10 Common China Negotiating Mistakes (BETA)

A Survival Manual for International Negotiators

Course Overview

10 Common China Negotiating Mistakes is designed for professional international negotiators who need to be more effective in negotiations with mainland Chinese counter-parties. This highly interactive, self-paced course focuses on solving the misunderstandings and confusion that can make China business so frustrating for Western managers and leaders. You will gain the skills to build strong business relationships while staying in control of your own agenda and protecting your sensitive company assets. Andrew Hupert will give you new insights into what your Chinese counter-party is thinking, and equip you with strategies, tactics and counter-tactics you will need to succeed.

This class offers:

  • The ten most common negotiating mistakes that Westerners commit in China complete with a strategic analysis of the short and long term risks to your business.

  • Practical, actionable solutions to each mistake. Every lesson includes a discussion of the new behaviors you and your team need to in place to prevent this mistake and turn the situation to your advantage.

  • Analysis and Adjustment guides. You will learn how to understand the statements and actions of your counter-parties in terms of both innocent cultural differences and aggressive competitive tactics. Accurate analysis leads to appropriate adjustments to your own behavior, counter-tactics and decisions.

  • Tools and templates. This course is skills training – not academic discussion. You learn to use new management and organization tools that help you leverage the strength of your entire organization when doing business in China.

After taking this course you will:

  • Understand the main strategic and tactical problems that face international negotiators in China.

  • Differentiate between innocent and aggressive motivations of Chinese negotiators.

  • Learn solutions to the problems, new behaviors that you'll need to put in place to make them more than theory, and tools you'll need to align your team.

  • Understand how to prepare teams and structure deals for maximum success in China.

Professional Profile: Andrew Hupert

US – China Negotiation

Andrew Hupert is founder and Managing Director of China Solved, a consulting firm specializing in training Western professionals to negotiate effectively with Chinese counter-parties. Andrew lived in Shanghai for over 10 years, advising and training at multinationals and start-up companies. His corporate clients include Philips, Schneider/Clipsal and Keuhne + Nagel. He has lectured at New York University’s Stern School of Business (Shanghai campus) and Strathclyde University’s EMBA program (Shanghai).

Andrew first came to Asia in 1990 after receiving his MBA in International Finance from New York University Stern School of Management. He gained extensive senior sales and management experience with leading financial institutions in Taipei, Hong Kong, Kyoto and New York. He has also published articles in business journals such as Shanghai Business Review, the China Economic Review, and Business Forum - China. He is the author of Guanxi for the Busy American, The Fragile Bridge - Managing Conflict in Chinese Negotiation and 10 Common China Negotiating Mistakes.

Companies around the world follow his discussions about negotiating strategies, tactics and counter-tactics in China on www.ChinaSolved.com.

Curriculum

  • Introduction
  • Course Introduction
  • Course Structure
  • 3 Speed Approach
  • Course Overview
  • Lesson 1: Flying blind
  • Flash Version
  • Standard Version
  • Newsfeed Demo
  • Handout: Negotiating online and by email
  • Handout: Steeple-CSF Worksheet
  • Discussion: Unique China or China Business Unit
  • Lesson 2: Building on a weak foundation
  • Flash Version
  • Standard Version
  • Handout: China Negotiating Teams
  • Handout: Your China Negotiating Team (with Slides)
  • Handout: China Negotiating Budget
  • Discussion: 10 Questions for China Negotiating Teams
  • Lesson 3: Declaring "Mission Accomplished"
  • Flash Version
  • Standard Version
  • Tool
  • Handout: Long term partners or opportunists (Reading)
  • Handout: Long term partners or opportunists (with Slides)
  • Handout: Hardest Part of Negotiating (Reading)
  • Handout: Hardest Part of Negotiating (with Slides)
  • Handout: China teams
  • Handout: China BATNA analysis
  • Lesson 4: Losing control of the agenda
  • Flash Version
  • Standard Version
  • Tool
  • Handout: 10 Signs You Are Losing Control of Your China Negotiating Agenda
  • Handout: Relationship Building and Conflict in China
  • Handout: China Goal Assessment
  • Lesson 5: Training Your Competition
  • Flash Version
  • Standard Version
  • Tool
  • Handout: You Are the Cow
  • Handout: IP Theft
  • Handout: Good China Deal Structure
  • Handout: The Lost Face Shuffle
  • Handout: Conflict Avoidance vs. Resolution
  • Lesson 6: Coasting on past successes or good starts
  • Flash Version
  • Standard Version
  • Tool
  • Handouts: Chinese Tactics and the Balance of Power
  • Handouts: Balance of Power Shifts
  • Lesson 7: Searching for common ground
  • Flash Version
  • Standard Version
  • Tool
  • Handout: You Can't Solve Chinese Problems with Western Solutions
  • Handout: Cross Culture Communication vs. Negotiation
  • Handout: Chinese Negotiators Have Split Personalities
  • Handout: Are You a Guanxi Tease?
  • Handout: Banquets and Baseline Behaviors
  • Lesson 8: Playing by US HR rules
  • Flash Version
  • Standard Version
  • Tool
  • Handout: The New China Hand
  • Handout: You Can't Spell "Success in China" Without HR
  • Lesson 9: Delegating the strategy role
  • Flash Version
  • Standard Version
  • Tool
  • Handout: Sources of Power in Chinese Negotiation
  • Handout: Role of Technology and IP in Chinese Negotiation
  • Lesson 10: Forgetting that it is only guanxi until you get caught
  • Flash Version
  • Standard Version
  • Tool
  • Handout: 10 Guanxi Caveats
  • Handout: Is Guanxi on the Way Out of Chinese Negotiation?
  • Handout: The Foreign Corrupt Practices Act
  • Handout: Negotiate Lower Risk in China
  • Handout: Training the New China Hands

Course Overview

10 Common China Negotiating Mistakes is designed for professional international negotiators who need to be more effective in negotiations with mainland Chinese counter-parties. This highly interactive, self-paced course focuses on solving the misunderstandings and confusion that can make China business so frustrating for Western managers and leaders. You will gain the skills to build strong business relationships while staying in control of your own agenda and protecting your sensitive company assets. Andrew Hupert will give you new insights into what your Chinese counter-party is thinking, and equip you with strategies, tactics and counter-tactics you will need to succeed.

