Negotiate with the Chinese
Module 1: understanding the cultural differences
1. Cultural awareness: the key to success in international business
- Taking stock of one's cultural baggage
- The basics of effective intercultural management
- Identifying and going beyond stereotypes
- The impact of the Chinese culture on business life
- Understanding the Chinese key values
- Identifying the specific values of the young Chinese generations
- Comparing the Chinese and European values
- Getting aware of the role of the Chinese state in the negotiations
- Understanding the process of development in China
2. Understanding the Chinese economic context
- State owned enterprises, administration, private enterprises
- The market, the employment and the staff turnover
- Flexibility and innovation
- The role of the Communist Party, administration and the trade union
3. Decipher the Profile of the negotiators
- Analyzing the impact of Chinese values on the behavior of negotiators
- Identifying the profile of the Chinese negotiators, depending on the regions, the age and professional experience
Module 2: The keys for successful negotiations with the Chinese
1. Analyzing 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 techniques
- Putting into competition
- Make your interlocutor unveil their intentions
- Choosing the right moment
2. Spot the local practices
- 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 winning 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
- Identifying the codes to avoid making mistakes
- Hiring a good interpreter
4. 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
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