Foundations of Success: Business Negotiations in China

Establishing a framework for understanding the drivers of business activity in China

Program Description:

The Foundations of Success: Business Negotiations in China seminar establishes a framework for understanding the drivers of business activity in China. The cultural forces binding the behavior of colleagues and staff, suppliers and customers, and competitors and business partners will be analyzed to elucidate successful business processes in China. The program employs interactive strategy and management exercises that encourage participants to apply factors of cultural analysis to scenarios based on their past and future engagements. These interactive scenarios enable participants to identify and gain control of knowledge or skill gaps that are potential breaking points in business negotiations. Cross-cultural negotiations are dependent on a keen awareness of conversational content in spoken and non-spoken contexts. This seminar provides people who expect to work with Chinese companies, including those who already have some exposure to Chinese language or doing business with China, with the education necessary to hold successful positions at the negotiating table. The faculty instructor for this seminar is an expert in US-China business with almost 20 years of experience in a variety of roles working with US companies operating in China as well as Chinese firms doing business with Western companies. During her time in China, she has held management, director, and executive-level roles in strategy consulting, private equity, import/export, sourcing, buying, market research, public relations, and running startup and turnaround businesses. The instructor is fluent in both English and Mandarin and is available for seminars, presentations, and speaking engagements held in either language. This customized TNI seminar will help participants understand and successfully master the nuances in cross-cultural business negotiations. Participants will be able to put to use the skills, tactics, and knowledge they’ve acquired immediately upon returning to the workplace.

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  • Topics:
    • Government, Competitor, Financial, and Social Structures Relevant to Foreign-Invested Business in China
    • How to Approach the Chinese Market with Ease and Efficacy
  • Key Takeaways:
    • Understand the nuances of business in China
    • Qualify business relationships in new ways
    • Execute negotiations effectively
    • Manage successful projects
    • Learn how to succeed in the Chinese market (Finance, HR, Purchasing, Gov't relations, etc.)
    • Develop new skills to build successful relationships with Chinese stakeholders
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