James Chan teaches "Global Exporting: Asia Focus" MBA course at the Villanova School of Business
Fall 2011 Villanova School of Business Course Number: MBA 8531 “Global Exporting: Asia Focus”
This course investigates exporting as a key business strategy for entrepreneurial firms. Focus on opportunities in Asia with emphasis on critical success factors related to cultural norms, the meaning of contracts, and the role of government. Location: Sky Room at the HUB, Center City, Philadelphia Instructor: James Chan, Ph.D. President, Asia Marketing and Management (AMM) E-mail: JamesChan@Villanova.edu http://www.AsiaMarketingManagement.com There will be seven 3-hour classes in five sessions as follows. Thursday, Oct. 27 – 6:00 pm to 9:00 pm (three-hour class) Thursday, Nov. 3 – 6:00 pm to 9:00 pm (three-hour class) Thursday, Nov. 10 – 6:00 pm to 9:00 pm (three-hour class) Saturday, Nov. 12 – 9 am to 12:00 noon; 1:00 pm to 4:00 pm (two 3-hour classes) Saturday, Nov. 19 – 9 am to 12:00 noon; 1:00 pm to 4:00 pm (two 3-hour classes) Syllabus Class 1 (Oct. 27): The Export Process from A to Z What motivates you to take this course? The export process from A to Z Pre-conditions for export success Why and what Asia buys from the West Class 2 (Nov. 3): Critical Success Factors: Cultural Norms Why should an executive study the history and geography of Asia? Why is emotional intelligence crucial in selling to the Asian markets? The Asian mind-set Class 3 (Nov. 10) Critical Success Factors: Cultural Norms What do Asians do that frustrate Westerners? What do Westerners do that offend people in Asia? What to do and how to behave when you are in Asia? Class 4 (Nov. 12, morning) The Role of Government in Asia What is bureaucratic capitalism? Case studies. How to navigate government bureaucracies? The importance of cultivating “insiders” for your export activities How to recruit and work with “insiders”? How to use the “Gold Key” and other U.S. Government export assistance services Class 5 (Nov. 12, afternoon) Technical Export Skills How to find distributors, agents, and representatives What are the qualifications of a good country representative? Pricing and quotations: strategies and tactics Export documentation Transportation and logistics Class 6 (Nov. 19, morning) The Meaning of Contracts The meaning of a contract in the West and in Asia How to protect your intellectual property rights in selling to Asia? How to beat the “pirates”? How to avoid engaging in corrupt practices and still get the orders? Developing contracts with partners and sales representatives Class 7 (Nov. 19, afternoon): Negotiation Skills for the Asian Markets How to negotiate with Asian prospects and customers Case studies and in-class improvisation exercises based on real events The three “Ds” in the art of negotiation: diplomacy, duplicity, and denial How to build a lasting business relationship in Asia?
James Chan, Ph.D., President Asia Marketing and Management (AMM) 2014 Naudain StreetPhiladelphia, PA 19146-1317, USA