Who Should Attend ?

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

Benefits of Attendance

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

Training Approach

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. Evaluating the impact of Chinese culture on business practice

• Understanding Chinese traditional values
• Identifying the values specific to the new generations
• Comparing Chinese and European values
• The importance of Chinese state in negotiations
• Apprehending the development process in China

3. Understanding Chinese economic context

• State entreprises, administration, private entreprise
• The market, the labour market, teh turn-over, adaptability and innovation
• The role of the communist party, of administration and of unions

4. Deciphering the negotiators' profiles

• Analysing the impact of chinese values on the negotiators' behaviour
• Identifying the profile of Chinese negotiators according to regions, age and professional experience
• Understanding what perception do the Chinese have on the Occidental negotiators

Module 2 : Succeeding during your negotiations with the Chinese

1. Analysing the negotiation strategies

• Discovering the 36 chinese stratagems and their impact on negotiation 
• Forming an efficient negotiation team
• Preparing the negotiation session and elaborating a BATNA
• Understanding the importance of principles
• Acquiring a few problem-solving technics
• Putting into competition
• Make your interlocutor unveil their intentions
• Chosing the right moment

2. Spot the immoral practice

• Understanding what the word negotiation means for a Chinese
• Detecting the excessive concurrence practice
• Avoiding the non-respect of the contract
• Being careful with corruption and bribes

3. Elaborating a wining strategy depending on the type of negotiation

• Setting up a strategy adapted to the following cases : joint venture, equipment sales, sourcing, conflict resolution
• Negotiation with the government
• Handling a crisis

4. Identifying the codes to avoid making mistakes 

• Hiring a good interpretor
• Identifying who makes the decision at a negotiation table
• Deciphering body language
• Understanding business etiquette, banquets and karaoke
• Learning prudence, patience and humility
• Avoiding sensitive subjects : history, religion, politics
• Handling humour