Business Negotiations in China: Navigating Chinese Systems, Laws and Cultural Differences in Structuring Deals
Recording of a 90-minute CLE webinar with Q&A
This CLE course will provide guidance for counsel to companies to understand and manage the unique legal challenges presented for clients—large and small—doing business in China. From first hand experience, the panel will examine the key legal aspects of deal making in China, in part due to cultural differences, and offer best practices for negotiations and entry into the China market.
- Understanding the Chinese mindset
- Asian approaches used when negotiating with western companies/firms
- Differences in approach that cause problems in doing business
- Business scenarios that have gone badly
- Understanding the Chinese system
- Negotiating deals
- Key legal aspects of dealmaking in China
- Contractual tools that do not work China
- Corruption and the FCPA
- Best practices for negotiating the deal
The panel will address these and other key questions:
- What US contractual tactics and tools do not work well in China and which do?
- How does the Chinese approach to business negotiations and a relationship differ from the U.S. approach, and what impact do they have?
- What differences in the legal system, laws and policies should U.S. counsel be aware of when guiding and/or assisting a client enter the China market?
- What best practices should U.S. counsel keep in mind when negotiating with Chinese counterparts?
Robin Gerofsky Kaptzan
Senior Foreign Counsel
Haworth & Lexon Law Firm
Ms. Kaptzan has over 25 years business and legal experience, with over a decade of her experience in China. In China,... | Read More
Ms. Kaptzan has over 25 years business and legal experience, with over a decade of her experience in China. In China, she has particular expertise in foreign investment and advises on structuring, establishment, compliance, corporate governance, commercial (i.e.: operational contracts and documents), and cross-border cultural issues. She works with clients on intellectual property and labor & employment matters along with disputes and litigation for these and other corporate matters. She represents start-up businesses to multinationals (public and private) in a broad range of industries as well as individuals.Close
Chief Executive Officer
Mr. Lee works with clients in world markets to solve business process issues as well as poorly performing sales forces... | Read More
Mr. Lee works with clients in world markets to solve business process issues as well as poorly performing sales forces on a systemic, sustainable and self-directed basis. He provides guidance to plan/design/implement those ideas with the cooperation of our clients. He founded his boutique management consultancy which came into existence predicated on his 30 years of experience encompassing most major world markets and from his extensive business development background in five separate industries.Close