Leadership Development and China

I’ll be traveling to Shanghai, China to begin discussions with a large state-owned company that’s interested in our executive development programs.

I’ve been to China and Asia before, but it’s been a while. Also, I’ve never actually been involved in a business negotiation process with the Chinese.

Here’s what I know:

1. You MUST understand the roots of Chinese culture in order to understand the elements of Chinese negotiations. Things like Guanxi (personal connections), Shehui Dengji (social status), Jiejian (thrift), and Maianzi (“Face”) will all come into play at one time or another. A lack of understanding leads to frustration and a lack of business.

2. While there are differences in context and culture, generally speaking, the principles of leadership and management are universal.

3. Drink only bottled beverages.

Fortunately, I have lots of smart readers from all over the world with tons of experience to share. How about passing along some of that wisdom for me and my readers?

1. What advice do you have for doing business with China?


2. What advice do you have when it comes to executive/management/leadership development and China?


3. Any travel tips?

In addition to publishing your comment and being a valuable resource to me and other readers, I’ll offer a prize (a book or gift from China), using random.org. To be eligible for the drawing, you must leave me a way to contact you (Twitter or email).

Entries must be received by next Monday, March 19th, 2012.