Chinese negotiating styles are easy to work with if you know what to look for and how to react. All negotiators fall into 1 of 5 categories: Competitors, Compromisers, Accommodators, Collaborators and Avoiders. In China negotiators look and act different from their Western counterparts - but if you know what to expect you should be able to make profitable deals that protect your interests and technology.
Design is being reinvented. Be it Brand, Product, Digital, Spacial - the core discipline of advancing any of these has, and is continuing to be, transformed. Ironically, it’s the people with the valued experience of longevity in their design careers that often get bewildered by the new, multiple-front process of delivering a designed outcome. Those once-warm waters suddenly turn into rapid torrents of murky uncertainties, with overlapping disciplines, new specialists and technology-based media popping up seemingly at random. I have had to learn how to adapt and change to this new playground. These are some key mindsets that I convey to juniors and seniors designers. As presented on UXIndia2016
How to Become a Better Product Storyteller - a 4 hrs Workshop
Client presentations, or feedback sessions with a working team, are essential for your design work. If you don’t sell it, it will never exist. Product and UX designer are people that need the ability to communicate through great stories, since they are responsible to traverse the users throughout the product journey. Therefore, storytelling is an important tool to have in your belt as a UX person, regardless of your role.
Three key takeaways
Learn what makes a good story.
Understand 3 key elements that make an irresistible user story.
Shift your approach from explaining a feature, to instil an idea or vision into a product story that can scale to deliver the big idea, and inspire action, regardless of audience or objective.
User experience service design innovation for real worldNTUST
This slide presents our user experience service design process for real world in DITLDESIGN. Three case studies from DITLDESIGN were adapted to illustrate our method, mindset, and results. There three projects won RedDot best of best, junior prize, and CHI SDC golden award.
Know Your Chinese Negotiators: CollaboratorFlashMBA
Are Win-Win deals in China possible? You will encounter many Chinese negotiators who appear collaborative -- but you have to be on your guard. When doing business in China, collaborators are you greatest hope - or worst nightmare.
Know Your Chinese Negotiators: CompetitorsFlashMBA
ChinaSolved continues its series on Chinese negotiating styles - today looking at the competitive type. In the US, you can usually spot a competitive, or Win-Lose negotiator right away, but in China you may be the last to know that your counter-party has become aggressive and competitive. In many cases, competitive behavior is the finale in a combination of tactics that begins with flattery and relationship-building.
Know Your Chinese Negotiating Styles - AccomodatorsFlashMBA
ChinaSolved Casual Friday Videos presents: Chinese Negotiating Styles - Accommodators. American negotiators pride themselves on aggressive tactics and strong positions. Chinese negotiators, however, often intentionally place themselves in a position of weakness. It's strategy -- not vulnerability. Be careful.
Design is being reinvented. Be it Brand, Product, Digital, Spacial - the core discipline of advancing any of these has, and is continuing to be, transformed. Ironically, it’s the people with the valued experience of longevity in their design careers that often get bewildered by the new, multiple-front process of delivering a designed outcome. Those once-warm waters suddenly turn into rapid torrents of murky uncertainties, with overlapping disciplines, new specialists and technology-based media popping up seemingly at random. I have had to learn how to adapt and change to this new playground. These are some key mindsets that I convey to juniors and seniors designers. As presented on UXIndia2016
How to Become a Better Product Storyteller - a 4 hrs Workshop
Client presentations, or feedback sessions with a working team, are essential for your design work. If you don’t sell it, it will never exist. Product and UX designer are people that need the ability to communicate through great stories, since they are responsible to traverse the users throughout the product journey. Therefore, storytelling is an important tool to have in your belt as a UX person, regardless of your role.
Three key takeaways
Learn what makes a good story.
Understand 3 key elements that make an irresistible user story.
Shift your approach from explaining a feature, to instil an idea or vision into a product story that can scale to deliver the big idea, and inspire action, regardless of audience or objective.
User experience service design innovation for real worldNTUST
This slide presents our user experience service design process for real world in DITLDESIGN. Three case studies from DITLDESIGN were adapted to illustrate our method, mindset, and results. There three projects won RedDot best of best, junior prize, and CHI SDC golden award.
Know Your Chinese Negotiators: CollaboratorFlashMBA
Are Win-Win deals in China possible? You will encounter many Chinese negotiators who appear collaborative -- but you have to be on your guard. When doing business in China, collaborators are you greatest hope - or worst nightmare.
