Improving US-China relations one cross-cultural relationship at a time
Reimagining when my China partner lied, cheated, and stole from me as GOODWILL EXTRACTION completely reversed my fortunes doing business in China, and it can for you as well.
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TOPIC: The China Leadership Dilemma
CLASS: MGT6185 Global Business Environments, Scheller College of Business
INSTRUCTOR: Dr. John R. McIntyre, Executive Director, Georgia Tech Center for International Business Education & Research (CIBER)
GUEST SPEAKER: Gene J. Hsu, Founder, EME China Consultants
DATE: May 28, 2020
AGENDA
Introduction
Is / Is Not
Perceptions / Misperceptions
Goodwill Extraction
Case Study (Lie, Cheat, Steal)
Cultural Dichotomies
Chinese Political Correctness
Alternative “Winning” Path Forward
Live Q&A
Q1: In China negotiations, what type of negotiations occur post-contract? What's necessary to implement the contract?
Q2: How do you deal with GOODWILL EXTRACTION?
Q3: Given the importance of SAVING FACE, how hard should you push during negotiations when you feel the other party is not being fair? Should you be more confrontational or just keep quiet?
Q4: What's The Art Of War? Can you discuss the "awkward silence" during negotiations in Asia? What's my one piece of advice for negotiating with Chinese people?
Q5: What are Chinese people's interpretation of American business norms?
Q6: How should you deal with sensitive Chinese history in normal conversations?
Q7: Do we in the West have anything to learn from China as far as management best practices, marketing, etc.?
Q8: Do you think the authoritarian system in China will stifle innovation?
Q9: Is there anything we can do to ensure there isn't exploitation of our open American system?
Q10: What happened with Jack from the case study?