- What are common negotiating techniques of the Chinese – and how to most effectively respond?
- How do East/West cultural differences lead to frequent misunderstandings?
- How should you properly evaluate a contract in China?
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More than 2,500 years ago, military and political minds in China explored how to distill their collective knowledge of military strategy to form universal principles. The result was 36 Strategems, or precise tactics for gaining, expanding and retaining power. In Neway Training’s unique online program, students will examine how theses tactics are now commonly applied to daily business negotiations in China. Participants will also explore how China’s history and Confucian and Taoist philosophies have programmed Chinese managers to approach situations in particular ways…and how, as a partner, you should most effectively respond. Working with customers, suppliers, vendors, or business partners in China requires more than superficial knowledge of our cultural differences. The Doing Business in China Series provides in-depth insight into how to work effectively with Chinese partners.
Neway Training assists staff in understanding acceptable behaviors, developing relationship building strategies and learning how to most effectively influence others. Lacking these skills is a significant handicap for anyone working in China. Our program draws on the expertise of both Chinese and ex-pat business leaders who possess decades of experience working in China.
Doing Business in China, a sequence of online courses, provides staff in small to mid-size companies convenient access to valuable insight into the customs, laws and practices of conducting business in the Middle Kingdom. Our goal is to help companies succeed in conducting business in China.
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- Historical Roots: Understanding Our Cultural Differences
5 weeks - Contact us for the next start date
- Key historical factors influencing the Chinese ways of “seeing” and thinking about life, business dealings and social relationships
- Confucianism and Taoism and their influences on Chinese business practices
- Differences in cultural orientation between East and West
- How the “36 Stratagems” are used to gain tactical advantage
- China’s history and how it has impacted the way people think and behave
- …among other topics
- Communicating Effectively Across Cultures
5 weeks - Contact us for the next start date
- Negotiating styles that are likely to succeed in China
- Chinese communications patterns
- The essential guide to aligning communication preferences with those of Chinese partners
- Common miscommunications between North Americans and Chinese and how to avoid them
- Business case studies - lessons in business miscommunication
- …among other topics
- Importing Successfully from China
5 weeks - Contact us for the next start date
- How to locate and select quailty products
- Finding suitable suppliers
- Buying factory direct or through a middleman?
- What to emphasize when visiting suppllers
- How to order and evaluate samples
- How to inspect manufactured products
- Protect yourself when placing orders
- Required measures to assure product quality
- Inpecting quality control systems
- The role of subcontractors (beware!)
- Negotiatiing price and terms
- Battling unscrupulous business practices
- …among other topics
- Sourcing Products from China: Making the Most out of Trade Fairs & Chinese Factory Tours
5 weeks - Contact us for the next start date
- How to conduct proper due diligence in China (and save yourself headaches and money)
- The essential guide to sourcing products in today’s China
- Trade fairs as a source of products
- Assessing quality management systems
- The importance of factory tours (and how to conduct them)
- Key approaches to selecting a reliable business partner
- Protecting yourself from copyright infringement
- Successful Business Negotiations in China
5 weeks - Contact us for the next start date
- Preparing for negotiations
- Negotiaton protocols
- The art of negotiating in China
- The role of Guanxi
- The 36 strategems: how to use them and know when they being used against you
- How to view and execute contracts in China
- Concluding business negotiations
- Steps to avoid filing a claim against Chinese suppliers
- Required actions when you must file a claim
- Advice for claim settlement negotiations
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All training programs are offered through online seminars involving common readings, individual and team assignments, and interactive forums with other students from around the country. Courses are 5-weeks in length and are organized into weekly blocks. Each week, for example, students will be provided assignments and activities with clear start and end dates; audio and video resources; and online discussion forums moderated by Neway Training staff (accessible any time, day or night).
Training sessions may be taken separately or as a 5-course sequence. A new sequence of five (5) courses begins approximately every three months (January, April, July and October).
- Presidents/CEOs and Vice Presidents
- Supply chain and program managers, contract managers, operations managers, procurement managers, logistics, human resource management, sales, business development, among other functional areas, who seek to enhance their business communications with Chinese suppliers, vendors, customers or partners.
- Individuals who aspire to work in China or with Chinese partners.
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