Secrets to Successful Business with China: Cultural Awareness

Professional Education Classes - Communications

While doing business in China is becoming a norm for global business, not everyone is prepared for the cultural challenges. A recent study by Accenture revealed that miscommunication and a lack of cross-cultural understanding can hinder the effectiveness of global sourcing. The study also found that cross-cultural communication will continue to present the main challenge to realizing global sourcing’s full potential for the foreseeable future, affecting productivity by up to 26%.

You don’t have to be one of those statistics.

In this China-specific course you will identify concrete tools to improve communication, preserve harmony more effectively, and build connections with Chinese colleagues, which facilitates better business and more revenue. Show respect and win over your Chinese colleagues with knowledge of Chinese history, important events, cultural protocols and daily life. Learn the secrets of saving face, how hierarchy is viewed in both cultures, how to interpret indirect messages and maximize virtual communication. This course not only identifies cultural challenges, but provides solutions and strategies for improving every day work processes. Come and hear case studies, see slides of China and get the inside scoop. Get ready to work successfully with the world’s next economic giant, and grow your cultural fluency with China from good to great.

Instructor: Vicki Flier Hudson, Cross-cultural trainer
Note: new date and/or time
1 session(s): Fri: Jan 29 / 9:00 am-4:00 pm
Registration fee: $345   CEUs: 0.6      

After this class, you will be able to

• Implement five successful communication techniques between Chinese and Americans
• Identify three common cultural value gaps between Chinese and U.S. Americans and bridge them by applying strategies learned in class
• Design a concrete process for building connections with Chinese to ensure sustainable relationships and complete critical tasks more quickly
• Integrate knowledge of regional differences in China, country background, and other relevant information to increase sourcing opportunities, reduce the risk of cultural offense and create a positive team dynamic

What will be covered

Introduction, program goals and China Bingo

Knowledge “self-quiz” for progress measurement

The myths, realities and trends in China that you need to know
Puzzles, Delights and Worries

Participants provide scenarios or “hot issues” and questions they have about China. Facilitator collects them to ensure repeated visits to these issues throughout the course.

The two steps to global competence


• How your own cultural system affects workplace dynamics: The Two Steps to global competence
  
• Layered culture: Learn which “layer” of culture causes the biggest breakdowns in doing business with China
  
• Hidden culture and its hidden costs: What the studies show about China/U.S. business
  China country background: A key to successful relationships
  
• General country information
  
• Regional differences
  
• History and its effect on present day business
  
• Daily life in China
  
• Etiquette and protocols of interacting with Chinese

  Differences that make a difference
  

• Hierarchy
  
• Managing and motivating Chinese effectively
  
• Giving culturally appropriate feedback and criticism
  
• Soliciting feedback from Chinese
  
• Rules and Policies
  
• Explanation of particular vs. universal rule system
  
• Building policies that work in China
  
• Techniques for managing cultural issues around rules
  
• Building relationships
  
• Explanation of task vs. relationships
  
• Relationship priorities in China
  
• Techniques for building relationships virtually, connecting with Chinese and increasing trust
  
• Develop Next Step plan for creating guanxi (connections) with China
  
• The Four Step technique for addressing challenges caused by cultural or work style gaps
  
• Slides of China

  Etiquette and Protocols of Chinese culture
  

• Greetings and farewells
  
• Conversation topics
  
• Chinese banquets and dining
  
• Gifts

  Intercultural Communication
  

• Chinese communication styles explained
  
• Asking the right questions and interpreting the answers
  
• Saving face and preserving harmony
  
• Confirming language and follow up
  
• Overcoming accent and language barriers
  
• Practice all communication techniques

  Question and Answer forum with Chinese national
  

• Puzzles, delights and worries are addressed
  
• Open forum for other questions

  Wrap Up
  

• Review of all topics
  
• Knowledge “quiz” answers
  
• Return to “hot issues” and questions – ensure all are answered
  
• Develop Next Steps plan
  
• Resources provided include books, websites and film

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