The Secrets of Negotiation With Chinese Partners

The Secrets of Negotiation with Chinese partners

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 Training:

 

  • 165 full-text slides powerpoint presentation.
  • 100 ready-to-use tips.
  • Professionally-recorded audio lessons: 9 mp3 audio files, 129 minutes.
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
  • Managerial Implications

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
  • Example
  • Guanxi between organizations
  • Evaluation and control of Guanxi-based strategies
Part 4. The Face: an essential concept

  • Keeping, Giving, and Losing Face
  • Personal and Social Face
  • Motivating
  • Western–Chinese Face Problems

Part 5. Negotiating Style with Chinese partners

  • Principled negotiation should…
  • ‘Tricky tactics
  • 5 dimensions of national culture that may differ from one nation to another
  • The Chinese language
  • Characteristics of the Chinese negotiation style
  • Tips for negotiating with Chinese partners

Part 6. China Business Communication

  • Communication and Understanding
  • Example
  • Names
  • Greeting
  • Topics of Conversation
  • Tips for Business Cards
  • Body Language
  • Gifts
  • 8 Ways of negotiation

Appendix

  • Short Checklist for successful negotiations with Chinese managers
  • The Thirty-Six Chinese Stratagems
  • Characteristics of Western and Chinese Mentality
  • Chinese Public holidays and business hours

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The Secrets of Negotiation With Chinese Partners
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The Secrets of Negotiation with Chinese partners

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.