Know what is happening
in the room and what to do next
A course for Western executives, founders, and business development professionals who need to navigate Chinese business relationships with real confidence.
After The China Business Playbook, you will know how to navigate each stage of a Chinese business relationship: the first meeting, early cooperation, execution, relationship maintenance, and what to do when things go wrong.
More specifically: you will know how to read what your Chinese counterpart is actually communicating, not just what they said. You will know what to do and what not to do in specific situations. You will stop guessing.
The goal is that you can be in the room, in a real meeting, a real negotiation, a real dinner, and know what is happening and what to do next.
Read silence accurately: whether it means the project is dead or just waiting on an internal decision
Understand when warmth is real interest versus the default, and what to do differently in each case
Navigate the contract question: when to raise it, how, and what pushing too early actually signals
Handle disagreements without damaging the relationship, knowing where, when, and how problems can be raised
Build trust correctly: understanding what dinner is actually for and what it doesn't accomplish
Recover when something has gone wrong, recognizing the signals and knowing what options you still have
The logic underneath Chinese business. Why the same behaviors that signal trust in Western business signal distrust here, and vice versa.
What the other side is actually doing when you introduce yourself. How relationships need to be located before they can be built.
When warmth isn't a green light. How to read the signals correctly and avoid the most common early-stage misreads.
Silence, follow-up, and the five-year plan your counterpart has that they will never show you. How to work with a different sense of time and urgency.
What dinner is actually for. The difference between familiarity and trust, and why you can have many dinners with someone and still not have earned it.
How to raise problems without damaging the relationship. Reading the signals that something has shifted, and what options you still have.
Carrying the system forward. How to keep reading the room as relationships evolve and situations change.
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