"Doing Business with China" Workshop

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''Doing Business with China'' Workshop

This Chinese business culture workshop is tailored to meet the demands of today's progressive business personnel who seek to establish trade links with China, go to China on business trip or work on short-term/long term assignments in China. The workshop will give delegates the opportunities to explore key Chinese cultural facts and develop strategies for dealing with real life situations in China. The training will also provide a profiling tool to compare some of the British values with core Chinese values. This workshop has been popular with UK trading companies and enterprises who are seeking entry to the Chinese markets.

TRAINING OBJECTIVES:

Delegates will learn to

- Understand key cultural challenges associated with doing business in China

- Identify core values and attitudes that affect business operation in China

- Develop practical strategies for avoiding obvious pitfalls when influencing or interacting with Chinese business people.

TRAINING CONTENT

09.00 - 10.30

Part 1. Introduction and key facts on Chinese business environment

a) General information on Chinese business environment

b) Main cultural influences

Activity 1. Delegates work in table groups to identify the most challenging aspects of developing business in China

Part 2. Understanding the Chinese value tenets

a) Key concepts on interpersonal relationships

b) The culture of 'Guanxi' in Chinese business

c) How Chinese values and attitudes impact business activities

Activity 2. Delegates discuss and share personal experience of cross cultural encounters.

10.30 - 11.00 Tea/Coffee Break

11.00 - 12.00

Part 3. Managing cultural differences in business thinking & communication

a) Chinese Leadership and management styles

b) Chinese contextual communication

c) Managing Chinese teams

Activity 3. Delegates discuss in table group: Will your management and communication styles work in China? What can you do to minimize conflict situations arising from different cultural styles?

12.00 - 13.00 Lunch Break

13.00 - 15.00

Part 4. Building rapport and relationships with Chinese people

a) Chinese attitude towards foreigners

b) How to foster long term business relationship with your Chinese partners

c) Tips on building personal relationships

Activity 4. Interactive case studies and recommendations

*The trainer will distribute a number of situations taken from real life. Delegates will discuss the situation and decide on the right way to react. Delegates work on strategies as to how to adapt their own behaviour in dealing with Chinese business people.

15.00 - 15.30 Tea/Coffee break

15.30 - 16.30

Part 5. Understanding Chinese business practices

a) State-owned vs. private enterprises

b) Chinese hierarchy and decision-making

c) Business negotiations

d) Conflict management

Activity 5. Negotiation case studies. Delegates compare Chinese business negotiation tactics with their own and discuss appropriate conflict management strategies for successful negotiation outcomes

16.30 - 17.30

Part 6. Chinese business etiquette and & social protocol

a) Meeting etiquette

b) Business cards etiquette

c) Dinning and social etiquette

d) Gift giving

e) Manner and public behaviour

Activity 6. Chinese business culture quiz - delegates review key learning points and find answers.

17.30 - 18.00

CONCLUSION

Final tips, questions and roundup

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Fees are negotiable and can tailor the training programme to your needs. Please contact Jennie on +447849289376 for further discussion.

Intercultural Competency Training Programme

Trainer: Jennie Gao

The training programme is designed to help international executives and employees who are, or will be, working on short term or long term projects and assignments in China. It is also for people who are about to go to study or live in China. The training course will give delegates the opportunities to explore core skills and competencies that enable you to manage changes and transition. Delegates will be also given the opportunity to discuss practical issues from how to make connections with your Chinese counterpart to daily survival tips.

The programme provides tailored training materials and case studies that address the challenges and impact of the relocation process. This training programme is also available for expatriates coming to the UK or relocating to Australia.

The Importance of Relationship Building

A US businessman went to China for a three-day business trip. He went specifically to attend a series of meetings with the ultimate goal of signing a coffee contract, and he had a tight schedule. For the first two days, the Chinese hosts took him out to play golf. This was his first trip to China, and he thought that golf was a complete waste of time.

Like most Americans, he wanted to accomplish specific goals and tasks. He did not understand that from the Chinese perspective, there can be no business deal until there is trust and a relationship, and there can be no relationship until the parties get to know one another. Thus, to the Chinese, the days of golf were essential to get to know their potential business associate. The Chinese wanted to know this person's character and whether he could be trusted. After the second day of golf, the group shared a Chinese banquet. On the third day, the business deal was negotiated.
-Suzanne Fox

Case Studies: Manging Conflict with your Chinese Partners

On the surface, this highly successful joint venture in the electronics industry is going well. Research and development (R&D) is based in Germany, and production is based in China. The business is starting to be profitable. But tensions are developing in the team, and an external consultant is brought in to analyse the situation. This is what she reports after interviewing representatives from both sides.