Training “The Secrets of Negotiation with Chinese partners”, explore the secrets of the top negotiators and give yourself the edge.

Objectives: To help businessmen and professionals to improve their negotiation skills in/with China and maximize their negotiation outcome.

In “The Secrets of Negotiation with Chinese partners” training workshop, participants will learn how to conduct successful business negotiations in China and anticipate potential hurdles.

Inside:

- 165 full-text slides powerpoint presentation.
- 100 ready-to-use tips.
- 9 mp3 audio files, 129 minutes.

Buy full version of Training “The Secrets of Negotiation with Chinese partners” for $149.50

“The Secrets of Negotiation with Chinese partners” Training License

Contents:

• Part 1. Chinese Negotiating Behavior.
• Part 2. Negotiating with the Chinese.
• Part 3. Manage Guanxi strategically.
• Part 4. The Face: an essential concept.
• Part 5.  Negotiating Style with Chinese partners.
• Part 6. China Business Communication.
• Appendix.

Inside Training:

• Professionally-recorded audio lessons: 9 mp3 audio files Recording duration: 129 minutes

Play Examples:

Tips for Communication with Chinese partners
 

Body Language and Gifts
 

Manage Guanxi Strategically
 

• 165 full-text  slide presentation on The Secrets of Negotiation with Chinese partners (PowerPoint .pptx, .ppt file,Adobe PDF file)

165 full-text slide presentation on The Secrets of Negotiation with Chinese partners (PowerPoint .pptx, .ppt file,Adobe PDF file)

• 100 ready-to-use tips

Training Content:

Part 1. Chinese Negotiating Behavior.

• History of Chinese Business Negotiating Style.
• Confucianism, Taoism, and War Stratagems—The Basic of Chinese Business Culture.
• The Focus on Relationships – Westerners people.
• Reliance on Moral Influence over Legal Practice.
• Respect for Hierarchy and Expectation of Reciprocity.
• War Stratagems.
• Guo Qing—The Milieu in which Chinese Business Culture Evolved.
• Multilayered Governance of Business.
• Chinese Business Culture Today.

Part 2. Negotiating with the Chinese.

• Negotiating with the Chinese.
• Negotiation process.
• Pre-Negotiation.
• Formal Negotiation.
• Post-Negotiation.
• Managerial Implications.
• Priority.
• Patience.
• Price.
• People.
• Summary.

Part 3. Manage Guanxi strategically.

• Guanxi.
• Environment scanning for Guanxi.
• Environment scanning for Guanxi – In strategic management.
• The basic questions addressed in Guanxi -related SWOT analysis can be summarized as follows.
• Formulation and implementation of Guanxi-based strategies.
• Guanxi-based strategies can be implemented at three levels.
• corporate.
• business.
• functional.
• Example.
• Guanxi between organizations.
• Evaluation and control of Guanxi-based strategies.
• Summary.

Part 4. The Face: an essential concept.

• Keeping, Giving, and Losing Face.
• Losing face—Diu Mianzi (Lian).
• Giving face—Gei Mianzi (Lian).
• Personal and Social Face.
• Motivating.
• Motivating Employees: Keeping and Giving Face.
• Motivating Chinese Employees.
• Western–Chinese Face Problems.

Part 5.  Negotiating Style with Chinese partners.

• Principled negotiation should…
• ‘Tricky tactics, tricky bargaining, and dirty tricks’ basically consist of:
• 5 dimensions of national culture that may differ from one nation to another
• The Chinese language
• Characteristics of the Chinese negotiation style:

1. The emphasis on interpersonal trust rather than legal contract.
2. Hospitality.

• Examples of Chinese stratagems.

3. Tackling general principles first.
4. Effectively having the government behind the scenes.
5. Having a large but indecisive negotiating team.
6. Sudden changes from being stubborn to being flexible.
7. Sensitivity to price.
8. The use of tactics, tricks and ploys.

• Tips for negotiating with Chinese partners.

1. Identify the meaning of a particular negotiating behavior.
2. Adopt a people-oriented approach.
3. Set up an appropriate negotiating team.
4. Employ tactics when necessary and appropriate.
5. Know the Chinese negotiation style but be yourself.

• Summary.

Part 6. China Business Communication.

• Communication and Understanding
• Example
• Names
• Greeting
• Topics of Conversation
• Tips for Business Cards
• Body Language
• The Smile
• Silence
• Eye Contact
• Gestures
• Gifts
• 8 Ways of negotiation

Appendix.

1. Short Checklist for successful negotiations with Chinese managers.
2. The Thirty-Six Chinese Stratagems.
3. Characteristics of Western and Chinese Mentality.
4. Chinese Public holidays and business hours.