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Certificates of Advaced Studies Negotiating with Chinese : Working in China offers both opportunities and challenges for companies and also for executives. In the booming activity China faces, one of the most difficult challenges is to interact effectively and develop a productive synergy between foreigners and Chinese counterparts. It is a key issue for foreign companies who want to establish themselves in China or are already operating over there. To address those needs a 2-day intensive program is offered to participants in order to enhance their ability to negotiate effectively with their Chinese counterparts.

Introducing Chinese culture, Society, and market

1. Basic traditional value

2. Current changing values

The Chinese mindset

1. Chinese thinking

2. Paradoxes

3. Balance concept

Chinese profiles of negotiators According to :

1. Region

2. Profession

3. Age group

Chinese perceptions of foreign negotiators

Chinese negotiating Strategies

1. Unethical practices

2. The mobile warfare

3. The joint project

Tactics and tricks

1. The negotiating concept

The role of interpreter

Communicating effectively

Effective strategies in various types of negotiations

1. Buying; selling

2. Setting up a joint venture

3. Transfering technology

4. Operating a joint venture

5. Cooperative / Competitive / Conflicting situations

The characteristics of a good agreement

The effective negotiator in China