The specifics of deal structures with Chinese organizations can directly � and indirectly � affect how (and whether) the deal succeeds in the long term.  Some deal structures commonly used by Western firms have actually worked against future success of those deals, resulting in frustration and sub-optimal results for everyone, when a sustainable, mutually-profitable deal might have been possible using different deal terms and conditions.  In this session, participants will:  1) explore the unintended and undesirable consequences that might occur as a result of deal structures commonly used by Western organizations; 2) compare and contrast different types of deal structures; and 3) learn strategies for structuring deals for longer-term viability that result in mutually-beneficial outcomes for all parties.  Participants should leave this session with a clear understanding of why doing deals with Chinese organizations is worth the bother!

Doing deals with Chinese organizations: Why bother?

246th National Meeting (2013)

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