Negotiate with the Chinese

Summary
Program
Nomad' Network
Testimony

Who Should Attend ?

Managers and their staff planning to negotiate with Chinese partners.

What's more?

Effective online tools:
Nomad' Profile®: Cultural Profile, Comparison tool, Country Packs
Nomad' Network®: preparing & following the training
Innovative approach of negotiation based on cross-cultural science
Theoretical as practical and concrete approach
Personalized action plan and cross-cultural strategies

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 the necessary skills to help them to:

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

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

Negotiate with the Chinese

1. A personal online space to prepare your training

You will find :

the logistical information
a preparatory questionnaire
educational materials
a mailbox to contact the consultant

Inscription au Flash Info Akteos - Management interculturel

It is also an area for information and exchanges reserved to Akteos' clients and experts with a forum, a directory, news, a multimedia library and tips.

2. The Nomad' Profiler©, an essential intercultural tool

The Nomad' Profiler© allows to fully apprehend the cultural differences and to develop your intercultural skills.

The model developed by Akteos around 10 cultural dimensions is the pillar to its teaching and brings together:

The Cultural Profile
This reading grid allows you to identify your cultural preferences in a professional context.

The Intercultural Comparator
With this tool, you can compare yourself to other cultures, evaluate the differences and anticipate any comprehension difficulties.

The Country Packs
A few clicks to get the essential information on the cultural codes and the business life of your next destination.

The possibilities of using the Nomad' Profiler are various, whether it is before, during or after the training. It is a true travel companion across cultures.

3. A network to extend your training

After your training, go back to the Nomad' Network, ask questions, expand your contacts, find information, etc.

Faced with the reality of the field, you can at any time address yourself to the Nomadians and to Akteos experts via the Nomad' Network forum.
They can share their own experience and help you put into practice the acquired elements of your training.

With the Nomad' Profiler©, discover other country packs, compare your cultural profile with other cultures and continue developing your intercultural skills.