The art of making chinese deal
On December 6, we held the webinar "The Art of Making Chinese Deal" with Chuck Peng, the Head of KKMP China Desk. The event provided a platform for more than 100 attendees to exchange legal and cultural experience between Russia and China.

Chuck began with an overview of the Chinese legal system tailored to the needs of Russian businesses. He then shifted the focus to the cultural aspect, emphasizing the importance of understanding Chinese corporate culture for successful business operations in China. Chuck highlighted how Confucian values such as hierarchy, collectivism, and long-term orientation influence business practices and decision-making within Chinese companies.

Chuck also addressed the wolf employee and tiger mother culture, noting how this mindset shapes negotiations with the Chinese party. He pointed out that while Chinese wolf employees are tough negotiators, their tiger mom bosses push them even harder.

Using "face" in Chinese culture combined with Western negotiation techniques such as "BATNA" and "ZOPA" can be a good practice. For Russian participants, understanding these cultural nuances is critical to building productive professional relationships and anticipating potential cross-cultural challenges when working with Chinese counterparts. Chuck provided actionable strategies for positively managing potential conflict and techniques for saving face, protecting reputation and building trust in the Chinese business environment.

Chuck continued on the topic of how to set up a company in China and how to efficiently and securely control it, including the use of enhanced VIE structure to build a strong and secure structure to control it Chinese nominal and legal entities.

Please send questions regarding the webinar topic to Marketing@kkmp.legal. We are looking forward to answering them!

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