Know Your Chinese Negotiators: CompetitorsFlashMBA
ChinaSolved continues its series on Chinese negotiating styles - today looking at the competitive type. In the US, you can usually spot a competitive, or Win-Lose negotiator right away, but in China you may be the last to know that your counter-party has become aggressive and competitive. In many cases, competitive behavior is the finale in a combination of tactics that begins with flattery and relationship-building.
Know Your Chinese Negotiating Styles - AccomodatorsFlashMBA
ChinaSolved Casual Friday Videos presents: Chinese Negotiating Styles - Accommodators. American negotiators pride themselves on aggressive tactics and strong positions. Chinese negotiators, however, often intentionally place themselves in a position of weakness. It's strategy -- not vulnerability. Be careful.
Let's take a look at how Westerners get into trouble when putting together deals with Mainland counter-parties. The main culprits: bad planning, bad partnerships and bad deal structure.
Know Your Chinese Negotiating Styles - Avoiders FlashMBA
ChinaSolved continues its Chinese Negotiating Styles series by taking a look at a common Chinese negotiating type -- the Avoiders. Westerners doing business in China -- or negotiating with Chinese counterparties in home markets -- have to get used to avoiding behaviors and tactics. Americans tend to view avoiders as weak or ineffective negotiators -- but Chinese businessmen are adept at using avoidance to win concessions.
In China all negotiation is personal. All risks in China start as relationship issue. You either trusted someone you shouldn't have or didn't trust someone you should have.
Chinese Negotiation Tactics - A Comparative StudyFlashMBA
Chinese negotiating tactics are fundamentally different from Western ones. American negotiators use pressure tactics to force a decision. Chinese negotiators build and manipulate relationships to gain value.
Entrepreneurial Deal Making: David Meets GoliathThe Idea Village
This session was presented by Rhett Weiss, Executive Director at the Entrepreneurship & Innovation Institute, Cornell University. Find out more at http://www.johnson.cornell.edu/EII.aspx.
Getting funded sometimes seems like a career itself (and indeed it is a big part of the CEO’s responsibilities). In order to succeed, need to understand both the rules of the game and the equipment – without these you may squander some of your most valuable resources - time and relationships. Two keys communication tools are the Executive Summary and the PowerPoint Presentation (Pitch Deck). This forum will help you understand how these tools are used to generate a face-to-face meeting, make a persuasive and memorable presentation, and then follow through with the details needed for investors to begin their due diligence process.
What lead is equal to a customer, potential strategic parnter is to an acquirer. Partnership thinking is very different from product thinking. These slides will come in handy for any startup (Indian) to understand the importance of this and build a habit around it
Starting up evaluating the potential of a business by mahesh krishnamurti jul...GetEvangelized
This deck was presented by Mahesh Krishnamurti at the TiE Institute Knowledge Series (TIKS) : Starting Up- Session 1 in July 2011.
This session was organised by Tie Mumbai.
Are you an independent contractor or self-employed?
Want to learn about the anatomy of a successful contract negotiation process?
Dive into our FREE guide on how you can go into a contract negotiation with confidence and come out successfully with a win-win situation!
If you enjoy our free guide and would love to learn more info about our community, please check us out at http://www.promorockstar.com/group
PS business is complicated. Arriving at the right balance of delivering customer success along with commercial success is not easy. This presentation of mine attempts to highlight tried and tested strategies that have worked for me again and again.
Entrepreneurship and Commerce in IT - 06 - Funding, Expanding, and Exit Strat...Sachintha Gunasena
This series in about the Entrepreneurial and E-Commerce opportunities and how to harness the power of Information Technology to improve or revolutionize business.
This session discusses about the options that an entrepreneur has to fund a venture, paths to expand a venture, and finally the exit strategies for a venture.
Innovating in NH - Innovations Assistance: Negotiation StrategiesUNHInnovation
For many entrepreneurs and business owners, the act of negotiation can be uncomfortable, but the ability to negotiate effectively in a wide range of business contexts, including licensing agreements, deal-making, employment discussions, contracts, and handling disputes is an integral part of any business or start-up. Our speaker, Marc Sedam, is the Managing Director of UNHInnovation and has an extensive background in intellectual asset management, licensing, and start-up formation. In this seminar, he shares the key negotiating skills and strategies he has learned throughout his career. These tactics will help you come to the table prepared to get the best deal possible and avoid common negotiation pitfalls.
