The document outlines the agenda for a two-day lecture series on differences between Western and Chinese business cultures. Day 1 focuses on cultural differences in organization, decision-making, negotiation processes, and how Western companies establish operations in China. Day 2 discusses typical processes for Western market entry and acquisition/joint ventures, as well as how Chinese companies can prepare to expand abroad. The schedule includes 13 sessions split between morning and afternoon blocks each day. Students will be evaluated based on attendance, participation, homework assignments, and a final examination. Feedback forms will also be collected to evaluate each session.

1. Agenda of Lectures
AUTUMN 2016
HANNU BERGHOLM
LILY LIN
BERHAN LTD.

2. DAY 1, MORNING SESSION
1. Differences in Western and Chinese Business Cultures
1st session 45 min 9-10
Introduction. Differences in behavior and thinking
2nd session 45 min 10-11
Differences in Organisation, Decision Making
3rd session 45 min 11-12
Case examples - Introduction

3. DAY 1, AFTERNOON SESSION
2. Negotiating, solving issues, making agreements
4th session 45 min 13.30-14.30
Differences in negotiation process
5th session 45 min 14.30-15.30
Case examples
6th session 45 min 15.30-16.30
Differences in resourcing projects
7th session 45 min 16.30-17.30
Western company process in getting to China
Go through program; Q/A, discussion
 Task for evening + Examination paper

4. DAY 2, MORNING SESSION
Is there something you wish to discuss about yesterday?
3. Typical process followed by Western companies setting up
operations in China
8th session 45 min 9-10
Different ways of getting established abroad
 Case examples
9th session 45 min 10-11
The Process – Market entry
10th session 45 min 11-12
The Process – Acquisition, JV

5. DAY 2, AFTERNOON SESSION
4. How a Chinese company should prepare to go abroad
11th session 45 min 13.30-14.30
Discussion with the participants - How would it work in your company?
12th session 45 min 14.30-15.30
Preparations required by Chinese companies to become established abroad
13th session 45 min 15.30-16.30
Go through days program – Q/A, discussion
Final examination paper
14th session 45 min 16.30-17.30
Open discussion on any subject related to the theme
Closing seminar

6. PRACTICAL THINGS
1. Lecture structure
- 4 sessions (2 x morning, 2 x afternoon)
- 15 minutes break every 1 or 2 hours
2. Questions and discussion
- Any time + end of each session
- English preferred but you can also ask in Chinese

7. PRACTICAL THINGS
3.Student scoring
Presence Max
10 point for each session Question forms 4*10 = 40
Discussion
Activeness 20
Homework
How would this work in my company 40
Homework form
Total 100
4. Lecture evaluation form
Please fill after each session – leave at end of seminar

8. Thank you !
Berhan Ltd.
www.berhan.fi