| 08:15 |
Registration |
| 08:30 |
Introduction |
| 08:45 |
What's the Difference! |
| 09:15 |
History, Religion & Economy |
| 09:30 |
Understanding the Chinese Mindset - different approaches to logic |
| 09:45 |
Structure of a typical Chinese Negotiation |
| 10:00 |
Set up teams and brief Chinese teams |
| 10:15 – 11:00 |
working tea break (Negotiation 1) |
| 11:00 |
Break |
| 11:10 |
Critique, Importance of Etiquette and Harmony - saving Face |
| 11:30 |
Relationships, Social Status & Introductions - Guanxi |
| 11:50 |
Break |
| 12:00 |
Planning for Negotiation |
| 12:15 |
Negotiation 2, brief Chinese team and team planning |
| 12:30 – 13:40 |
working lunch (Negotiation 2) |
| 13:40 |
Break |
| 13:50 |
Critique |
| 14:00 |
Meetings, Socialising & Entertaining - getting acquainted is part of Business |
| 14:30 |
Chinese Negotiating Tactics, Concession Making & Deadlock |
| 15:00 |
Set up teams for negotiation 3 |
| 15:15 – 16:10 |
working tea break (Negotiation 3) |
| 16:10 |
Break |
| 16:20 |
Team Negotiations - Chinese use these to great effect |
| 16:40 |
The Chinese Squeeze, Contract & Chinese law - how they renegotiate and nibble |
| 16:55 |
Review – hints and tips |
| 17:00 |
Close workshop |
