought: Harmony is the key

4. The corporate world

• State companies, the authorities, private companies
• The market, employment, staff turnover, work, adaptability and innovation
• The dominant role of the Communist Party, of the authorities and the Union

Module 2 : Succeeding in your work and dealings with the Chinese

1. Effective communication with the Chinese

• Communication styles and methods
• The language barrier, the role of the interpreter
• The hidden meaning of Yes and No. Understanding the meaning of smiles
• Non-verbal communication: Spatial management
• Controlling emotions and avoiding confrontations
• Forging relationships: specific characteristics of the  Guangxi 关系

2. Adapting your working methods

• Identifying Chinese cultural traits and customs
• Understanding organizational structures and decision-making processes
• Anticipating possible obstacles
• Project management, the team spirit, a sense of service
• Deference and respect in dealings with superiors
• Conflict management: the need to "save face"
• Pitfalls to be avoided

3. Successful meetings and negotiations with the Chinese

• Negotiation: an art rather than a science, strategy or opportunism
• Identifying decision-makers and power chains/power conflicts
• Identifying negotiation styles
• Time, priority and deadline management
• Understanding written contracts, their interpretation and implications
• Organising the post-negotiation phase

4. Final handy tips

• Respecting protocol and understanding rituals: gifts, business cards, invitations
• The context and characteristics of a Chinese banquet 
• Delicate subjects: politics, history, territory
• The notion of "face" in China: superstition in the business environment