COURSE OBJECTIVES Better relate and behave with Chinese contacts to build up successful relationships & business Select the most appropriate business management techniques Make your negotiations and business development successful
WHO SHOULD ATTEND Line or functional managers in China, non Chinese or overseas Chinese who wish to reinforce their adaptation, confi rm their position and work effectively in China.
To know to negotiate : Preparation to the Chinese Negotiation style Differences in Western-American and Chinese negotiation styles Course of action. Finding the “Tao”, the way Choice of Partners Contracts
To know to manage : Which specific personal qualities of the Western manager. Individualism vs Collectivism Adapt the Western methods, assets and handicaps of French Include / understand the motivation The problem with employees’ loyalty Select and use adapted Western management methods and tools in the Chinese style Develop its “networks”, relationships, partnerships
To control the daily practices of the businesses Asian business is family business Banquet, gifts Relation (guan xi), face (mian zi), social hierarchy (shehui dengji), Interpersonal harmony (renji hexi), endurance (chiku naialo)thrift (jiejian), zero-sum negotiations (linghe Tanpan), threatening to do business elsewhere (jiao ta liangshi chuan) Right attitudes and behaviours
Businesses experience and practice Case studies analysis Reasons for failure / for success