International purchase in China

The participants will know important instruments of purchase in China. They will be able to select appropriate business partners and purchase goods. They will have an efficient quality management and will understand Chinese business principles.

China – country and its people
Short overview about geography, population and politics

Cultural aspects
Concept of culture in the business context, significance and targets of intercultural preparation

Chinese mentality
Characteristics of Chinese, standards and values in China, development of personal relationships, hierarchical thinking and rule of seniority, avoidance of loss of face, utilisation of guanxi, cultural differences in business connections

Characteristics of the communication pattern
Indirect communication, “circular thinking”, meaning of ‘yes & no’, meaning and interpretation of physical signals

Procurement market China
Product selection, supplier research, sourcing instruments, selection of suppliers, significance of design institutes, risks in procurement, significance of business licences, specification of inquiries, quality control, success criteria for procurement, mayors, China’s currency on international markets, prevention of technology loss

Protection of ‘intellectual property’
Examples and challenges, risk evaluation, preventive measures, first steps in case of infringement

Co-operation and negotiation with Chinese
Greeting and introduction, patience and time factor, gifts, dress code, hospitality, function of interpreters, significance of small-talk, communication with business partners, ‘Did you understand?’, different methods of negotiation, negotiating on several levels, ordeals for westerners, discussions about prices and conditions – significance of contracts, “After-hour-entertainment”