THE FAMOUS NEGOTIATION BOOK, ‘Getting to Yes‘ by Roger Fisher and William Ury, is a pillar of modern negotiation technique. In the book, Fisher and Ury refer to ‘interests’ as subjective opinions that are at the base of a want or position. These ‘interests’ are identical to ‘needs’, as described in ‘Selling Big to China‘,&hellip

THE ITALIAN CAR BRAND, MASERATI, is synonymous with luxury and success. Globally, the brand appeals to the over-50s market, but in China it is the wealthy late 20s to early 30s that are the target customer. This enormous age difference has resulted in a surprising marketing approach – online sales. In this ClarkMorgan Insights interview,… The post Don't be Scared of Selling Luxury Online in China – Mirko Bordiga appeared first on ClarkMorgan.

CHINA’S RELATIVELY RECENT OPENING UP in 1978, just under 40 years ago, has meant that traditional gender roles of both men and women have been slow to change. The expression, “Men rule outside, women rule inside” (男主外女主内) is not necessarily considered outdated or even sexist in China, but simply cultural baggage that weighs down on… The post Follow Your Heart, Not Social Pressures – Sophia Xing appeared first on ClarkMorgan.

LEADING ACROSS A GEOGRAPHICALLY DIVERSE region such as Asia-Pacific, the Middle East, and Africa, means a wide difference in personalities and communication styles amongst a leadership team and staff. The danger is that the loudest voices could get the most attention, but as Frank Rexach, Vice President and General Manager of Haworth says, it’s more… The post Silence Doesn't Mean Everyone Agrees – Frank Rexach appeared first on ClarkMorgan.

GLOBAL COMPANIES FACE A CHALLENGE. When it comes to peer-to-peer communication, there is often a breakdown. This is particularly true for US headquartered companies, which rely solely on the English language, requiring other nationalities to speak in their second language. But, says James Telfer of Verizon, this doesn’t mean that these non-native English speakers are… The post When There's a Breakdown, Blame the 'Foreigner' – James Telfer appeared first on ClarkMorgan.

DOING BUSINESS IN CHINA is challenging due to the volume of laws and regulations. In some industries, such as media, these laws and regulations are even more strict. However, Geoff de Freitas of Middle Kingdom Media warns that in restrictive industries, one needs to be careful of not only the laws but also the unpublished objectives… The post In a Restricted Market, Know the Laws AND Objectives – Geoff de Freitas appeared first on ClarkMorgan.

LUXURY BRANDS ONCE BALKED AT THE IDEA of selling or even promoting themselves online. Today, this is no longer the case – particularly in China – where online shopping is almost the exclusive domain of Chinese between the ages of 25 and 40. For traditional luxury brands this cultural phenomenon needs to be embraced if a brand… The post Luxury Brands Must be Online to be Relevant – Cyril Drouin appeared first on ClarkMorgan.

IN A MARKET LIKE CHINA, price is always going to be an issue. That is unless you can shift the conversation away from price, and focus on bringing value – or in other words, uncovering the client’s true needs. So says Dennis Wong, Central China District Sales Manager at Kuehne + Nagel, a global logistics company.… The post Overcome Zero Customer Loyalty by Uncovering needs – Dennis Wong appeared first on ClarkMorgan.

TRUST IS CRITICAL TO BUSINESS in Asian cultures. This constraint to doing business with others has helped drive a new business model that complements perfectly the mobile phone generation of today. Tan Yinglan, Venture Partner of Sequoia Capital, highlights two Asia-centric mobile apps that are leveraging the cultural phenomenon of trust, and building an entirely new business… The post In Asia, Trust Drives New Business Models – Yinglan Tan appeared first on ClarkMorgan.

WORKING IN INTERNATIONAL TEAMS requires an understanding of culture, not only individual idiosyncrasies.  This is because culture and business overlap, and are not independent of one another. One such example is shared with Ping Zhou in this ClarkMorgan Insight video. Ping graduated from Fudan University, and then started her career as an auditor in KPMG, before… The post International Teams, Ignore Culture at your Peril appeared first on ClarkMorgan.