Preparation is the key success in any new venture. And expanding into China is one of the biggest risks with some of the the greatest rewards your company is likely to make this century.
We offer a range of internal programs to prepare organizations for the road ahead.
Our half-day and full-day workshops are the best way to align your strategies, tactics and outcomes to achieve maximum clarity and success.
Building a Winning China Negotiating Team
Target: Senior decision-makers (C-suite or owners) and HR leaders responsible for executing China strategy.
Summary: In China, negotiation is a group activity. The most successful American companies who do best in China are the ones who understand how to adapt to the Chinese environment without sacrificing their own organizational strengths and culture. Andrew Hupert has spent a decade training and developing professional negotiating teams in China, and he shares his advice about what American managers should do – and what they should avoid – to run successful negotiating teams in China.
Working with Chinese Clients Colleagues & Investors in the US
Target: North American based executives and managers who are dealing with China opportunities and challenges in their own home market.
Summary: China Inc. has truly gone global – faster than many people were ready for. American managers who never saw themselves as China-professionals have found themselves working with Chinese clients, colleagues and staff. From the real estate broker getting calls from Chinese prospective buyers to the sales manager with responsibility for the salesmen in his new Shanghai office, more and more North American professionals are dealing with Chinese counter-parties in their own home office. Andrew Hupert offers Western professionals vital information and advice for successfully working with Chinese associates.
Bridges in the Sand – Building Profitable Relationships with China
Target: General business audiences
Summary: By now you’ve probably heard that Chinese businessmen are more relationship-oriented than Americans – but what exactly does that mean to us? In this personal account of over a decade spent working with, for and around Chinese counter-parties, Andrew Hupert describes the successes, failures and disconnects he encountered. He found out the hard way that simple concepts like “relationship”, “agreement” and “communication” mean very different things on either side of the Pacific. Hupert shares his discoveries about how Western businessmen can build strong ties in a shifting environment – and further their interests while protecting their assets.
Chinese & American Negotiating Tactics – A Comparison
Target: Professional groups, lawyers, salesmen, purchasers and business students.
Summary: China has been a paradox for American negotiators. We have been phenomenally successful in Chinese markets, yet few business environments are more confusing, frustrating or dangerous. The bad news? Chinese negotiating practices are not getting any more familiar or “westernized”. The good news? Once you understand the keys to Chinese negotiating tactics and strategies it is relatively simple to level the playing field and leverage your own sources of power. Andrew Hupert spent almost a decade cracking the code of Chinese negotiating tactics, and he shares that knowledge with you.
The New China Hand – The Changing Role of the China Specialist in US Companies
Target: HR managers, Department heads, students, job seekers, career development
Summary: China’s role in the world has changed dramatically, and that means that American companies have to adjust to stay relevant and engaged. The days of China as a source of cheap labor and raw materials are over – nowadays China is a strategic priority for international firms. The “Old China Hand” of the past was responsible for relaying orders and instructions from HQ down to the factory floor or trading house. The “New China Hand” is a facilitator, communicator, advocate, consultant and bridge-builder. Organizations must adjust to realize the full potential of this powerful new role – the New China Hand can only function in the right kind of environment.