Foundations of Success: Basic Etiquette and Expectations for Doing Business in the Far East

Learn how a mutual understanding of cultural differences and communication styles is the catalyst for successful cross-cultural negotiations

Program Description:

This Foundations of Success seminar establishes a framework for understanding the complex drivers of business interaction in China and utilizes this framework to enable new insights and approaches to a range of challenges Western firms continue to face. The cultural forces impacting the behavior of colleagues and staff, suppliers and customers, and competitors and business partners will be analyzed to elucidate successful business approaches in China. Interactive strategy and management exercises will encourage corporate participants to apply factors of cultural analysis to real-life scenarios that present challenges to participants’ past and future engagements. These interactive scenarios enable participants to identify and bridge knowledge or skill gaps that are potential breaking points in business negotiations. At the foundation of successful cross-cultural negotiations is a mutual awareness of cultural behaviors, values and communication styles; this seminar provides the knowledge necessary to create successful opportunities. The faculty instructor for this seminar has cross-cultural business expertise stemming from over 30 years of international experience in global leadership, management, and strategy development. He has served many roles, including as an international banker with First National Bank of Chicago, Chase Manhattan Bank, and Irving Trust; as a consultant with Chase China Trade Advisors; and as an appointed public official serving as the Head of New York State’s International Division. The instructor brings his successful experience leading cross-cultural business ventures to your management and staff as they prepare to engage with foreign businesses. In this customized TNI seminar, participants will learn how a mutual awareness of cultural behaviors, values, and communication styles can foster successful cross-cultural negotiations with Chinese business interests. Participants will return to their jobs with a powerful set of tools and skills that can immediately and substantially improve their negotiating performance.

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  • Topics:
    • Foundations of Chinese Business Culture
    • Chinese and US Value Differences and their Implications for Business
    • Chinese Communication Patterns and Styles
    • Core Business Skills Including Management, Meetings, Knowledge Transfer, and Developing Business Relationships
  • Key Takeaways:
    • Gain a comprehensive understanding about cultural mores, values, behavior differences, communication patterns and taboos in the workplace
    • Develop and enhance the toolset required to build a successful team/execute a project effectively in China
    • Learn how to succeed in the Chinese market (Finance, HR, Purchasing, Gov't relations, management, etc.)
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