“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 Negotiation Workshop

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

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

Planning on or doing business with the Chinese?
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 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 made 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 Negotiation Seminar 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, all affect the outcome of the negotiation.

· Methods of building trust.

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

· 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 minimize the frustration and dissatisfaction that comes from not understanding the Chinese approach.

· How to deal with the complex Chinese organizational 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 (323) 866-3800

Because of the special requirements of this program 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 (323) 866-3800 for details.

At the KARRASS China Insight Workshop you'll learn:

· How to understand the Chinese mindset-different approaches to logic and superstition.
· China's history, religion, language, and economy impact your negotiations.
· The importance of Etiquette and Harmony-Saving Face.
· Relationships, Social Status, and Using Introductions-Guanxi.
· How to plan Your Negotiations-time issues, organization issues.
· How to act in Meetings, social and entertaining situations-getting acquainted is part of business.
· How to react to silence, demands for detail, persistent-direct questions.
· Team Negotiations-how the Chinese use teams to great effect.
You'll participate in two practice negotiations that simulate the environment as well as the process.