China Market Mindset Training

China Market Mindset is an intercultural management training for business development, delivered by Zhejiang University and HEIG-VD, HES-SO. China Market Mindset is the knowledge of challenges that foreign firms often tackle (for example: speed in the market; learning and “think big” orientation; status and power; networking; language and negotiation; strategy; HR; marketing; IP protection) and the ability to address them effectively. Therefore, China Market Mindset is a central capability for business development in China which affects building business partnerships and customer acquisition. 

The trainers aim to help participants develop their China Market Mindset providing insights on the following, with the examples from their consulting and research:

• The Chinese business ecosystem, how to approach the market, how to adapt the products/ marketing strategy to the needs of the local customers
• The communication and negotiation styles of Chinese stakeholders 
• The characteristics of Chinese management practices: leadership, strategy, HRM and marketing 
• The symptoms of culture shock, strategies to anticipate and cope with differences
• Success factors and key mistakes in Sino-European collaborations

After completing the training, the participants will be able to:

• Assess their China Market Mindset and design an appropriate China market entry strategy
• Decipher the communication and behaviours of the Chinese stakeholders (investors, clients, government)
• Improve decision-making to successfully plan, organize and manage Sino-Swiss projects
• Adapt communication approach by making use of the three behavioural pillars of collaborations in cross-cultural context: respect, reciprocity and trust
• Adjust their style in negotiating with the Chinese counterparts

Upon completion of the workshop, the participants will receive a certificate of attendance provided by HEIG-VD, HES-SO and Zhejiang University, China. 

Program

8:30-9:00 Registration 

9:00-9:30 Welcome and self-introduction 

9:30-12:00 Why China Market Mindset matters for business development? 

In this part, the participants will learn:

• The Chinese business ecosystem, how to approach the market, how to adapt the products/ marketing strategy to the needs of the local customers
• The Chinese market and characteristics of Chinese consumers
  
• The communication and negotiation styles of Chinese stakeholders

Lunch

13:00-15:30 How culture matters for doing business in China?

In this part, the participants will learn: 

• The impact of culture on marketing
  
• The characteristics of the Chinese management practices: leadership, strategy, HRM 
• Success factors and key mistakes in Sino-European collaborations

15:30-17:00 What managers and companies can do to cultivate their China Market Mindset?

In this part, the participants will: 

• Assess their actual and desired China Market Mindset
• Learn the symptoms of culture shock, strategies to anticipate and cope with differences