Negotiating with New China
Outcomes
By the end of this seminar, delegates will be better able to secure favourable deals with their Chinese partners through:
- Knowing their own style of negotiating and the underlying cultural assumptions it reflects
- Having a deeper understanding of Chinese business culture: what motivates the typical Chinese business person and how s/he prefers to negotiate
- Being able to modify their communication style appropriately and harmonise more successfully with Chinese expectations
- Knowing how to influence Chinese partners through adopting a more successful approach to negotiation
The Programme
Typically, a two-day programme would cover the following:
Know Thyself: In the context of your own home culture, how do you negotiate now? What are the parameters of good negotiation - skills and approach? Use will be made of instant scenarios for enactment and feedback.
4C Model of intercultural negotiation: Culture, Corporate, Communication, Contrasts:
- Culture China: an interactive briefing focusing on areas of Chinese culture of specific relevance to negotiating practices
- Corporate China: the structure and dynamics of typical 21st Century Chinese companies
- Communicative China: real-time issues: how should we modify our communication style in order to achieve greater clarity, control and cooperation?
- Contrasts: clarification of major differences in approach and style to negotiating and exploring ways to reconcile them
From Theory to Practice: enactments of simple negotiating scenarios, drawn mostly from the delegates' own business reality to try out new techniques and approaches
Q/A: a final question and answer session to clear up any remaining issues
Action Plans: what to take out of the seminar? What transfer to business reality? Delegates commit to personal change.
