China Update April 7th 2010
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China Update April 7th 2010

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A tale of three cities; Business Negotiation in China

A tale of three cities; Business Negotiation in China

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    China Update April 7th 2010 China Update April 7th 2010 Presentation Transcript

    • China Updates Webinars bringing you and your business closer to China April 7 th , 2010 Christine Gao Cultural IQ - Fostering Connections, Embracing Diversity
    • Today’s Agenda
      • A tale of three cities – Beijing, Shanghai, Shenzhen
      • Business negotiation in China
      • Upcoming events
      • Q & A, feedback
      Cultural IQ - Fostering Connections, Embracing Diversity
      • Fast urbanization since 1980s
      • According to National Bureau of Statistics Report of Nov.2008, there are 119 cities with a population of over 1 million , 36 cities with a population of over 2 million .
      Cultural IQ - Fostering Connections, Embracing Diversity
    • Shanghai Cultural IQ - Fostering Connections, Embracing Diversity
    • Shanghai Cultural IQ - Fostering Connections, Embracing Diversity
    • Shanghai is proud to be home to:
      • Jinmao Tower,
      • the fourth tallest building
      • in the world
      Cultural IQ - Fostering Connections, Embracing Diversity
    • Shanghai is proud to be home to:
      • World Financial Center
      Cultural IQ - Fostering Connections, Embracing Diversity
    • Shanghai is proud to be home to:
      • 10 subway lines, 400 kilometers metro
      Cultural IQ - Fostering Connections, Embracing Diversity
    • Shanghai is proud to be home to:
      • The only Maglev train in use in the world.
      Cultural IQ - Fostering Connections, Embracing Diversity
    • History of Shanghai
      • Since Opium War (1840), Agreements were signed between Qing Dynasty and Western countries to rent costal cities for trade.
      • Different from Hong Kong & Macao (colonies), Shanghai still belonged to China.
      • However, within rental property and consulate areas, Chinese were not allowed to enter.
      Cultural IQ - Fostering Connections, Embracing Diversity
    • Shanghai architecture
      • Mixture of western and Chinese style
      Cultural IQ - Fostering Connections, Embracing Diversity
    • Cultural IQ - Fostering Connections, Embracing Diversity
    • Shanghai Today Cultural IQ - Fostering Connections, Embracing Diversity
    • Luxury goods, lifestyle Cultural IQ - Fostering Connections, Embracing Diversity
    • Cultural IQ - Fostering Connections, Embracing Diversity
    • Shanghai Demographic
      • 18.9 million population
      • Expats from around the world
      • Immigrants from different parts of China
      • Local Shanghaiese
      Cultural IQ - Fostering Connections, Embracing Diversity
    • Folk culture and Shanghai people
      • practicality,
      • petty Bourgeoisie,
      • acceptance of western life style,
      • a sense of superiority,
      • sensitive to perceptions of others,
      • delicate life style
      • Professional ethics and attitude to life
      Cultural IQ - Fostering Connections, Embracing Diversity
    • Beijing
      • Beijing first became capital of Yuan Dynasty in 1267, 743 years from today. Capital of Ming, Qing and People’s Republic of China ever since.
      • A population of 16 million,
      • Beijing is still the political,
      • cultural and educational
      • center of China.
      Cultural IQ - Fostering Connections, Embracing Diversity
    • Political center
      • Host Double Conference every year in March
      • Home to government departments, Ministries
      • Large sum of public servants
      Cultural IQ - Fostering Connections, Embracing Diversity
    • Cultural Center
      • Architecture and cultural legacy left over by dynasties, generations
      • Beijing unique culture – Si He Yuan, Foot of Imperial City
      Cultural IQ - Fostering Connections, Embracing Diversity
    • Beijing is home to
      • Forbidden City
      • Summer Palace
      • Temple of Heaven
      • Great Wall
      • (Ba DaLing, Mu TianYu,
      • Si MaTai)
      • Yuan Ming Yuan
      • North Sea,
      • Shicha Sea
      Cultural IQ - Fostering Connections, Embracing Diversity
    • Educational Center
      • More than 100 higher educational institutions
      • Home to Peking University, Qing Hua University
      Cultural IQ - Fostering Connections, Embracing Diversity
    • Business center
      • Home to numerous headquarters of fortune 500 companies
      • Joint venture with Hyundai motor to produce Sonata and other models
      Cultural IQ - Fostering Connections, Embracing Diversity
    • Olympics and infrastructure development
      • 9 subway lines
      • Beijing Airport Terminal 3, the largest singe structure terminal in the world
      Cultural IQ - Fostering Connections, Embracing Diversity
    • Stadiums, facilities Cultural IQ - Fostering Connections, Embracing Diversity
    • Beijing Guide
      • Forbidden City
      • the center,
      • Ring Roads
      • surrounding
      Cultural IQ - Fostering Connections, Embracing Diversity
    • Beijing Guide
      • Governments, universities West
      • Business, commercial center East
      • Olympic Village, Great Wall North
      • Under-developed area South
      Cultural IQ - Fostering Connections, Embracing Diversity
    • People and life in Beijing
      • Beijing is an immigrant city, but folk culture is also maintained
      • Hu Tong, Si He Yuan,
      • Old Beijing,
      • Peking duck
      • are examples
      • of Beijing
      • Culture.
      Cultural IQ - Fostering Connections, Embracing Diversity
    • Shenzhen – the Northern city in South China Cultural IQ - Fostering Connections, Embracing Diversity
    • Shenzhen demographics
      • Census year 2000:
      • 7.1 million population
      • 82.7% immigrants
      • Average age 31 years old (2006)
      Cultural IQ - Fostering Connections, Embracing Diversity
    • South city, North DNA
      • Love pasta not rice
      • Watch CCTV Chinese new year Gala
      • Drink rice wine at dinner parties
      • Love extravagance
      • Love northern dishes
      • Speak Mandarin vs.
      • Cantonese
      Cultural IQ - Fostering Connections, Embracing Diversity
    • Business negotiation
      • Negotiation not only includes that between Chinese and foreigners, but also between Chinese
      • Negotiation cannot be avoided
      • Negotiation = bargaining (for Chinese)
      Cultural IQ - Fostering Connections, Embracing Diversity
    • Business negotiation (cont.)
      • Be patient, and learn to enjoy the long process of bargaining
      • Be clear about who has the power (you? People on the other side of table?)
      • You will have better chances when:
      • - they need your product/service
      • - price is acceptable
      • - they like you or see you as a friend
      Cultural IQ - Fostering Connections, Embracing Diversity
    • Business negotiation (cont.)
      • 4) Research on your customer/client: who is decision-maker? What role each on the team plays?
      • 5) Invest in relationships, make friends and intermediary
      • 6) Be sensitive to social status
      • 7) Be prepared to make concessions on price (thrift is a virtue in China)
      Cultural IQ - Fostering Connections, Embracing Diversity
    • Upcoming events
      • Canton Fair (Guangzhou), April 15 th – May 5 th
      • World Expo (Shanghai), May 1 st
      Cultural IQ - Fostering Connections, Embracing Diversity
    • Thank you! Cultural IQ - Fostering Connections, Embracing Diversity