Webinar: Building a Winning Bid: How to Respond to Requests for ProposalsMBO Partners
In this presentation you will learn how to:
- Write a targeted proposal cover letter
- Optimize the all-important executive summary
- Create a client-centered solution statement
- Respond to RFP/RFQ questions
- Format a professional proposal
- Navigate electronic forms and spreadsheet submission
Find more resources for independent professionals at www2.mbopartners.com/ic-resources
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
Let's take a look at how Westerners get into trouble when putting together deals with Mainland counter-parties. The main culprits: bad planning, bad partnerships and bad deal structure.
Know Your Chinese Negotiating Styles - Avoiders FlashMBA
ChinaSolved continues its Chinese Negotiating Styles series by taking a look at a common Chinese negotiating type -- the Avoiders. Westerners doing business in China -- or negotiating with Chinese counterparties in home markets -- have to get used to avoiding behaviors and tactics. Americans tend to view avoiders as weak or ineffective negotiators -- but Chinese businessmen are adept at using avoidance to win concessions.
In China all negotiation is personal. All risks in China start as relationship issue. You either trusted someone you shouldn't have or didn't trust someone you should have.
Chinese Negotiation Tactics - A Comparative StudyFlashMBA
Chinese negotiating tactics are fundamentally different from Western ones. American negotiators use pressure tactics to force a decision. Chinese negotiators build and manipulate relationships to gain value.
Entrepreneurial Deal Making: David Meets GoliathThe Idea Village
This session was presented by Rhett Weiss, Executive Director at the Entrepreneurship & Innovation Institute, Cornell University. Find out more at http://www.johnson.cornell.edu/EII.aspx.
Getting funded sometimes seems like a career itself (and indeed it is a big part of the CEO’s responsibilities). In order to succeed, need to understand both the rules of the game and the equipment – without these you may squander some of your most valuable resources - time and relationships. Two keys communication tools are the Executive Summary and the PowerPoint Presentation (Pitch Deck). This forum will help you understand how these tools are used to generate a face-to-face meeting, make a persuasive and memorable presentation, and then follow through with the details needed for investors to begin their due diligence process.
What lead is equal to a customer, potential strategic parnter is to an acquirer. Partnership thinking is very different from product thinking. These slides will come in handy for any startup (Indian) to understand the importance of this and build a habit around it
Starting up evaluating the potential of a business by mahesh krishnamurti jul...GetEvangelized
This deck was presented by Mahesh Krishnamurti at the TiE Institute Knowledge Series (TIKS) : Starting Up- Session 1 in July 2011.
This session was organised by Tie Mumbai.
Are you an independent contractor or self-employed?
Want to learn about the anatomy of a successful contract negotiation process?
Dive into our FREE guide on how you can go into a contract negotiation with confidence and come out successfully with a win-win situation!
If you enjoy our free guide and would love to learn more info about our community, please check us out at http://www.promorockstar.com/group
PS business is complicated. Arriving at the right balance of delivering customer success along with commercial success is not easy. This presentation of mine attempts to highlight tried and tested strategies that have worked for me again and again.
Entrepreneurship and Commerce in IT - 06 - Funding, Expanding, and Exit Strat...Sachintha Gunasena
This series in about the Entrepreneurial and E-Commerce opportunities and how to harness the power of Information Technology to improve or revolutionize business.
This session discusses about the options that an entrepreneur has to fund a venture, paths to expand a venture, and finally the exit strategies for a venture.
Innovating in NH - Innovations Assistance: Negotiation StrategiesUNHInnovation
For many entrepreneurs and business owners, the act of negotiation can be uncomfortable, but the ability to negotiate effectively in a wide range of business contexts, including licensing agreements, deal-making, employment discussions, contracts, and handling disputes is an integral part of any business or start-up. Our speaker, Marc Sedam, is the Managing Director of UNHInnovation and has an extensive background in intellectual asset management, licensing, and start-up formation. In this seminar, he shares the key negotiating skills and strategies he has learned throughout his career. These tactics will help you come to the table prepared to get the best deal possible and avoid common negotiation pitfalls.
