Description:
Also available in AUDIO ONLY format
About this Seminar:
Topics covered:
Building a China Negotiating Team: Outline * Negotiating in China – the basics * Face, guanxi and international negotiating * Negotiate the contract – negotiate the deal * The most important negotiation is within your own organization * Power tools for negotiating in China * Case studies
China Negotiating Team: Take-aways * Westerners negotiate transactions, Chinese negotiate relationships * Facing facts – Face matters at every level of your team - You must empower your front line - It takes a team to negotiate successfully * Understand Chinese goals - It’s not all about the money (at least to the Chinese side). China requires specialized approaches and methods. - Global policies and ‘one-size-fits-all’ solutions fail in China. * China has no ‘auto-pilot’ switch - Senior managers must budget the time, resources and bandwidth to keep relationships strong.
About the Speaker / Presenter:
ANDREW HUPERT
Andrew Hupert has spent the last 8 years as a management consultant, writer and lecturer in Shanghai, working with both local and multinational corporations. His professional work has focused on improving the deal-making and negotiating skills of both local and multinational corporations. Andrew is also very active on the academic side of business, and he regularly lectures about international negotiation and business strategy at top Shanghai business schools and universities, such as New York University and Strathclyde University’s EMBA program.
Andrew first came to Asia in 1990 after receiving his MBA in International Finance from New York University Stern School of Management. He gained extensive senior sales and management experience with leading financial institutions in Taipei, Hong Kong, Kyoto and New York before he set up full time as an independent consultant and lecturer in Shanghai.
Andrew publishes several websites and weblogs concerned with international management and cross-cultural negotiation involving China. ChinaSolved.com addresses management issues for international managers already engaged in running a China-based operation.
ChineseNegotiation.com is an offshoot of ChinaSolved, and focuses on China-US negotiating issues. He has also published articles in business journals such as Shanghai Business Review and the China Economic Review.