Currently browsing tag

Fragile Bridge

Don’t Train Your Own Competition: Chinese Negotiation Training Topics

ChinaSolved’s Least Wanted List #5:  Training Your Own Competition

It may be true that Chinese businessmen are long-term planners, but that doesn’t mean that they intend to work with you forever.  You may be a bit player in their grand epic story – and your role could be to supply them with technology, new products or business methodology.   Know who your potential competitors are, and don’t treat them like partners.

Sign up for the ChinaSolved newsletterNegotiating in China is as much about managing relationships as constructing business plans.  Plenty of Western entrepreneurs and managers have had solid ideas that failed because they lacked suitable local partners – or had the wrong partner.    You also have to remember that in China, the practical definition of “partnership” is much broader than it is in the West.  You may run a WFOE or department of a western MNC that doesn’t have any Chinese equity partners, but from a practical operating perspective you can still be locked into a variety of exclusive partnerships or critical supply relationships.   This discussion isn’t about legal details – it’s about negotiating with Chinese counterparts.

read more

Strategic HR Negotiating in China – Slideshow

Strategic HR Negotiating in China from ChinaSolved

In China all negotiation is personal. All risks in China start as relationship issues. You either trusted someone you shouldn’t have or didn’t trust someone you should have.

==================
Stay Connected to ChinaSolved / ChineseNegotiation.com:

Email Newsletter icon, E-mail Newsletter icon, Email List icon, E-mail List icon

Join the FREE ChinaSolved Email Mailing List

ChineseNegotiation.com and ChinaSolved.com invite you to participate the ChinaSolved linkedin group.

Twitter: @chinasolved VPN required in China.
Email at chinasolved@gmail.com

read more

You Can’t Spell “Success in China” Without HR

Risk Reduction Starts With Internal Negotiation

If you are not training your senior managers and mid-level supervisors to negotiate relationships internally, you are exposing your China operation to unnecessary risk. To quote from the book – The Fragile Bridge: “Conflict in Chinese business comes on without notice. By the time you know something is wrong, it’s probably too late to fix the situation…”

Success in China business is all about HR.

Managers in the West don’t generally consider HR something that has to be negotiated. Senior managers in the US have gotten used to high levels of unemployment, having multiple qualified applicants for every job and being surrounded by experienced managers living in mortal fear of losing their position. In China the situation is different. If you are looking to hire unskilled factory hands in Chengdu or inexperienced grads in Shanghai, you still have the pick of the litter. But experienced managers who can function in an international business are in short supply – and they know it. You’ll spend more time, money and effort in China negotiating for things that aren’t even up for discussion back home.

read more

ChinaSolved Negotiation Training- MNC vs. SME China Styles

Chinasolved Negotiation Training- MNC vs. SME China Styles from ChinaSolved

Western entrepreneurs, owners and SME managers negotiate differently from giant MNCs in China.
Recent headlines about scandals and corruption arrests are significant – but you have to draw the right conclusions about your situation.

==================
Stay Connected to ChinaSolved / ChineseNegotiation.com:

Email Newsletter icon, E-mail Newsletter icon, Email List icon, E-mail List icon

Join the FREE ChinaSolved Email Mailing List

ChineseNegotiation.com and ChinaSolved.com invite you to participate the ChinaSolved linkedin group.

Twitter: @chinasolved VPN required in China.
Email at chinasolved@gmail.com

read more