Training

Learning from experience really means learning from making mistakes.Yet cross-culture and international business mistakes are expensive! Wouldn't it be nice to learn from someone else's mistakes instead?

I've worked with Chinese since 1985, making, fixing and learning from my mistakes. Learning from my experience saves you time, money, stress. I explain how, why and where Chinese and Westerners see problem solving, communication, motivation and contracts differently, then offer practical suggestions illustrated by real-life examples. Come to a seminar; learn answers to key questions about Chinese.

Information on seminars for Chinese participants is here on the mirror site, WorkingWithWesterners.com.

Just what do contracts mean to the Chinese?

I change the way you think of the Chinese. I spend little time on ridiculous topics like how to pass business cards with two hands: No business deal was ever lost because a person didn't know how! I focus on "go broke" mistakes, words, actions and attitudes that break deals and end relationships.

Below is a list of the areas and issues you will learn in a seminar.    

   · how Chinese history affects modern Chinese actions
   · Plato meets Confucius: how & why the two cultures differ
   · Western vs. Chinese Rules Of Communication
   · how to market, not sell, your message to Chinese
   · common ways Chinese say "no" ... without saying no
   · difference between Chinese and Western 'polite'
   · building Chinese business relations is different than in West
   · dealing with officials and bureaucrats
   · contracts in Chinese Asia: what Chinese think contracts are for
   · setting, communicating and achieving objectives
   · difference between business and personal communication
   · measuring performance and motivating staff
   · gifts, dinners, drinking games, basic etiquette
   · negotiation, problem solving, settling disputes
   · how to avoid the most common reasons for failure

Each seminar is unique, each audience has different needs, goals and questions. Corporate classes are customized to match client request, but public seminars are unavoidably more generic. I deal with this by encouraging attendee questions and comments, thus customizing on the spot. Small case studies also lead to discussion, not lecture. My seminar is NOT always a one-way conversation.

I believe people learn better when they are relaxed, interested and amused. My seminars are frequently lively and never boring. Expect to learn a lot while you laugh a lot (I can make Chinese laugh while teaching them logic!). Almost all of my Asian friends, Chinese and Western, and both of my Chinese wives (explained during the seminar) began as clients or attendees.

I look forward to our becoming friends as well.

Do you want to Make Money or Go Broke in Chinese Asia?

Do think understanding how Chinese think, act and communicate is important? Do you want to minimize costs and maximize profits? Do you believe that mistakes hurt productivity.

Business success in Chinese Asia doesn't come easy. One cross-culture mistake by a trader, buyer or sales rep can hurt a relationship or ruin a deal. A cross-culture mistake by a manager can cost millions or destroy employee motivation. That's the bad news.

The good news is you can learn how to prevent (or at least minimize) cross-culture mistakes. It's not that hard. The key is learning to wear Chinese glasses. My job is make sure that you get a pair, and learn how to use them and NOT to go broke in Chinese Asia.  I look forward to meeting you.

When do Chinese negotiate? When should you negotiate?

Wearing Chinese Glasses does not guarantee business success, but not wearing them makes failure almost certain. The choice is yours.