“ I thought the seminar was very useful. I’ve been using some techniques in my daily negotiations ever since. In fact, I thought the information was so valuable that I want to bring the Karrass seminar in-house for our world-wide conference.”

John Copley,
Manager,
Commodity Purchases,
Corning

China Insight Workshop

"If you're not 100% prepared, trying to come to an agreement with the Chinese is like trying to walk through a maze while on a tightrope blindfolded."
Dr. Karrass

"China is amazing. It's capitalism, but at an unprecedented speed."
Bill Gates

Are you doing business with the Chinese, or planning on it?
Can you answer these questions?

· How will your Chinese customer or supplier respond if you give them a choice between two different options?

· When you meet a potential Chinese customer or supplier, when should you provide them with a copy of your proposed contract?

· You're negotiating with someone from the Chinese company. What may happen if you ask him/her to make a decision?

· What type of body language may indicate that the Chinese negotiator is embarrassed or worried?

· How do the Chinese view risk taking? How should this impact your negotiating strategy?

· What is likely to happen if, to lighten up the tension, you make a simple joke about your colleague or company?

· Is it common for a Chinese negotiator to get emotional and show anger?

· You've negotiated a good deal and you head home, confident you'll be congratulated and maybe even promoted. How does the Chinese company treat the person you negotiated with?

Chinese history, culture, religion, language and negotiating styles can become a maze of confusion and frustration if you are not properly prepared.

At the KARRASS China Insight Workshop you'll learn:

The psychology of Chinese negotiations:

· How do you build the essential relationships? Something as simple as the proper way to hand over a business card, or as complex as the Chinese use of limited authority, can affect the outcome of the negotiation.

· Methods of building trust.

· How to work with the typical Chinese "vertically integrated" organisation

· Why it's necessary to allow everyone on the Chinese team to demonstrate success in "driving a tough deal"

· How you can allow the Chinese team to "drive a tough deal" and, at the same time, create a good, long-lasting agreement for your company.

· How to minimise the frustration and dissatisfaction that come from not understanding the Chinese approach.

· How to deal with the complex Chinese organisational maze and understand how to help keep it under control.

IF YOU ARE DOING BUSINESS IN CHINA OR PLANNING TO DO SO, BE EMPOWERED FOR YOUR NEXT NEGOTIATION.

Resister Now: Call +44(0) 1202 853210

Because of the special requirements of this programme and due to its limited nature, we require you to register by phone for special attention and assurance of space.

KARRASS CHINA INSIGHT WORKSHOP

Fee includes: Tuition, and a special lunch ("the Chinese experience") that simulates a Chinese business dinner hosted by your Chinese trading partners -- social skills and correct protocol are important.

THE KARRASS CHINA INSIGHT WORKSHOP IS ALSO AVAILABLE FOR YOUR COMPANY, AT YOUR OWN FACILITIES, FOR AS FEW AS 12 PEOPLE.

Call +44(0) 1202 853210 for details.

At the KARRASS China Insight Workshop you'll learn: