57 episodes

China is the 2nd largest economy on the planet, yet it's the most difficult to enter and manage well for foreign brands. However, success stories are starting to emerge as brands begin to rely on experts in China market-entry to build and execute new strategies and end-to-end China consumer digital experiences. The Negotiation delivers interviews with those who understand how to be successful in China, teasing out the nuances and digging into the details that can make expansion to China a winning proposition for any company.

The Negotiation WPIC Marketing + Technologies

    • Marketing
    • 5.0, 1 Rating

China is the 2nd largest economy on the planet, yet it's the most difficult to enter and manage well for foreign brands. However, success stories are starting to emerge as brands begin to rely on experts in China market-entry to build and execute new strategies and end-to-end China consumer digital experiences. The Negotiation delivers interviews with those who understand how to be successful in China, teasing out the nuances and digging into the details that can make expansion to China a winning proposition for any company.

    XinYi Lim | Pinduoduo's Change in Leadership, Differentiating and Understanding C2M, and Why Live Streaming is Everything Right Now

    XinYi Lim | Pinduoduo's Change in Leadership, Differentiating and Understanding C2M, and Why Live Streaming is Everything Right Now

    In this episode of The Negotiation, we welcome back XinYi Lim, who is now the Executive Director, Sustainability, and Agricultural Impact with Pinduoduo. Late in July of 2020, it was in the news that PDD’s founder has moved into an executive chairman role as well as a couple of key new additions to the C-suite so we talked about why that is and what prompted the changes. We also talk about the growth of live streaming in China and how PDD has now entered the space as well and what makes their product unique compared to their competitors. We then discuss what C2M is, why it’s so relevant today, and why it’s often confused with D2C. We also talk about why PDD is starting to see some comparisons to Costco, and lastly now that we’re 6 months out from the worst of COVID-19 in China I ask XinYi if they are adopting new strategies and to talk about the misconception that PDD only services the lower-tiered cities. Enjoy!

    • 49 min
    Wei Liang | Digging Into US/China Foreign Policy, Discussing The Belt & Road Initiative and the Asian Infrastructure Investment Bank

    Wei Liang | Digging Into US/China Foreign Policy, Discussing The Belt & Road Initiative and the Asian Infrastructure Investment Bank

    In our latest episode of The Negotiation, we talk with Wei Liang, Professor of International Policy Studies at Middlebury Institute of International Studies at Monterey. Naturally, most of our discussion centered around foreign policy topics involving the US and China, starting with the Belt and Road Initiative and whether recent negative sentiments towards it or the impact of COVID has slowed down their progress. We also talk extensively about the Asian Infrastructure Investment Bank and whether it is comparable to the IMF or World Bank and how it has performed over its 5-year history to date. I also ask Wei to weigh in on the growing isolationist nature of the US, and her opinion on why we have such a hard time in the west trusting the intentions of some countries in the East. Enjoy!

    • 38 min
    Gen Kanai | Tech in Japan: How Google Won, eBay Lost, and Why Twitter Couldn't Lose, & Lessons Learned Growing Mozilla in Asia

    Gen Kanai | Tech in Japan: How Google Won, eBay Lost, and Why Twitter Couldn't Lose, & Lessons Learned Growing Mozilla in Asia

    In this episode of The Negotiation, we had the opportunity to talk to someone who has decades of experience working with some of today’s top tech company’s in both Japan and China, Gen Kanai. Gen is a Japanese-American who has worked with Toyota USA, Sony USA, Sony Japan, Digital Garage, Mozilla, and most recently, Animoca Brands.
    Throughout this discussion, Gen gives us a history lesson on why eBay failed and Yahoo won with an auction platform in Japan, and how Google won in Japan in spite of itself simply because Yahoo Japan chose them as their preferred search engine instead of the Yahoo US - favored, Bing. We talk about how Twitter has been such a large success in Japan and that anonymity is an underlying reason why. We also discuss the impact China can have on a US-based tech company through a look back at why, after a trip to China, Snapchat’s CEO demanded changes to their platform that their user-base simply wasn’t ready for. We end the show with some important takeaways on how to be success-ready when entering Asian markets like China or Japan. Enjoy!

    • 42 min
    Benjamin Qiu | China's First RMB Accelerator Fund, The Development of China's Legal Landscape, & Exit Options For Startups in China

    Benjamin Qiu | China's First RMB Accelerator Fund, The Development of China's Legal Landscape, & Exit Options For Startups in China

    In this episode of The Negotiation, we speak with Benjamin Qiu, Partner at Loeb & Loeb LLP, who has recently relocated to HK from Beijing. After studying both computer engineering and law in the US, Benjamin moved back to Beijing and joined Google, later leaving in 2009 with then Head of China for Google, Kai-Fu Lee, to act as legal counsel for his raise of $115m USD in a venture capital fund called Innovation Works across the table from Cooley LLP, whom he joined shortly after the deal was done, before joining Loeb&Loeb later on. We start out talking about the early days of law in China, and then how he came to be involved in Innovation Works, and how in 2009 they knew that the future of internet in China had arrived via mobile. I ask Ben what the terms and investment sizes were 10 years ago when Innovation Works started investing in early-stage startups in China and how it differed from YCombinator and why. I ask Benjamin about the legal frameworks of today in tech in China, do they protect Chinese entrepreneurs and their IP, and how closely it is mirroring what one would find in Silicon Valley. We also talk about what Chinese investors look for in early-stage startups and whether it is completely safe now for foreign-led early-stage startups to take investment from Chinese investors. We discuss the stress that exists, even on local success stories like ByteDance and not just the Facebook’s and Google’s of the world, in order to play ball with China’s Big Brother and toe the information line properly to be allowed to thrive. Lastly, as we begin to wind down this fascinating conversation, we talk about what a liquidity event might look like for a technology company based in China, and what some of the most interesting sectors of innovation are right now in China that bold foreign investors may want to look at putting their money into. Enjoy!

    • 42 min
    Shanshan Tang | Alibaba as a "Digital Economy", Tmall vs. Tmall Global, and Alibaba's Leveraging of AI

    Shanshan Tang | Alibaba as a "Digital Economy", Tmall vs. Tmall Global, and Alibaba's Leveraging of AI

    In this episode of The Negotiation, we speak with Shanshan Tang, Global Business Lead, Canada, at Alibaba. This was a fantastic opportunity to talk to someone from the largest eCommerce companies in the world that operates outside of China. We spoke about Tmall and Tmall Global, both the international shoppers and local Chinese, and some noticeable trends that have been shaped by COVID-19. We also talked about how and why COVID-19 changed purchasing habits and drove offline employees online as live streaming agents for brands instead of in-store clerks. We talked about what solutions Alibaba offers new brands on its platform given the changing environment, and what the future looks like for the ecosystem. We spoke about tactics for driving brand growth, how to build a brand’s personality into their 360-degree marketing plans, and described what ‘hero products’ are. We then discussed what product categories are moving fastest up the scale on both sides of the ocean in consumer demand. And we did it all in almost 20 minutes. Enjoy!

    • 23 min
    Barbara Finamore | Energy, Pollution, & Why China's Electric Vehicle Industry Might Just Save Our Planet

    Barbara Finamore | Energy, Pollution, & Why China's Electric Vehicle Industry Might Just Save Our Planet

    In this episode of The Negotiation, we talk with Barbara Finamore, author of “Will China Save the Planet?” and Founder and Senior Strategic Director, Asia, at the Natural Resources Defense Council (NRDC). Obviously this show was all about pollution in China but that’s where the obvious stops. We do take a walk down memory lane of how China got to where they are today, but we also discuss China massive investments in cleantech, wind power, solar power, and electric vehicles as well, all huge investments that dwarf the rest of the world, innovations that the rest of the world will likely and gladly adopt en mass as soon as possible. I ask Barbara’s opinion on local concern levels around pollution in China and whether those concerns change as we go up the demographic scale, and we talk about whether Chinese local citizens conflate or are able to separate conditions like smog from fog. We also discuss how informed and motivated the general populace is around hot topics such as pollution and climate change. Barbara has been squarely positioned at the center of the energy sector in China for 30 years and was a fascinating interviewee on these topics and more, most of which are front and center amongst foreigners when thinking about China. Enjoy!

    • 39 min

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