Why a three-day executive course on understanding the complex dynamics between cultural, social, political and economic factors dealing with Chinese companies?

For a long time, Chinese companies had the reputation for being shameless copycats of Western products. Today China is pushing the frontiers of technical development and innovation. The nation invests more in R&D than the United States does – investments that commercialise products and create jobs. 2018 the Chinese gross domestic product will be the highest in the world, with the USA in a second place.  Chinese direct investments in Sweden have tripled in recent years and are expected to increase further.

However, Chinese ways can be challenging to comprehend due to the complex dynamics between cultural, social, political and economic factors. Not understanding the full context is the most common reason why Western businesses fail to capitalize on the huge potential in cooperating with Chinese companies.

Why should I participate?
Whether you are an experienced manager already working with China or if you are thinking about starting collaborations with Chinese companies, you will obtain new knowledge and a deeper understanding. You will get a broader perspective, of both opportunities and challenges presented by making business with Chinese companies today. You will discuss and address real challenges that companies encounter when doing business with Chinese counterparts. You will better understand the complex dynamics between cultural, social, political and economic factors that drives Chinese business today.

How will I learn?
The purpose of this executive development course is to provide the participants with a profound understandingof the dynamic, diverse and challenging Chinese influence when China becomes the most influential economy in the world.

By the end of this course you will be able to better manage, develop, grow, collaborate, control and support Chinese cooperation initiatives and business creation. The three-day course will consist of highly interactive lectures combined with discussions and breakout sessions.

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Niklas Gustafsson
+46 76 100 54 34

For whom?
This executive course in managing and supporting your cooperation with Chinese companies is targeted towards managers who are fully or partly responsible for the growth and development of the company’s China-related operations, including

  • Managers who are already in China or shortly to be sent out there.
  • Managers who are based in Sweden (or other Nordic countries), but cooperating with Chinese companies, have senior line responsibility for Chinese operations or are the people that report to such senior people and conduct day-to-day business with the Chinese branch or subsidiary and partner companies with which they are involved.
  • Sweden-based members of the boards of Chinese subsidiaries who have another full-time job at headquarters, e.g. the CFO of the parent, who travels to China four times a year to attend board meetings).

Themes in the course

  • China Today in Broad Strokes – why Chinese companies are attractive and strategically important to work with today and in the future, and why it is difficult for Western companies to navigate with China
  • Daily Operations – managing people and relationships, effective communication, delegation and motivation
  • Challenges and Opportunities of China today – economic, political and societal factors
  • What happens when things go wrong – understanding the challenges and reaching acceptable resolutions
  • How to Negotiate with Chinese Counterparts – achieving mutually positive outcomes


  • Frédéric Cho is a strategic advisor on China -related economic issues and corporate investments, who has worked with China since the 1980`s, and lived and worked for altogether 18 years in China, Hong Kong and Taiwan. He is now running his own Advisory Business focusing on cross-border M&A and strategic investment advisory between the Nordic region and China. He is the Vice Chairman of Sweden-China Trade Council and the Author of ”China according to Cho – a new phase” as well as ”China’s capital market.
  • Tim Cullen MBE is an Associate Fellow at Saïd Business School, University of Oxford, Director of the Oxford Programme on Negotia-tion which he created in 2003 and visiting professor at Lingnan (University) College in Guangzhou, China. He has taught negotiation programmes in 26 different countries, worked for 21 years at the World Bank and been an advisor to the Asian Development Bank and the United Nations Secretariat. He was the founder of the Small Countries Financial Management Centre (SCFMC).
  • Giles Chance is a visiting professor at the Tuck School of Business at Dartmouth College in the United States, at the Guanghua School of Management at Peking University in Beijing, and at Lingnan (University) College in Guangzhou, China. Giles co-founded a successful advisory business which assisted British multinationals to enter the China market, and enabled over 70 technology transfers from Europe to China. In 2003 he co-founded a China-focused boutique investment bank and advised institutional investors in Europe and the US on the Chinese equity markets.
  • Li Ma is an Associate Professor in Organizational Behaviour at Guanghua School of Management, Peking University, who focuses on Chinese cross-cultural negotiations. He is also an expert on different styles of management in China, Japan, and Western countries. He has taught full time at Tsinghua University, and part time at Washington University in St. Louis in the United States and Yonsei University in Korea. His research papers have been published in both Chinese and international academic journals.
  • Christina Petzäll has spent most of her professional career working as a successful entrepreneur with business operations in Shanghai, Beijing and New Delhi where she was the founder and Managing Director of Communication Consulting, specializing in Leadership Training, Business Development and Cross-Cultural Communication. Today Christina is mainly working with a SIDA financed program to help entrepreneurs to successfully grow their businesses African and East European.
  • Ning Wang, a Swedish citizen, who grew up in China, is a member of the Oxford Programme on Negotiation tutoring team at the Said Business School, University of Oxford. She has completed cross-cultural training and has taught sessions on how to negotiate with Chinese counterparts in a number of executive programmes. Ning won a scholarship to pursue a Master’s degree in Sweden and she conducted the research for her thesis at Oxford University. On completion of her degree, she worked for several years helping Swedish companies with their negotiations in China. She is now a director of the negotiation consultancy, TCA Limited.
  • Lennart Petzäll lived and worked in China for 19 years. He established the Purchasing office of H&M and under his leadership, the H&M purchasing office grew from 3 staff members to become H&M’s largest purchasing office in the world with 250 staff members. In 1995 he started his own business. The company assisted foreign companies to set up and expand their operations in China. Lennart is a frequently invited guest-speaker both in China and Europe on Cross-Cultural Communication issues and China business start-ups.


24-26 April 2018
9:00-22:00 CET (incl. dinners) on Tuesday 24 April
9:00-22:00 CET (incl. dinners) on Wednesday 25 April
9:00-17:00 CET on Thursday 26 April

Villa Brevik – Lidingö, Sweden

SEK 55 000 (excl. VAT). This covers material course material, documentation and meals. Travelling and accommodation expenses are not included.


Also available as an in-company course

Application is binding, but please note that the course will only take place if 15 participants have been registered until March 26, 2018. A cancellation more than two weeks before the start of the course will be credited with 50 % of the fee. A cancellation less than two weeks before the course start will receive no refund. Accommodation is not included in the price.


The course will start only if we have received applications from at least 15 participants on March 26, 2018.

Payment Terms: net 30 days. The course fee will be invoiced as soon as the group has reached 15 participants.