Question

SECTION B (25 marks) ALL questions should be attempted. Your answers should not be more than 600 words for this section. You are the General Manager of Marketing for a Malaysian company that design t-shirts for teenagers. Recently, your company requested that you meet up with Mr. Li How Ma, General Manager of Operations for All Stars China Manufacturing Limited in Beijing, China. Mr Li's company is the largest garment manufacturing company in Beijing. His 20-year old company manufactures t-shirts, sports attire and swim wear for the international market. He is on the lookout for t-shirt designers to raise the standard and quality of garments his factory produces. Your task is to secure an agreement with Mr Li for your company to be appointed as the main t-shirt designer. Both the companies have no prior dealings. However, in your recent conversation with your former university mate, Adam Burn, he mentioned that his dye making company in Beijing supply dyes to Mr Li's factory. He has known Mr Li for the past 5 years. 1. Based on your understanding of the concept of face and knowledge regarding doing business in China, what would you do prior to meeting Mr. Li and during your first meeting with him? (10 marks) + 2. What would you DO and NOT DO to ensure the deal goes through and an agreement is signed? (6 marks)

Answer 1

Solution 1:

China has some country and culture-specific protocols which need to be closely followed to ensure a successful meeting/discussion. Some of the key preparations for the meeting are:

Before the Meeting:

1. Conduct thorough research on Mr. Li's company and Mr. Li's background such as interests, hobbies, etc;
2. Connect with Adam Burn to understand his personal experiences of dealing with Mr. Li and his company in terms of current challenges, best practices, and risks;
3. Prepare all meeting collaterals (pref. in black and white) such as a brochure, presentation, visiting card, etc. in both English and Chinese language;
4. Create a detailed meeting agenda and share the same with Mr. Li to seek his inputs;
5. Check if the meeting room at Mr. Li's office will have the necessary equipment like a projector, etc. or does it need to be carried along;
6. Dress formally pref. in a suit;
7. Based on feedback from Adam Burns, decide if carrying a gift for Mr. Li would be appropriate;
8. Take a Chinese interpreter for the meeting

During the Meeting:

1. Be punctual for the meeting;
2. Enter the meeting room in hierarchical order;
3. Shake hands;
4. Start the meeting with a formal introduction;
5. Engage in some small-talk related to weather, sports, etc;
6. Focus on face-building by highlighting the achievements of Mr. Li and your company;
7. Hand over a business card (with both hands) and the printed material (in both English and Chinese versions);
8. Understand if Mr. Li is comfortable with English and make the sales pitch accordingly;
9. Demonstrate a solid understanding of the technical aspect of design and how that will add value to Mr. Li's business and clients;
10. Focus on standard meeting structure where host presents first followed by the guest;
11. Avoid hand gestures, body contact, etc.;
12. Discuss and finalize the next step of action;
13. Allow the host (Mr. Li) to leave first

Solution 2:

Here is the list of DO and DON'T for the meeting:

DO's

1. Based on the research of Mr. Li's clients, carry 1-2 good sample designs for his reference;
2. Be on-time;
3. Dress formally;
4. Carry collaterals printed in Chinese;
5. Shake-hands

DON'Ts

1. Don't interrupt when Mr. Li is speaking;
2. Don't disrespect organization hierarchy;
3. Don't make hand gestures, body contact, etc.;
4. Don't leave before the host;
5. Don't reject an after-meeting dinner invitation