This class offers:

  • The ten most common negotiating mistakes that Westerners commit in China complete with a strategic analysis of the short and long term risks to your business.

  • Practical, actionable solutions to each mistake. Every lesson includes a discussion of the new behaviors you and your team need to in place to prevent this mistake and turn the situation to your advantage.

  • Analysis and Adjustment guides. You will learn how to understand the statements and actions of your counter-parties in terms of both innocent cultural differences and aggressive competitive tactics. Accurate analysis leads to appropriate adjustments to your own behavior, counter-tactics and decisions.

  • Tools and templates. This course is skills training – not academic discussion. You learn to use new management and organization tools that help you leverage the strength of your entire organization when doing business in China.

After taking this course you will:

  • Understand the main strategic and tactical problems that face international negotiators in China.

  • Differentiate between innocent and aggressive motivations of Chinese negotiators.

  • Learn solutions to the problems, new behaviors that you'll need to put in place to make them more than theory, and tools you'll need to align your team.

  • Understand how to prepare teams and structure deals for maximum success in China.

Professional Profile: Andrew Hupert

US – China Negotiation

Andrew Hupert is founder and Managing Director of China Solved, a consulting firm specializing in training Western professionals to negotiate effectively with Chinese counter-parties. Andrew lived in Shanghai for over 10 years, advising and training at multinationals and start-up companies. His corporate clients include Philips, Schneider/Clipsal and Keuhne + Nagel. He has lectured at New York University’s Stern School of Business (Shanghai campus) and Strathclyde University’s EMBA program (Shanghai).

Andrew first came to Asia in 1990 after receiving his MBA in International Finance from New York University Stern School of Management. He gained extensive senior sales and management experience with leading financial institutions in Taipei, Hong Kong, Kyoto and New York. He has also published articles in business journals such as Shanghai Business Review, the China Economic Review, and Business Forum - China. He is the author of Guanxi for the Busy American, The Fragile Bridge - Managing Conflict in Chinese Negotiation and 10 Common China Negotiating Mistakes.

Companies around the world follow his discussions about negotiating strategies, tactics and counter-tactics in China on www.ChinaSolved.com.

Curriculum

  • Introduction
  • Course Introduction
  • Course Structure
  • 3 Speed Approach
  • Course Overview
  • Lesson 1: Flying blind
  • Flash Version
  • Standard Version
  • Newsfeed Demo
  • Handout: Negotiating online and by email
  • Handout: Steeple-CSF Worksheet
  • Discussion: Unique China or China Business Unit
  • Lesson 2: Building on a weak foundation
  • Flash Version
  • Standard Version
  • Handout: China Negotiating Teams
  • Handout: Your China Negotiating Team (with Slides)
  • Handout: China Negotiating Budget
  • Discussion: 10 Questions for China Negotiating Teams
  • Lesson 3: Declaring "Mission Accomplished"
  • Flash Version
  • Standard Version
  • Tool
  • Handout: Long term partners or opportunists (Reading)
  • Handout: Long term partners or opportunists (with Slides)
  • Handout: Hardest Part of Negotiating (Reading)
  • Handout: Hardest Part of Negotiating (with Slides)
  • Handout: China teams
  • Handout: China BATNA analysis
  • Lesson 4: Losing control of the agenda
  • Flash Version
  • Standard Version
  • Tool
  • Handout: 10 Signs You Are Losing Control of Your China Negotiating Agenda
  • Handout: Relationship Building and Conflict in China
  • Handout: China Goal Assessment
  • Lesson 5: Training Your Competition
  • Flash Version
  • Standard Version
  • Tool
  • Handout: You Are the Cow
  • Handout: IP Theft
  • Handout: Good China Deal Structure
  • Handout: The Lost Face Shuffle
  • Handout: Conflict Avoidance vs. Resolution
  • Lesson 6: Coasting on past successes or good starts
  • Flash Version
  • Standard Version
  • Tool
  • Handouts: Chinese Tactics and the Balance of Power
  • Handouts: Balance of Power Shifts
  • Lesson 7: Searching for common ground
  • Flash Version
  • Standard Version
  • Tool
  • Handout: You Can't Solve Chinese Problems with Western Solutions
  • Handout: Cross Culture Communication vs. Negotiation
  • Handout: Chinese Negotiators Have Split Personalities
  • Handout: Are You a Guanxi Tease?
  • Handout: Banquets and Baseline Behaviors
  • Lesson 8: Playing by US HR rules
  • Flash Version
  • Standard Version
  • Tool
  • Handout: The New China Hand
  • Handout: You Can't Spell "Success in China" Without HR
  • Lesson 9: Delegating the strategy role
  • Flash Version
  • Standard Version
  • Tool
  • Handout: Sources of Power in Chinese Negotiation
  • Handout: Role of Technology and IP in Chinese Negotiation
  • Lesson 10: Forgetting that it is only guanxi until you get caught
  • Flash Version
  • Standard Version
  • Tool
  • Handout: 10 Guanxi Caveats
  • Handout: Is Guanxi on the Way Out of Chinese Negotiation?
  • Handout: The Foreign Corrupt Practices Act
  • Handout: Negotiate Lower Risk in China
  • Handout: Training the New China Hands