Negotiate Successfully in China - 2019
4.5 (33 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
247 students enrolled

Negotiate Successfully in China - 2019

Learn to negotiate effectively and successfully with Chinese partners, suppliers and distributors. Updated for 2019.
4.5 (33 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
247 students enrolled
Created by Andrew Hupert
Last updated 1/2019
English [Auto]
Current price: $14.99 Original price: $24.99 Discount: 40% off
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This course includes
  • 2.5 hours on-demand video
  • 15 downloadable resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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What you'll learn
  • 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 China will 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.
Course content
Expand all 27 lectures 03:55:23
+ Negotiating for Success in China: The Basics
5 lectures 36:36

Westerners negotiate for transactions, but Chinese negotiators put more emphasis on relationships.  Neither approach is better or worse -- but they are different.  When Westerners negotiate with Chinese counter-parties, they have to work hard to capitalize on opportunities while still protecting themselves against loss.  The best way to do that is to build up your own sources of power -- knowledge, skills and a network of connections.  This not only makes you a more able negotiator, but also makes you a more attractive partner.  

This first section shows you how to be more successful at negotiating in China by building better goals and strategies.  You need to decide what you want from your Chinese partners, suppliers and distributors.  If you let them set the agenda and determine your goals, then you have already lost the game.  

Preview 08:22
Comprehension Check - Strategy & Goals
5 questions
2019 Using Your Sources of Power (Deep Dive)

This lecture explains what your main sources of power in China will be:  business Intelligence, human resource strategy, alternate counter-parties, and new deal options.  The more options you have, the stronger your hand will be.  Never forget that the Chinese side feels that once they get your technology and IP, they can be more successful without you around!   You need to build your business relationships with an eye towards your end-game.  How will your new partner react once he knows how to do your business? 

Developing your Sources of Power in Chinese Negotiation
Comprehension Check - Sources of Power
7 questions

It's time to put your new sources of power to work.  Now that you understand what you must do to develop and maintain strategic relationships, it's time to discuss the mechanics of building up your negotiating power and insuring that your China connections are an asset - and not a threat.

Putting your Sources of Power to Work
+ Guanxi for Western Professionals
5 lectures 29:13

The key to negotiating successfully in China is building useful relationships -- and the key to relationships is the Chinese notion of "Guanxi".  Technically it translates as "relationship" -- but it means much more.  The textbook definition we like is:  "a network of counter-balancing connections and relationships among members of a (business) community," but that is just a jumping-off point.  In this video lecture, we'll discuss the five main rules of building and maintaining a guanxi relationship with a Chinese business partner or negotiating counter-party.    

Rules of Guanxi in Chinese Negotiation
Is Guanxi Unique to China?

Guanxi and relationship-building isn't just a good way of maintaining business connections.  In China, a guanxi network is an important tool for assessing the character and abilities of a potential partner.  Financial statements and 3rd-party ratings aren't highly valued in China, but a good network speaks volumes about a negotiator's value.  Learn how the Chinese side of the table is assessing your character, and learn how to do the same.  In China, relationship-building is really a due-diligence process.

Guanxi as Due Diligence

Chinese banquets are legendary among international businessmen.  Don't confuse the traditional Chinese banquets with dinner parties or Western-style entertainment.  Part cultural experience, part fraternity pledge hazing - the Chinese banquet is your opportunity to impress and be impressed.  But don't be fooled by the laughter, drinking and party-atmosphere -- you are very much on the job.  This is work, and the stakes are high.  If you don't handle yourself properly at the initial banquet, you will have a very tough time convincing the Chinese side that you are a serious partner.  This lecture will show you what's going on in the minds of your Chinese hosts.

Banquets and Baseline Behaviors in Chinese Negotiation

Doing business in China means establishing relationships, observing local customs and understanding the rules of Chinese etiquette.  Gift-giving is an important part of business in China, but it's not always a simple matter of having your assistant pick up a gift card at the local Staples.  There are rules - and dangers.  This quick quiz will introduce you to some of the basic concepts of gifting well in China.  

Quiz - Gifting in China
10 questions
Gift Giving in China - Answer Key & Explanations
32 pages
+ 2019 Edition: Cultural Analysis for the China Negotiator (beta)
10 lectures 36:26

A quick & dirty overview of the cultural analysis process.  EOTS (end of the story):  More formality and protocol, more relationship-building.

Flash Note: A quick overview of this section

Introduction to Cultural Analysis.  We are applying a very narrow focus -- we want to know how we can leverage Chinese cultural norms, values, and behaviors to get the best deal possible.

Introduction to Cultural Analysis

Behaviors are real -- they are what you see, hear, and experience first hand from the person across the table.  Culture drives behaviors -- and this is the point where culture and negotiation interact.  Remember -- your tactics appear as behaviors to your Chinese counterparty.  The most important behavior right now?  Wanting to see you succeed in China. 

Culture Drives Behaviors

Your analysis will turn up gaps between your culture and China's.  You can try to reach an understanding using "best-efforts" methods, or you can build self-reinforcing structural responses.  You want them to want to see you win?  Pay them for it.

Structural Responses to Cultural Gaps (aka: They gotta wanna see you win)
Sample Case
Introduction to Hofstede's 6 Dimension Framework

The first index is the most important.  PDI, or Power Distance Index, measures how comfortable a society is with inequality and uneven distribution of wealth and rewards.  China's is high -- the US' is low. 

POWER. PDI - Power Distance Index
Individuality vs. Collectivism
Masculinity vs. Femininity
Time Dimensions: Long Term Orientation / Indulgence
+ Discussion and Best Practices
7 lectures 50:08

Let's continue our conversation about negotiating successfully in China by talking a little about how Westerners get into trouble when putting together deals with Mainland counter-parties. The main culprits:  bad planning, bad partnerships and bad deal structure.

Preview 07:39

Are Chinese negotiators long-term planners or short-term traders?  The answer may vary depending on how YOU handle yourself.  Traditional Chinese businessmen may prefer to start a deal by building a relationship, but only if they think there is value in it for them.  The good news is that you have a lot of control over how the deal unfolds.  The bad news is that once it starts going wrong there’s no stopping what comes next – quality problems, IP theft and assorted aggressive tactics.   

Are Chinese Negotiators Long Term or Short Term Negotiators?

We've covered many important facts about how to develop relationships and build guanxi with Chinese counter-parties -- but the path to business success in China is not without risks.  This section lays out some potential mistakes and warnings that you should review before starting a negotiation.  Chinese businessmen are generally friendly and eager to forge ties -- but one wrong move or embarrassing misstep can negate all your hard work.  Be careful out there.

Guanxi Warnings, Caveats and Pitfalls

We finish up the class Negotiating for Success in China with a list of 10 best practices that you can refer to in all of your future dealings with Chinese counter-parties, either in Mainland China or in your own home markets.  Chinese negotiation is more relationship-oriented than many Westerners are used to - but it is still all business.  Learning to build and manage relationships is the essence of negotiating well in China, and this list of best practices will help you achieve success now and in the future.  Good luck.

Best Practices for Professional Negotiators in China
Final Quiz
10 questions
Prof Richard Shell described 5 styles of negotiator - Competitive, Compromising, Accommodative, Collaborative and Avoiding.  Each type exists among Chinese negotiators -- but with a unique twist.  Western negotiators must be prepared.
Preview 13:45
2019 Using Sources of Power
This brief ebook explains the concept of guanxi as it applies to international negotiators, managers and decision-makers.
eBook: Guanxi for the Western Negotiator
51 pages