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  Handling Business Cultural Issues in China


Ability to work successfully in one’s home country does not guarantee the same result when operating in China. An understanding of the complexities of Chinese business cultures will help one to be aware of potential pitfalls and be prepared to deal with them.


To enable participants to understand the Chinese business cultures so that they can function effectively in China.


At the end of the course, participants will be aware of the cultural issues in China that will affect their business performance and be equipped with strategies to overcome them.

Course Outline!

  1. History of China that shape their value systems

  2. Dimensions of Cultural Differences
    • Home country nationals versus Mainland Chinese
    • Cultural differences within China

  3. Social Customs
    • Entertainment – types, location.
    • Social protocol and etiquette - common courtesies
       - proper form of address and greeting
       - showing appreciation or gratitude
       - dealing with local authorities

  4. Business Culture – communication issues, verbal and non-verbal, meeting protocol, presentation, meeting, establishing credibility, building relationship, entertainment, etc.

  5. General strategies to mitigate cultural shocks

  6. Negotiating with the Chinese
    - negotiating process
    - building relationship, research, informal discussions
    - negotiation styles, Chinese negotiating tactics and how to respond
    - post-negotiation, implementation, settling disputes

  7. Many examples and case studies will be used to illustrate the issues.

  8. Substantial part of the program will be devoted to discussion on client’s specific needs and issues.

Who Should Attend?

All Businessmen and Executives doing business & working in China!

Duration One Day

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