After taking this course you will understand how to build relationships, structure deals and protect your interests when negotiating in China - or with Mainland Chinese counter-parties in your home markets.
A basic knowledge of international business and negotiation is helpful, but not absolutely necessary.
This course offers professionals an introduction to the negotiating process in China. Author and consultant Andrew Hupert shows you how to build the kinds of relationships and deal structures you need to earn profits while protecting your assets. The China market is one of the greatest opportunities of our time -- and the most significant business risk you'll ever face.
Negotiate Successfully in Chinawill show you how to:
Construct a negotiation plan that leads to profitable business - not empty promises.
Develop and maintain value-adding relationships and networks.
Find the right partners - and keep them loyal.
Protect your technology, intellectual property and assets.
Identify and leverage your sources of power.
Understand what Chinese negotiators really want - and what they really mean.
The material in this course can be absorbed quickly - but will serve as a useful resource throughout your career. A series of fast-paced video lectures is supported by downloadable slideshows, fast quizzes and readings. If you are involved in China business, this course will provide you with invaluable knowledge and skills.
Who this course is for:
This course is intended for professionals or business students who plan on engaging in business with Mainland Chinese counter-parties.
Professionals who have already had some experience with Chinese negotiations and want insight into the deal dynamics and thought processes of the Chinese side will find this course particularly useful.
4 sections • 27 lectures • 3h 55m total length
Comprehension Check - Strategy & Goals
2019 Using Your Sources of Power (Deep Dive)
Developing your Sources of Power in Chinese Negotiation
Comprehension Check - Sources of Power
Putting your Sources of Power to Work
Rules of Guanxi in Chinese Negotiation
Is Guanxi Unique to China?
Guanxi as Due Diligence
Banquets and Baseline Behaviors in Chinese Negotiation
Quiz - Gifting in China
Gift Giving in China - Answer Key & Explanations
Flash Note: A quick overview of this section
Introduction to Cultural Analysis
Culture Drives Behaviors
Structural Responses to Cultural Gaps (aka: They gotta wanna see you win)
Introduction to Hofstede's 6 Dimension Framework
POWER. PDI - Power Distance Index
Individuality vs. Collectivism
Masculinity vs. Femininity
Time Dimensions: Long Term Orientation / Indulgence
Are Chinese Negotiators Long Term or Short Term Negotiators?
Guanxi Warnings, Caveats and Pitfalls
Best Practices for Professional Negotiators in China
International Negotiation and Cross-Culture Business Skills
4.4 Instructor Rating
Andrew Hupert is Managing Director of ChinaSolved, a professional training organization dedicated to helping Westerners become more successful and effective when doing business in China - or with Chinese counter-parties at home.
Andrew spent over 10 years living in mainland China, and 3 years splitting his time between Taiwan and HK. He taught business at the Shanghai branches of New York University and the University of Strathclyde.
Andrew is the author of Guanxi for the Busy American and The Fragile Bridge - Managing Conflict in Chinese Negotiation. He has also published articles in business journals such as Shanghai Business Review, the China Economic Review, and Business Forum - China.