The success of any negotiation always depends in part on the success of interpersonal communication. The results can not only be measured by financial factors, but also by the friendly and co-operative working relationship between the partners.

The Chinese saying, “If the business comes to a halt, then so too does the friendship,”  is an important one to remember.  It is the basis for future opportunities to work together. In negotiating with Chinese partners, it is important to decide ahead if a long term relationship is desired or if it’s only about the one deal.

Additionally, it is essential to make your own position and negotiation style clear from the beginning. The deciding factor for success is the right combination of constancy and flexibility with a self confident presence that respects the Chinese mentality and negotiation style.

Seminar Goals:

• Impressions, perceptions and comparisons in negotiation situations
• Cultural sensibility
• Introduction to Chinese orientation and approaches within Chinese organisations
• Winning confidence in communication and negotiation
• Options for action in making contacts and negotiating

What you need to know about China

• Cultural and social influences on thinking and behaviour in China
• Co-operation structures in China: Overview, chances, risks, business structures and legal framework
• Initiating contact with Chinese business partners
• Differing basic attitudes: The effects of cultural elements on negotiations
• Business Etiquette

Leading Negotiations with the Chinese

• The most frequent reasons why negotiations collapse
• Western negotiation style vs. Chinese strategy and tactics
• Systematic preparation for negotiations: checklists, questions and objectives
• Knowing the team and negotiation structures of your Chinese business partners
• Dealing with insecurity and conflicts
• The understanding and meaning of contracts, documents, approval and permission
• Quality definition and dealing with mistakes and errors
• Using formal and informal information methods

Seminar number: F4

Price: 1.160,00 € plus VAT

Max. Participants: 10

Seminar Hours: 9 a.m. - 5 p.m.

Seminar language: German