It's suicidal to expect to do business without first learning something about that foreign culture. Unfortunately, Western business people continue to fail in Asia because they:
Don't understand the rules of the game.
Aren't behaviorally or mentally flexible enough to adapt.
These
Programs are Designed For:
Expatriates
(Expats) preparing for assignment
Expats
currently on station
Frequent
flyers engaging in international business
The
Focus is on:
China
Taiwan
Korea,
and
The
thirty-five to forty million Overseas Chinese in various countries of the world
Delivery
Methods
Executive Coaching—For
executives and expats, most clients prefer one-on-one interactions and customized learning
For
Groups and Overseas Delegations—most clients want seminars and
workshops
For individuals—we use blended and online methods as well.
Offered
on-site as a customized or off-the-shelf program, either
as group training or individual coaching.
Workshop 1:
Chinese Business Practices and Business Etiquette
“I see, I forget. I hear, I remember. I do, I understand.” Chinese Proverb
Image by: Enochlau
Seminar Description
Business practices vary depending on what area of China one is looking at and the nature of the industry one is in. That said, there are certain business practices and cultural patterns that are important in conducting business anywhere in China.
While the Chinese business men and women don’t expect foreigners to know all of their customs and courtesies, the more you know, the better off you are. Many have such low expectations of the average Westerner, that if one simply is able to pronounce names properly, you standout from the crowd.
Topics Covered
• Bargaining and negotiating tactics.
• Contracts and Side Deals
• The Role of Government
• Meeting protocols
• Differences in decision making and problem solving
• Languages
Basic Mandarin Phrases
• Guest-Host relations
Banquets
Entertaining and Socializing
Workshop 2:
Cultural Values
That Impact Business Success
“I see, I forget. I hear, I remember. I do, I understand.” Chinese Proverb
WWorkshop Description
Many a business deal falls
apart due to fundamental misunderstandings. The toughest
aspect of understanding
a people are their cultural values. Operating at very subtle
level, individuals within a culture often do not clearly
understand what those values are.
It’s like a fish
trying to describe the nature of water or describing the
components of air. This is especially true for deals between
Asian and American companies since their business and social
customs are so different.
See what the major studies
of cross-cultural business values have to say about the
major
differences between the West and the East.
Topics
• Heterogenous and Homogeneous Culture
• Characteristics of the international business cultures
• Values such as:
Power distance
Context both low and high
• Globe research
Workshop 3:
Communication Techniques That Work
“For a month before his trip, Gore read extensively about Chinese history and foreign policy and met with scholars and historians. His speeches were peppered with translations from Chinese poetry— both ancient and modern. Chinese speakers were impressed that he pronounced the leaders’ names correctly.” —From an April of 1997, Los Angeles Times article titled “Gore Visit Helps Thaw Sino-U.S. Ties.”
Image by: Romain Guy
Workshop Description
Many conflicts start with
simple misunderstandings. These misunderstandings arise
from deep seated cultural
assumptions that neither party is fully conscious of. Words
are used differently in Asia culture.
For example, much
is left unsaid, more of what is said is ambiguous.
A yes may not mean a yes. More meaning is communicated
nonverbal and indirect round about manners. To, “say
what you mean and mean what you say,” just does not
occur.
Examine the major barriers
to successful cross-cultural communication and discover
what to do about them.
Topics
• First Impressions
• How to reading nonverbals
• Communication Patterns
Low and High Context Elements
Serial and Circular Reasonings
Tonal elements of language
• The ritual language of politeness
Names and Titles
Workshop 4:
Business
Guan Xi: How
to Establish and Build Necessary Relationships
“It helps a ton when you learn people's names and don't butcher them when trying to pronounce them.” — Jerry Yang
Image by: DingirXul
Guan Xi Seminar
Description
The way Americans go about establishing business relationships is very different from how the Chinese do so. So different in fact, that it often prevents business deals from closing. On the upside, relationships tend to endure for many years; on the downside, it can take a very long time to develop them.
While all Chinese are familiar with the terms guan xi and guan xi wan, few Americans can appreciate or even understand the importance of these terms. The process of developing relationships is one that Chinese spend a great deal of time on and foolish Westerners completely ignore.
Learn techniques that can shorten the time and deepen the relationships necessary for business to succeed.
Topics
• Elements of Proper Greeting
The Greeting Ritual
Presentation of Name Cards
• Relationship Building (Guan Xi)
Building
Maintaining
Repairing
• The Law of Reciprocity
• Face (Mian zi)
Giving
Saving
Losing
• Importance of gifts
Workshop 5:
Modern and Ancient China
Chinese instantly warm up to you if you can demonstrate some understanding of culture and history. Grasping 5000 years of history is difficult, however. After all, few understand how is the Southern Sung Dynasty different from the Han, Ming or Tang Dynasties.
However, at least having some understanding of Chinese history will set you apart from the typical American. It’s also important to understand the two dominant and often conflicting philosophies influencing the Chinese throughout most of their history: i.e. Taoism and Confucianism.
And finally, it’s important to examine the policies of two of the most dominant leaders of the 20th century: Dung Xiaoping and Mao Ze Dung.
Topics Covered
• Ancient History
The First Emperor
Key Dynasties
• Taoism
Lao Tzu & Chuang Tzu
Yin and Yang
Chi and Acupuncture
• Confucianism
The Founders
Five relationships
Five virtues
• The Colonial Period
• Modern China
The Mao Years
Dung Xiaoping
Key Economic Policies
The Role of Government
Key Indicators
Workshop 6:
Sun Tzu: The Art of War
It’s often said, “A little knowledge is a dangerous thing.” However, ignorance of strategy is the most dangerous thing of all. .
Image by: Iflwlou??
The pyramids in Egypt, the Great Wall of China, the Coliseum in Rome are works that have withstood the test of time; as has Sun Tzu’s “The Art of War.” Written around 600 B.C., it is still writing read by business and military leaders throughout Asia. It discusses timeless strategies that worked for the heads of Chinese city-states that will work for you. A sample of these ideas include: “To fight and conquer in all your battles is not supreme excellence; supreme excellence consists in breaking the enemy's resistance without fighting,” or “Do not repeat the tactics which have gained you one victory, but let your methods be regulated by the infinite variety of circumstances.” Through a series of exercises, you will learn how to apply these ideas in your life.
Topics
• Introduction
• The Layout of the Book
• Selected Discussion of the Chapters
• Applications
Need to Wow potential clients? Pitch to investors? Bring in new business?
This Short Course presents what you need to know to construct a persuasive presentation.
