Negotiating with the Chinese

About the Course:

Failure to negotiate with the Chinese can lead to total loss of investments in China and a denial of access to an enormous and rapidly growing market.

Google's failure to negotiate with the Chinese led to its retreat from the Chinese market, leaving hundreds of millions of dollars in stranded investments and forced its abandonment of hundreds of millions of (potential) customers. Rio Tinto's failure to understand the business culture led to the arrest of several of its senior executives. The Obama Administration is learning that negotiating with the Chinese over currency valuations is unlike negotiating with other trading partners.

While you may be attracted to China’s enormous markets, you must be able to successfully negotiate with Chinese partners, lawyers, governmental authorities, vendors and customers. You must understand the leverage of the respective parties, the time they are willing to dedicate to the negotiations as well as develop mechanisms to enforce the agreements.

Issues to be discussed include:

  • Conducting due diligence on potential Chinese partners
  • When to approach Chinese directly or through intermediaries
  • Who should be on your team, who is likely to be on the other side of the table
  • Appreciation of customs such as gift giving and forms of entertainment
  • Discerning the roles of key players at Chinese companies
  • Differences for men and women in negotiating with the Chinese
  • How negotiations differ depending on the region of China
  • Preparing for your first meeting with a Chinese company
  • How to best follow-up after your first meeting
  • Best mode of communication
  • Understanding unspoken communication, body language and gestures
  • Estimating time required to negotiate
  • Monitoring agreements
  • Problem resolution

Course Leader

Savio Chan, President & CEO, U.S. China Partners

Course Length: Approx. 3.5 hours


Need help purchasing this course? Please contact Neomi Barazani at 609-919-1895 ext. 100 or at