This practical program will prepare you for doing business in China by providing an overview of Chinese culture, consumer spending, business operations and politics.  Learn how to deal with the language barrier and how to develop business relationships in China. The knowledge and skills learned in the certificate program will provide a solid foundation for expanding your business into China or improving on business relationships already begun.

Day 1
Chinese Business Environment

• Overview of China’s economic growth during the past decade
• Current economic and political policies
• Direct sales to Chinese customers
• Distribution through trade companies
• Establishing a representative office in China
• Chinese-foreign equity or contractual joint venture
• Wholly owned foreign enterprise
• Standards and regulations
• Cost reductions for small and mid-size companies through shared China resources
• Business case studies
• Government resources and assistance for doing business in China

Protecting Intellectual Property Rights

• Licensing, trademarks, patents and copyrights
• IP protection drawn from real life experiences

Day 2
Entrepreneurship in the Chinese Market

• A market economy with Chinese characteristics
• China’s Special Economic Zones (SEZ) and privileged economic policies
• What the Chinese consumers are buying and why
• Hot sectors in the Chinese market

Investing in China: Financial Challenges

• Letters of Credit
• Getting paid: What to know before you get your first order
• Risk management

Chinese Language

• Understanding the Chinese framework for communication
• Overview of the Chinese language
• Useful Chinese phrases
• Tips for coping with the language barrier
• Typical challenges for Americans trying to learn Chinese

Day 3
Chinese Business Culture

• Origin of Chinese Guanxi and the concept of “face”
• Guanxi and Chinese business behavior
• Understanding what motivates Chinese business people
• Chinese communication styles
• Chinese bargaining and negotiating tactics

Business Etiquette

• Chinese dining etiquette and customs
• Understanding the importance of relationship building at a meal
• Seating and dining customs
• Conversation
• Gift giving

Business Travel to China

• Travel preparations
• Where to stay, what to eat, how to get around
• Health, safety and money issues
• General advice

Optional China Business Exploration Trip
Breakfast briefing on December 12, 2007 postponed. Check back for new date.

Topics covered will include:

• Trip dates: May, 2008, dates yet to be determined.
• Option for 10 or 13 days in country
• Finalized trip itinerary: Visiting Beijing, Shenyang and Shanghai
• Optional Gold Key Program
• Trip cost and payment plans

On the China Business exploration trip you will:

1. Meet Chinese business people and government officials
2. Discuss business opportunities with selected Chinese companies
3. Establish business relationships for future business partnerships
4. Tour the Economic Development Zone and have discussions with specific industry associations
5. Apply language, cultural knowledge and negotiation skills to a variety of business situations in China