- “Communicating with the Dragon” – Training in Chinese Culture and Communication. Participants will achieve an understanding of the Chinese culture, mindset and communication styles necessary to function well in Chinese society. Subjects include appropriate verbal communication and “body language”, etiquette for meeting, greeting, dining and drinking, hosting or being a guest in formal and informal situations, the historical, geographic, philosophical and cultural variables particular to the Chinese outlook, the importance of “face” in building relationships, taboos, unwritten rules, and basic mandarin phrases. Guidelines for safety, hygiene, shopping, banking, dress codes and travel are also provided.
- “Doing Business with the Dragon” – Training in Business Culture, Protocol and Practices. Participants will achieve an understanding of business protocol and practices needed to function effectively with Chinese partners. Subjects include business cards, greetings, business meeting and trade delegation etiquette, making appointments, communication by phone, letter, email and fax, as well as of conduct for relationships with superiors and inferiors. Learning includes Chinese ways of giving and receiving information, orders and criticism, confirming understanding and agreement, understanding subtle indications of positive or negative reactions, IP protection and contracts. Protocol for banquets (eating, drinking, guesting, hosting, gifts,) and other business-related activities will be covered with interactive sessions (role-play, case studies and analysis) to ensure that participants are able to put the training into practice on arrival. Business practice differences between regions of China and different social groups will help participants be effective in all regions of China.
- “Negotiating with the Dragon” – Training in Chinese Negotiation Techniques, Practices and Strategies. Participants will achieve an understanding of key differences between Chinese and Western negotiation style, practices and objectives and be able to conduct successful negotiations with suppliers, clients, partners, employees and government officials. Interactive learning with case studies, analysis, role-play and simulations will help participants grasp strategies and tactics familiar to most Chinese from classical texts (Art of War, Romance of the Three Kingdoms, The 36 Strategies, etc…) and react appropriately and effectively. Learning includes how to interpret your partners reactions, prepare and modify strategies, collect business intelligence, use intermediaries, balance price/quality/timing considerations, identify types of Chinese negotiators, comprehend the Chinese “Yes” and “No”, evaluate power and influence, conclude agreements effectively through contracts and relationships.
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