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Regardless of background or experience level, it’s hard to be completely free of all the blind spots that the systemic and cultural gaps that characterize US-China business. It’s easy to make assumptions about the operating environment or motives of our counterparts – and we usually don’t even realize we’re doing it.
This course is taught by a 30 year veteran of US-China business, with the goal of showing participants how to close the gaps in mindset, knowledge and skill that make China business harder than it needs to be. The class is practical, high level, high impact…and entertaining.
Each participant picks or is assigned a “game identity” – a fictional yet typical business person in the landscape of locals and expats, halfpats and Asian heritage resources - that populate the US-China business world. Adopting that perspective of a counterpart or a colleague drives home the value of insight –instead of assumptions – when addressing the frustrations of working across major differences in the commercial logic and behavior in the USA and China.
High level analytics – visual representations of the differences in business systems, mindset, culture – are at the core of lecture, then discussion, on the areas most critical to China business competence:
a. Ground rules/ Party, Policy and Planning – the effects of political structure on commerce in China, at home and abroad, for state owned and private enterprises – and why Americans misunderstand the logic that drives China’s companies
b. Strategy / Competitive Landscapes - how industries grow and what businesses do to win – how they define success, how they get capital and customers, and why Americans get confused trying to work in China’s markets
c. Negotiation/ Decision Dynamics – eight key contrasts in the cultural values of the USA and China, and how these shape purchasing, management, and leadership behavior
d. Talent/ Team Structures – summary of the contrast in typical life and educational experiences in USA and China, and how we can use these insights to build and manage better across cultures
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