Successfully Manage Opportunities, Resources, and Operations

China represents staggering potential business opportunities for Western firms with its enormous population and expanding economy. Developing and implementing a successful business strategy for this Chinese market requires an accurate, pragmatic understanding of both the risks and rewards.

This fast-paced course follows a carefully planned sequence to develop a framework for understanding the Chinese business environment.

The course focuses on the specifics of:

	Managing corporations in China
	Partnering with existing Chinese firms
	Protecting your intellectual property
	Building effective teams with Chinese colleagues
	Coping with the cultural distance barrier

Western executives will immediately use the information presented in this course. As a participant, you will come away with a solid, balanced understanding of Chinese business practices. You’ll be able to approach business relationships in a constructive and realistic manner. You’ll learn from other companies’ experiences in other industries.

Key Topics
Key questions addressed in this two-day executive course:
	How do I successfully manage Chinese operations?
	How can I establish a successful business presence in China?
	How can I protect my intellectual property in China?
	Where would the best location be in China for my firm’s operation?
	How do I know whether or not I can trust my Chinese partners?
	How do I set up sourcing operations in China?
	How can I make a good impression when I visit China?
	What is the best way to hire and develop Chinese nationals for my business?
	What role do women play in Chinese business?

Course Agenda
Chinese Business Culture
	Understanding what motivates Chinese business people
	Values influencing Chinese business behavior and communication style
	Guanxi and Chinese business behavior
	The concept of ‘Face’
	Chinese corporate culture

The Chinese Economy
	Trade deficits, currency valuation
	Current economic profile
	Future economic outlook
	China’s international relations and current issues

The Chinese Corporate System
	The state versus private-enterprise
	Investing in China: options for Western corporations
	Investing in China: legal and financial challenges
	Recruiting and developing leadership in China
	Managing human resources in China

Building and Maintaining Relationships With Chinese
	Understanding Chinese expectations of business relationships
	Maintaining consistent contact with key people
	American businesswomen and Chinese
	Business etiquette and protocol: general manners and gift-giving
	Participating in Chinese banquets
	Travel, health, and safety issues

Chinese Business Systems
	Protecting your intellectual property rights in China
	Marketing to Chinese customers
	Sourcing manufactured goods in China
	Setting up a distribution channel in China
	Managing logistics in China

Meetings and Negotiations With Chinese
	Managing meetings and conference calls
	Chinese bargaining and negotiating tactics
	Win-win negotiating with Chinese
	Contract enforcement

Communicating Effectively With Chinese Business People
	Understanding the Chinese framework for communication
	Coping with cultural barriers
	Overview of the Chinese language and regional differences

All courses offered by the Caltech Industrial Relations Center can be customized to meet the specific needs of your organization and offered at significant cost savings at your facility.

Customized courses address important company issues in a confidential environment, build a team with a common language, and save travel time and costs for participants.

Among the wide selection of courses which can be customized to your company’s requirements, are the following:

	Growing Your Business in China
	Doing Business With India: Key Success Factors
	Competing and Partnering With Japanese Business
	Successful Global Business Operations
	Strategic Alliances
	Understanding American Business: A Program for Asian Executives

Special Features

A dinner is held at a fine Chinese restaurant in traditional Chinese banquet style. Our instructors lead attendees through customs and practices followed at these events.

Since Chinese banquets are an important part of building business relationships, we urge you to attend.

Instructors: David W. Everhart, Li Weaver
Credits: 1.4 Continuing Education Units (CEUs)
CPE Credit Information
Field of Study: Finance, Communications
Program Level: Overview.
No prerequisites or advance preparation is required.
Instructional Method: Group-Live offering
Continuing Professional Education (CPE) credits: 16
Time: 8:30am - 4:30pm 1st Day; 8:00am - 4:00pm 2nd Day
Reception and Dinner: 5:00pm 1st Day
Program Coordinator: Debbie White, 626.395.2348

Growing Your Business in China - pdf brochure

“Apply within” (article quoting our instructor, David Everhart, in The Economist print edition, September 21, 2006)

"Don't Point: In international business, a little cultural knowledge can go a long way" - (article published in The Economist Global Executive, Feb 10th, 2003 quoting our instructor, David Everhart)

The Industrial Relations Center is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be addressed to the National Registry of CPE Sponsors, 150 Fourth Avenue North, Suite 700, Nashville, TN, 37219-2417. Web site: www.nasba.org.

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