Webinar: Building a Winning Bid: How to Respond to Requests for ProposalsMBO Partners
In this presentation you will learn how to:
- Write a targeted proposal cover letter
- Optimize the all-important executive summary
- Create a client-centered solution statement
- Respond to RFP/RFQ questions
- Format a professional proposal
- Navigate electronic forms and spreadsheet submission
Find more resources for independent professionals at www2.mbopartners.com/ic-resources
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
What are the main advantages of using HR recruiter services.pdfHumanResourceDimensi1
HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
Skye Residences | Extended Stay Residences Near Toronto Airportmarketingjdass
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The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
1. 5 Chinese Negotiating Styles
ChinaSolved
Spring 2013
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2. All negotiators, Chinese,
Western or any other, fall into 1
of 5 categories, or TYPES.
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3. 5 Types of Negotiators (Universal)
• Competitive
• Compromising
• Accommodating / Yielding
• Avoiding
• Collaborating
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4. Reading List Recommendation
• G. Richard Shell’s
Bargaining for Advantage
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5. Two dimensions:
• How important are YOUR goals to you?
• How important are HIS goals to you?
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6. Your Benefit / Goal
• High
• Mid
• Low
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7. Your Benefit / Goal
• Maximize value of this transaction• High
• Mid
• Low
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8. Your Benefit / Goal
• Maximize value of this transaction
Unique asset
Strong bargaining position
Confident
• High
• Mid
• Low
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9. Your Benefit / Goal
• Professional sales
• High
• Mid
• Low
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10. Your Benefit / Goal
• Professional sales
Moderate value transaction
Retail / commodity
• High
• Mid
• Low
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11. Your Benefit / Goal
• You NEED this sale
• High
• Mid
• Low
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12. Your Benefit / Goal
Low regard for your own goal?
Imagine you have a warehouse full of
ice cream in August and your freezer
just broke.
If you don’t sell it – you have to clean
it up.
• High
• Mid
• Low
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13. His Benefit / Goal
Low Mid High
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14. His Benefit / Goal
You feel that time or
circumstances are in your favor.
You have non-economic
considerations.
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Low Mid High
15. His Benefit / Goal
Normal business.
Professional sales.
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Low Mid High
16. His Benefit / Goal
You really need this client.
Strategic relationship
Few buyers
High value transaction
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Low Mid High
17. Now let’s combine these two
dimensions into a matrix of 5
negotiating types or styles…
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19. Negotiating StylesYour Benefit
His Benefit
Competitive
AccommodativeAvoiding
Compromising
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20. Competitive Type
• Typical Win-Lose aggressive negotiator.
• In the US, this is the arch-typical “used car
salesman” personality.
• 99-1 in his favor.
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21. Negotiating StylesYour Benefit
His Benefit
Competitive
AccommodativeAvoiding
Collaborative
Compromising
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22. Accommodative Type
• He really needs to make this sale.
• It is a buyers market, and he needs to unload
his goods before they go bad.
• 1 – 99 (not in your favor) is OK.
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23. Negotiating StylesYour Benefit
His Benefit
Competitive
AccommodativeAvoiding
Collaborative
Compromising
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24. Collaborative Type
• Win-Win
• Let’s enlarge the pie and create value.
• 2 + 2 = 5
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25. Negotiating StylesYour Benefit
His Benefit
Competitive
AccommodativeAvoiding
Collaborative
Compromising
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26. Avoiding Type
• Wins by not playing.
• He doesn’t gain from transacting – but may
have to work harder or take a risk.
• Bureaucrat or reluctant buyer.
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27. Negotiating StylesYour Benefit
His Benefit
Competitive
AccommodativeAvoiding
Collaborative
Compromising
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28. Compromising Type
• Some call him “win win”, but others call him
“lose lose”.
• He transacts often, but doesn’t maximize
value.
• Both sides leave the table feeling they could
have done better.
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29. Part 2:
The Chinese Negotiating
Personalities
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30. Competitive Type: Chinese Edition
• Competitors will often appear to be very
accommodative – offering to bend over
backwards to help you.
– May even be very flexible on certain issues –
particularly schedules, timetables, sales targets
and other things that can’t be easily enforced
later.
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31. Competitive Type: Chinese Edition
• Don’t fall into the trap of negotiating solely
on price with competitive counterparties.
– Technology
– Intellectual Property
– Assets
– Customers & Client lists
– Deal terms
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32. Accommodators: Chinese Edition
• Accommodators exist in China, but you have
to be doubly careful here.
– Beware of counterparties who look helpful but are
really gathering information, methods and IP that
they can use against you later.
– But wolves in sheep’s clothing aren’t your only
problem here…
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33. Accommodators: Chinese Edition
• In China kindness can kill as passive colleagues
and counterparties smile and nod as you
blunder into disaster.
