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Description |
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Working in China offers both opportunities and challenges for companies and also for executives. In the booming activity China faces, one of the most difficult challenges is to interact effectively and develop a productive synergy between foreign executives and their Chinese counterparts. It is a key issue for foreign companies who want to establish themselves in China and/or secure a larger part of their market. |
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Objective |
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This programme aims to provide new expatriates in China with knowledge about how to be effective with Chinese when negotiating. It provides insights about the changing values of Chinese business people who are caught in a complex web of traditional and modern approaches to problems and tasks. |
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Participants |
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The programme is recommended for executives who are taking on new responsibilities in China but also for foreigners who have already been working in China for some time and want to go beyond their current experiences. |
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Benefits |
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This programme will provide participants with:
- Better adaptation to a fast changing cultural environment
- An increased knowledge of views and needs of their Chinese counterparts
- In-depth understanding of new values emerging in the modern business environment
- Enhanced ability to analyse negotiation situations
- Key elements to identify pitfalls in negotiating
- Techniques to be effective in negotiating with Chinese counterparts
- Ability to handle difficult situations
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Coverage |
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- Introducing Chinese culture and market
- The Chinese mindset
- Profiles of Chinese negotiators
- Chinese perceptions of Western negotiators
- Chinese negotiating strategies
- Tactics and tricks
- Unethical practices
- The role of the interpreter
- Communicating effectively
- Effective strategies in various types of negotiations
- Practicing negotiation with a Chinese counterpart
- The characteristics of a good agreement
- The effective negotiator in China
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Schedule |
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Day 1
- morning
- Introducing Chinese Culture and Market
- Basic traditional values
- Current changing values
- Articles from G.O. Faure
- Chinese Society and Its New Emerging Culture (Journal of Contemporary China)
- Negotiating with the Chinese: The Cultural Dimension. (Group Decision and Negotiation, New York University)
- The Chinese mindset
- Chinese thinking
- Paradoxes
- Balance concept
- Case Study
- afternoon
- Chinese Profiles of Negotiators
- According to
- Region
- Profession
- Age group
- Article from G.O. Faure and D. Chen
- Chinese Perceptions of Western Negotiators
- Chinese Negotiating Strategies
- The negotiation concept
- The mobile warfare
- The joint project
- Article from G.O. Faure
- Tactics and Tricks (Negotiation Journal, Harvard)
- Case Study
- Negotiating with the foreign devils: a Chinese point of view
Day 2
- morning
- Unethical Practices
- The Role of the Interpreter
- Communicating Effectively
- Effective Strategies in Various Types of Negotiations
- Buying; selling; setting up a joint venture; transferring technology; operating a joint venture
- Cooperative/competitive/conflicting situations
- Articles (2) from G.O. Faure (Johns Hopkins University, Washington)
- Chapters in Books (2) from G.O. Faure
- afternoon
- Practicing Negotiation with a Chinese Counterpart
- Simulations with a Chinese negotiator
- The Characteristics of a Good Agreement
- The Effective Negotiator in China
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Faculty |
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Professor Guy Olivier Faure, Programme Director |
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Venue |
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The programme will be held in CEIBS Shanghai campus, 699 Hongfeng Road, Pudong, Shanghai. |
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Admissions |
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Applications are reviewed as they arrive. Completed applications must be received 20 working days before the start of the programme. Any applications received after that date will be considered on a space-available basis. Please address all applications and enquiries to our customer service team in Shanghai, Beijing or Shenzhen.
If a confirmed booking is cancelled within 15 working days of the start of the programme, or if the applicant fails to attend the programme, a cancellation fee equaling to 20 percent of the total programme fee will be charged. If an applicant is unable to attend the programme, the applicant may transfer to another CEIBS Executive Education Programme within the same calendar year. When a request to substitute participant(s) for the same programme is made less than 15 working days prior to the start of the programme, the seat(s) will not be guaranteed. |
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* CEIBS reserves the right to amend information on this programme including price, date, location, faculty, daily schedule and other details. |
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