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3 Negotiating Takeaways from the NK Coal Boat Maneuver

Win-Win with Chinese Characteristics

The new US administration seemed to score a big coup in Asia last week, when China blocked a fleet of North Korean cargo ships carrying coal to Chinese markets. On the surface, it seemed a perfect win-win for both Washington and Beijing.

It turned out, however, that the Chinese policy has already been in place since mid February – in response to UN pressure…

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#chinese negotiating behavior #Fragile Bridge #negotiating style #Negotiating tactic #US-China negotiation

Three Negotiating Issues to Watch at the Xi Trump Meeting

The upcoming Xi – Trump meeting is the first face-to-face sit down between the two leaders. The US side has been clear about what it wants from China, but it’s not quite as clear what it plans on offering. Don’t get distracted by the background noise like Tillerson’s visit or uninformed “princeling” gossip.

Every negotiation is a competition between two narratives

The Trump story is entitled…

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#China negotiation training #partnership #US China relations #US-China negotiation

The Future of US-China Commercial Relations: Welcome to the Multiconomy

Takeaway – Established Western brands will continue to defend their global leadership positions for a while yet, but Chinese corporates will take control of growing niches and new categories. Look for Chinese entities to disrupt industries through enforced localization and substitution – not head-to-head competition.

Welcome to the Multiconomy Phase 1: Frenemies on a Glass bridge

The status quo…

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#China negotiating #China negotiation training #chinese negotiating behavior #doing business in China #multiconomy #US China relations #US-China negotiation

5 Negotiating Lessons from Sec. of State Tillerson’s Beijing Trip

That treacherous opening Chinese toast.

US Secretary of State Rex Tillerson made his first official visit to China last weekend, and the White House probably sees it as one of the bright spots in a rocky transition. His Beijing hosts, however, will view the meet as a major step towards their goal of regional hegemony and global respect. Like many western execs before him, Sec. Tillerson doesn’t…

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#China negotiation training #chinese negotiating behavior #doing business in China #negotiating style #US-China negotiation

The New CEO in Asia

We’ve seen this before. A new CEO with limited China experience introduces himself to the international business community with tough

China policy can leave you between a rock and a hard place.

talk and big promises about China and the rest of Asia. Then reality rears its ugly head.

The new US administration is doing what new US senior managers in China do best – sending conflicting messages,…

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#China Negotiating Mistakes #China negotiation training #doing business in China #US China relations #US-China negotiation

Last Man Standing Part 3: POV Counts.

POV counts. Chinese have opinions too.

POV changes everything in negotiation

Some westerners are pushing back against the idea that we are facing the risk of rising trade barriers or a breakdown in orderly trade regimes. Their logic is that, “The US has a lot of levers, and we can assert our rights without necessarily sparking a trade war that the Trump Administration doesn’t want.” Not wrong,…

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#Chinese counterparty #chinese negotiating behavior #Chinese style #negotiating style #POV #US China relations #US-China negotiation

Last Man Standing: China as Global Leader

Takeaway: As the US rapidly disqualifies itself from global leadership, China will find itself shoved into a role it doesn’t want it and isn’t ready for. We will almost certainly see a more China-centric world. Here’s what it will look like.

What a difference a week makes. In my last article I spoke about 3 big issues China would face if it tried to step into the position of global leader. In…

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#Gobal Leadership #Managing in China #US China relations

Is China ready for the global BIG Time?

Before China can step up to global leadership it needs to address 3 BIG challenges: Branding, Innovation, and Globalization. It’s just not there yet.

The Trump inauguration and British exit from the EU may very well usher in a new era of isolationism. Every 10 years or so, pundits like to ask if it is China’s turn to step up to take center stage in global politics. Even China’s foreign…

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#Chinese economy #OBOR #US China relations #US-China negotiation

People's Daily & XinHua: Required Reading for International Business

People’s Daily & XinHua: Required Reading for International Business

China Negotiation Pro Tip: Start Reading the Chinese People’s Daily. The news is fake, but the sentiment is real.

Takeaway: The People’s Daily and other Xinhua-driven official news outlets offer Western decision-makers valuable insights into 1) CCP official policy and 2) Street level sentiment of Chinese public.

As we enter a new period of increasing tension and trade barriers, individual…

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#doing business in China #Peoples Daily #US China relations

China and the Unpredictable Negotiator

Chinese negotiators tend to shift from guanxi-seeking partner to cut-throat competitor mode when confronted with an unpredictable counter-party.

Chinese negotiations usually follow one of two paths – towards long-term partnership or one-off competition. What’s the difference? You are. If a Chinese counter-party feels that he can do better as a long-term partner, that’s what he’ll go after. If…

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US-China Business Negotiation 2017: Tactical Ambiguity

There is uncertainty in US-China business right now. Whatever your politics, there’s no denying that the business environment is going to shift in unknown and unpredictable ways over the next year or so. Let’s talk about how to make this work for you.

Tactical Ambiguity = Using Uncertainty as a Bargaining Chip

Strategic ambiguity is about long-term planning. Tactical ambiguity means turning an…

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#doing business in China #Fragile Bridge #US China relations #US-China negotiation

Cross-Culture Negotiating Skills: Analyze and Adjust

Successful negotiators have to master two complementary skills – analysis and planning. The trick, however, is that you have to analyze you counterparty, and then adjust your own plans, methods, and behaviors.

Not the Way We’re Wired

Although this sounds simple enough, it is actually counter-intuitive in practice –and quite difficult. When I started my career in finance, one of the first rules I…

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#Chinese negotiation #cross-culture #US-China negotiation

Lessons from the G20 for “Regular” Negotiators

Barack Obama ‘deliberately snubbed’ by Chinese in chaotic arrival at G20 – The Guardian

The US president was denied the usual red carpet welcome and forced to ‘go out of the ass’ of Air Force One, observers say

https://www.theguardian.com/world/2016/sep/04/barack-obama-deliberately-snubbed-by-chinese-in-chaotic-arrival-at-g20

China chides media’s hype of G20 spat – Global Times

Overblown reports…

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A Survival Course in Cross Culture Negotiating, with special guest Andrew Hupert

I’ll be speaking at Lohaus’ cross-culture series this coming Tues, April 7 in Shanghai. Here are the details: Tuesday, April 7, 2015 7:00 PM to 9:00 PM LOHAUS

50 Yongjia Road Xuhui District Shanghai (map)

http://www.meetup.com/ShanghaiForum/events/221415144/

You can find LOHAUS at Yongjia Road #50, near the intersection of Shaanxi Road South, close to the large performance hall

Our…

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Chinese BATNA is a Moving Target

Western negotiators in China must conduct 3 BATNA analyses over the life-cycle of their deal.

China…

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Introduction to China BATNA Analysis

BATNA with Chinese characteristics is much more challenging than western negotiators realize.

BANTA…

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#BATNA #China negotiation training #chinese negotiating behavior #doing business in China

A New Approaching to Preparing for a Chinese Negotiation

In the West, negotiation is the prelude to business. In China, negotiation IS the business.

Wester…

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#China negotiation training #Chinese partnership #doing business in China #US-China negotiation

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