• Accommodators often put a very high value
on their own knowledge and contacts.
– They expect to be paid for helping you – but you
have to know what to ask for and how to ask.
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34. Compromisers: Chinese Edition
• Compromise is an integral part of China’s
consensus-oriented culture and your
counterparty may look like he’s really
searching for a fair solution.
– It’s possible – but he also may have anticipated
your naïve willingness to sign a deal and will
employ the meet- in-the-middle” technique more
commonly seen at one of China’s many ‘fake
markets’.
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35. Compromisers: Chinese Edition
• Here they set a price 400% above their real
target, and will try to compromise you down
to a mere 200% overcharge.
– Don’t start negotiating as soon as they call out a
number.
– Learn the market and control the parameters of
the discussion at the start. (I.e.: Just because they
say 500 doesn’t mean you are required to shout
back a counter offer.)
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36. Avoiders: Chinese Edition
• Avoiders are common in China, and are most
likely to show up in government
bureaucracies, mid-level managers at
corporations and the heads of State Owned
Enterprises.
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37. Avoiders: Chinese Edition
• China’s Imperial legacy lives on in its
bureaucracy, and you may find it extremely
difficult to meet the real decision-maker face-
to-face.
• Beware: if you can’t get a satisfactory answer
to basic questions before you sign a deal
you’re probably going to have a lot more
trouble afterwards.
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38. Collaborators: Chinese Edition
• Collaborative negotiators are your greatest
hope and your worst fear in China.
– On the one hand a true value-adding partner can
open doors and supply vital market information.
– The problem is that lots of Chinese counterparties
like to talk like the boss even if they don’t have the
power to back it up.
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39. Collaborators: Chinese Edition
• The result is a lot of big plans that don’t ever
amount to anything.
– Newcomers to China have been known to build
these optimistic notions into internal business
plans – and later face disappointed senior
managers who want to know what happened to
the budding China JV.
– Beware of partners who move too fast when
negotiating in China.
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40. Relationships Precede
Transactions
• China is a relationship-oriented negotiating
environment.
• Anyone who moves too quickly may not have
your best interests at heart.
• Beware of the Chinese talent for building trust
early and then manipulating your new
relationship to their advantage.
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Reserved. Copyright @2013
41. About Andrew Hupert - Author
• 10+ years in China,
– 3 in Taiwan & HK
• Principal at Best Practices China ltd
– Specialist in US-China Negotiation
– Corporate training, consulting, and
project management
• Publisher of ChinaSolved.com and
ChineseNegotiation.com
• Author – Guanxi for the Busy
American and The Fragile Bridge
Full list of publications and
slideshows available on
www.AndrewHupert.com
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Reserved. Copyright 2013
42. Guanxi for the Busy American
• A professional’s guide to
building relationships in
China.
• Written for the Western
negotiator who needs
to transact and execute.
• Available on Kindle,
iBook and all major e-
formats.
Property of ChinaSolved. All Rights
Reserved. Copyright 2013
43. The Fragile Bridge
• Conflict Management in
Chinese Business .
• Building relationships is
easy – maintaining
them is hard. Learn to
do it right.
• Available on Kindle,
iBook and all major e-
formats.
Property of ChinaSolved. All Rights
Reserved. Copyright 2013
46. About Andrew Hupert
• 10 years in mainland China,
– 3 in Taiwan & HK
• Author of “Fragile Bridge –
Managing Conflict in Chinese Business”
• Co-Founder of China Training
Institute
– Teaches Western professionals to
be more successful in China.
• Publisher of ChinaSolved.com
and ChineseNegotiation.com
www.AndrewHupert.com
All Rights Reserved. Property of
Chinasolved, LLC. @Copyright 2013
Hi. I’m Andrew Hupert. I’ll be delivering this course on how to be more successful when you are doing business in China. I’ve lived and worked in Mainland China for 10 years – from 2002 to 2012, and before that I lived in Taiwan and HK. I went over to China as an international investment banker, but I have worked for local Chinese companies, State Owned Enterprises and started my own businesses in Shanghai. I taught Strategy and Management at University of Strathclyde’s EMBA program and International Negotiation at NYU’s Stern School – both in Shanghai.My recent book, The Fragile Bridge – is about managing conflict in Chinese business. I also publish a couple of blogs that we’ll be using in this course – China Solved and ChineseNegotiation.