Negotiating with the Chinese <ul><li>Presented By: </li></ul><ul><li>Helen de Haan-Cao </li></ul><ul><li>University  Inhol...
PROGRAMME <ul><li>5 min  Welcome, introduction </li></ul><ul><li>45 min  Lecture on  “Negotiating with the Chinese” </li><...
SOCIAL STRUCTURE <ul><li>CONFUCIANISM AND ESTABLISHED ORDER </li></ul><ul><li>GROUP VERSUS INDIVIDUAL </li></ul><ul><li>DI...
BEING FOREIGN <ul><li>FOREIGNERS SEEN AS REPRESENTATIVES OF THEIR COUNTRY </li></ul><ul><li>TAKING ADVANTAGE OF BEING A FO...
PREPARATION  <ul><li>UNDERSTAND BACKGROUND AND MOTIVATIONS OF THE CHINESE PARTICIPANTS </li></ul><ul><li>SETTING UP A NEGO...
COMMUNICATIONS <ul><li>COMMUNICATING CLEARLY </li></ul><ul><li>PERSUADE ON BENEFIT FOR COMPANIES & THEMSELVES  </li></ul><...
DECISION MAKING <ul><li>PROCESS CAN BE SLOW  </li></ul><ul><li>DECISIONS ARE MADE BY CONSENSUS AND TOP - DOWN  </li></ul><...
STRATEGY & TACTICS  <ul><li>CRUCIAL STRATEGE: IDENTIFY COMMON GOALS AND MUTUAL INTEREST </li></ul><ul><li>RE-VISITING ISSU...
Q U E S T I O N S <ul><li>??? </li></ul><ul><li>Further contact </li></ul><ul><li>[email_address] </li></ul>
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Business negotiations -china-riga-2005

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Business negotiations -china-riga-2005

  1. 1. Negotiating with the Chinese <ul><li>Presented By: </li></ul><ul><li>Helen de Haan-Cao </li></ul><ul><li>University Inholland </li></ul><ul><li>The Netherlands </li></ul>
  2. 2. PROGRAMME <ul><li>5 min Welcome, introduction </li></ul><ul><li>45 min Lecture on “Negotiating with the Chinese” </li></ul><ul><li>10 min Break </li></ul><ul><li>25 min role play (15 students) </li></ul><ul><li>10 min feedback </li></ul>
  3. 3. SOCIAL STRUCTURE <ul><li>CONFUCIANISM AND ESTABLISHED ORDER </li></ul><ul><li>GROUP VERSUS INDIVIDUAL </li></ul><ul><li>DIFFERENT TYPES OF COMPANIES </li></ul><ul><li>&quot;GUANGXI” MAKES THE WORLD GO ROUND </li></ul><ul><li>RANK IS IMPORTANT IN BUSINESS RELATIONS </li></ul>
  4. 4. BEING FOREIGN <ul><li>FOREIGNERS SEEN AS REPRESENTATIVES OF THEIR COUNTRY </li></ul><ul><li>TAKING ADVANTAGE OF BEING A FOREIGNER </li></ul><ul><li>DEALING WITH BUREAUCRACY </li></ul>
  5. 5. PREPARATION <ul><li>UNDERSTAND BACKGROUND AND MOTIVATIONS OF THE CHINESE PARTICIPANTS </li></ul><ul><li>SETTING UP A NEGOTIATION TEAM AND AVOID CHANGES IN THE TEAM </li></ul><ul><li>GETTING INFORMATION </li></ul><ul><li>COMMITMENT: BEGINNING OF LONG RELATIONSHIP </li></ul>
  6. 6. COMMUNICATIONS <ul><li>COMMUNICATING CLEARLY </li></ul><ul><li>PERSUADE ON BENEFIT FOR COMPANIES & THEMSELVES </li></ul><ul><li>USING INFORMAL SITUATIONS </li></ul><ul><li>CHINESE FAVOUR SHORT AND SIMPLE CONTRACT </li></ul><ul><li>LANGUAGE </li></ul>
  7. 7. DECISION MAKING <ul><li>PROCESS CAN BE SLOW </li></ul><ul><li>DECISIONS ARE MADE BY CONSENSUS AND TOP - DOWN </li></ul><ul><li>PERSONAL RELATIONS IMPORTANT </li></ul><ul><li>SOCIALIST NATURE SUPPRESSED INDUSTRIOUS NATURE </li></ul>
  8. 8. STRATEGY & TACTICS <ul><li>CRUCIAL STRATEGE: IDENTIFY COMMON GOALS AND MUTUAL INTEREST </li></ul><ul><li>RE-VISITING ISSUES </li></ul><ul><li>EXPLORING OPTIONS </li></ul><ul><li>OBTAINING ACCURATE INFORMATION </li></ul><ul><li>CONTROLLING PLACE AND AGENDAS </li></ul>
  9. 9. Q U E S T I O N S <ul><li>??? </li></ul><ul><li>Further contact </li></ul><ul><li>[email_address] </li></ul>

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