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.
Developing UXD - weitere Tipps, Tricks und ArgumenteDeveloping UXD
Shortcuts und Tricks für Sublime, HTML, Bootstrap und holder.js (Platzhalterbilder). Dazu Argumente, die für einen neuen Workflow für Agenturen sprechen.
If someone is a victim of percocet addiction, it leads to physical damages like liver failure and other problems. An overdose of the drug can even be fatal. Withdrawal symptoms are equally dangerous in percocet addiction. Since the drug is not easily available and needs prescription from a doctor, the victim goes through cycles of use and withdrawal. Abrupt stopping of any drug including oxycodone is not advised by doctors. Abrupt stopping can lead to life-threatening signs of withdrawal.
Developing UXD - weitere Tipps, Tricks und ArgumenteDeveloping UXD
Shortcuts und Tricks für Sublime, HTML, Bootstrap und holder.js (Platzhalterbilder). Dazu Argumente, die für einen neuen Workflow für Agenturen sprechen.
If someone is a victim of percocet addiction, it leads to physical damages like liver failure and other problems. An overdose of the drug can even be fatal. Withdrawal symptoms are equally dangerous in percocet addiction. Since the drug is not easily available and needs prescription from a doctor, the victim goes through cycles of use and withdrawal. Abrupt stopping of any drug including oxycodone is not advised by doctors. Abrupt stopping can lead to life-threatening signs of withdrawal.
Актуальність і перспективність
• Організація навчання на основі особистісного підходу
• Формування взаємин на основі творчої справи
• Посилення інтенсивності взаємодії учнів під час навчального процесу
• Урізноманітнення форм інтерактивної діяльності
• Оволодіння інформаційно-комунікативними технологіями
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.
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.
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 - 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.
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.
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
This IP Strategy Overview was presented at a conference of innovators at Georgia Tech's College of Architecture in October 2013. The goal of this presentation is to go beyond the usual lawyer-generated content to highlight not only the positive aspects of IP, but also to give a reality check as to the likely ROI of investment in protection. A basic overview of IP (patents, copyrights, trademarks, trade secrets) is provided. Additionally, commonly overlooked forms of intangible asset value are presented. A case study of an innovation protection strategy is highlighted. Recommendations for business relevant IP and patent protection strategies are also included.
Актуальність і перспективність
• Організація навчання на основі особистісного підходу
• Формування взаємин на основі творчої справи
• Посилення інтенсивності взаємодії учнів під час навчального процесу
• Урізноманітнення форм інтерактивної діяльності
• Оволодіння інформаційно-комунікативними технологіями
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.
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.
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 - 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.
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.
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
This IP Strategy Overview was presented at a conference of innovators at Georgia Tech's College of Architecture in October 2013. The goal of this presentation is to go beyond the usual lawyer-generated content to highlight not only the positive aspects of IP, but also to give a reality check as to the likely ROI of investment in protection. A basic overview of IP (patents, copyrights, trademarks, trade secrets) is provided. Additionally, commonly overlooked forms of intangible asset value are presented. A case study of an innovation protection strategy is highlighted. Recommendations for business relevant IP and patent protection strategies are also included.
The Lean Product Lifecycle Book- Product Innovation & Business Growth (Craig ...strongandagile.co.uk
An overview on how The Lean Product Lifecycle can transform your business to simultaneously innovate and grow by taking on insights from Venture Capital, Private Equity, Budgeting, Agile, Lean, Lean Startup, Beyond Budgeting and more.
Know how to take your idea and build a successful business.
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.
If you don’t know where you’re going, any road will get you there. If you know the destination, but don’t have a plan, you’ll just be wandering in the wilderness. Arlin’s session will focus on the changes happening in the technology industry (and world in general) which are happening at an ever increasing rate. We’ll dig into the importance of strategy, growth, planning and most importantly, the legacy that each of us will leave through our businesses and our life. Don’t let chaos determine your future and the outcome of your life’s work. Take control, understand the trends and changes that are coming, and set course to create the legacy you desire with intention.
As presented by Howard Givner, US MD of Grass Roots Meetings & Events, to the Meetings Professional International Washington State Chapter on April 25 and to Connect New England Partners on June 29.
This presentation is updated every month, given the constant changing state of the industry. If we can be of any help with your upcoming meetings or events, or in helping your team be more strategic, please don’t hesitate to reach out and email us. We're happy to help.
Synopsis: The meetings and events industry is at a key inflection point, amplified by a new President likely to usher in more change. What are the key technological developments that present opportunities and challenges? What security issues pose a threat? How should industry professionals deal with the fallout from ethically controversial state laws that may be passed? From drones to live streaming, data integration to virtual reality, gun laws to possible anti-LGBT regulations, this session will examine the potential forces of disruption to the industry, and the threats and opportunities they may present.
About Grass Roots
Grass Roots operate Meetings & Events services from key locations in London, New York, Dusseldorf, Zurich and Singapore.
As specialists in strategic meetings management, attendee management and event services, they work with three of the Big Four professional services firms; nine of the top 15 investment banks and many other global organisations.
Grass Roots Meetings & Events manage over $190m worth of meeting spend, drive compliance within organizations and focus on improving the performance of meetings and events programs.
Visit https://grassroots.events
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
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5. Chinese Competitors Don’t Always
Look Like They are Competitive
• American competitors can be
spotted a mile away.
• You may be the last to know that a
Chinese partner has turned
aggressive.
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Reserved. Copyright 2013
6. Competitive Behavior in China
• Withdraw contact
• Withhold information
• Terminate partnership
• IP theft and hacking
• Block and hinder your efforts
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Reserved. Copyright 2013
7. American vs. Chinese Competitors
• American
competitors tend
to be aggressive,
controlling and
intimidating.
• Show of force.
• Take it or leave it,
now or never.
Property of ChinaSolved. All Rights
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• Chinese power
comes from
withdrawal and
withholding.
• Tai-chi tactics – you
to fall on your face.
• Make you pursue
and renegotiate.
8. Competitive Behavior Comes
Late in the Process
• Competitive behavior follows
flattery or relationship
building.
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Reserved. Copyright 2013
9. Competitive Tactics are the Finale
• Remember the
BoPS: Balance
of Power Shift.
• Once the
Chinese side has
what it wants, it
shifts position.
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10. BoPS End Game
• In the early phase of the BoPS, the
Chinese side builds a connection and
manipulates the relationship to
acquire IP, technology and assets.
• Competitive tactics terminate the
relationship and get rid of Western
partners.
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Reserved. Copyright 2013
11. Competition in Negotiation
Competitive behaviors in
Chinese negotiation:
–5 Tactics
–1 Strategy
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Reserved. Copyright 2013
12. Tactic 1: Runaway Bride
• Get the ring (IP, cash, product
development) and then
disappear.
• Often with no warning or
explanation .
• You’ve been jilted – in front of
everyone.
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Reserved. Copyright 2013
13. Tactic 2: Grabbing the Crown Jewels
• Theft of IP, technology,
branding & processes are a
competitive tactics.
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Reserved. Copyright 2013
14. Tactic 3: Cutting QC Corners
• QC and QA problems are not
accidents. This is often a
calculated profit enhancement.
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Reserved. Copyright 2013
15. Tactic 4: Patriot Games
• Chinese competitors can
sometimes use regulations,
bureaucracy, laws – and even
public opinion – against you.
– Restrict your range of activities.
–Delay or deny approvals.
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16. Tactic 5: Sub Commander
• Sub-contracting is a big problem.
• A way of expanding profit margin.
• Usually leads to lower quality and
delays.
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17. Strategy: Who’s in charge?
• Enlarge or enhance the scope of a
deal.
• You have developed a trusting
relationship.
–They have taken on the role of local
expert, guide and networker.
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18. • You think everything is heading in
the right direction at a rapid pace.
• You see a clear path to your final
goals.
–Contract
–JV
–A solid, understandable business.
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Strategy: Who’s in charge?
19. Strategy: Who’s in charge?
• At the last minute a new element
is introduced.
–Expanded deal scope.
–New investment
–New partners
–New bureaucrats or regulators
–New hires, products or locations.
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20. Strategy: Who’s in charge?
• You are already committed, so
feel that you have no choice
but to pay more or make
changes that benefit your
partners.
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21. About Andrew Hupert - Author
• 10+ years in China,
– 3 in Taiwan & HK
• Principal at ChinaSolved
• 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
22. 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
23. 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