The Negotiation

In this episode of The Negotiation Podcast, host Todd Embley sits down with Nichola Quail, Founder and CEO of Insights Exchange and a leading global market research strategist. Nichola works at the intersection of strategy, research, and execution, helping brands access the right insights to make smarter decisions in complex and fast-changing markets.Nichola shares her career journey and the motivation behind founding Insights Exchange, a platform designed to connect companies with best-in-class research specialists around the world. She explains how her work helps organizations cut through noise, avoid costly missteps, and gain a clearer understanding of consumers across diverse markets.The conversation explores why market research has never been more important, particularly as brands expand internationally and respond to rapidly shifting consumer behaviors. Nichola also discusses common mistakes companies make when interpreting data, and highlights insights from recent global research reports that reveal how consumer attitudes and priorities differ across regions.Discussion PointsNichola’s professional background and the founding story behind Insights ExchangeHow Insights Exchange supports brands with tailored global research and insightsWhy market research is critical for navigating uncertainty and entering new marketsCommon pitfalls brands face when misinterpreting or misusing research dataKey findings from recent reports across multiple international marketsHow strong insights can drive better strategy, product decisions, and market entry success

In this episode of The Negotiation Podcast, host Todd Embley is joined by Jacob Cooke, CEO of WPIC Marketing + Technologies, to unpack the significance of Canadian Prime Minister Mark Carney’s visit to Beijing—the first by a Canadian prime minister in eight years.Jacob provides a timely analysis of what this visit signals for Canada–China relations after nearly a decade of diplomatic and trade tensions. The discussion focuses on why the visit itself matters, particularly as Canada navigates U.S. tariffs, economic pressure at home, and shifting global trade dynamics.The conversation explores what Canadian businesses are hoping to see from the trip, including reduced friction, improved market access, and momentum on longstanding trade issues affecting sectors such as agriculture, seafood, and pet food. Turning to consumer brands, Jacob examines how Canadian companies like Lululemon and Arc’teryx continue to compete in China amid the rise of guochao and strong domestic players such as Bosideng. He explains why success in China is less about nationality and more about performance, quality, and lifestyle positioning.Finally, the episode looks ahead at whether a diplomatic reset is necessary for renewed Canadian investment in China—and how improving political ties can help restore confidence in boardrooms, even without immediate policy breakthroughs.Discussion PointsWhy Mark Carney’s Beijing visit is symbolically and strategically significantWhat Canadian corporates are realistically expecting from the tripPotential outcomes that would signal a positive shift in Canada–China relationsTrade barriers affecting Canadian agriculture, food, and pet-related exportsHow Canadian consumer brands compete amid guochao and rising local championsWhether diplomatic tensions have held back Canadian business in ChinaWhy geopolitics rarely drive Chinese consumer purchasing decisionsHow a diplomatic reset could reduce risk and unlock new commercial momentum

 In this episode of The Negotiation Podcast, host Todd Embley is joined by Richard Kimber, an Australian and Hong Kong–admitted lawyer who has helped more than 400 companies enter and operate in the Chinese market.Richard brings decades of experience advising international businesses across sectors, including agribusiness, manufacturing, healthcare, technology, sports, and education. His work spans China market entry, international trade, strategic alliances and joint ventures, IP licensing, and compliance—making him a trusted advisor for brands navigating the complexities of doing business in China.The conversation focuses on the realities of manufacturing and sourcing in China today: what has changed, what remains misunderstood, and how brands can protect themselves while still capturing the advantages of China’s manufacturing ecosystem.Discussion PointsRichard’s personal journey into China and how his legal career evolved alongside China’s opening and globalizationThe types of companies and industries he most commonly supports todayThe most common challenges foreign brands face when manufacturing or sourcing in China—and how

In Part 2 of our conversation with Professor Lizhi Liu, we shift from the origins of China’s e-commerce boom to the competitive dynamics shaping its present—and its future.Lizhi breaks down how major platforms like Taobao/Tmall, JD, and Pinduoduo have shaped institutional innovation through intense competition, and what their strategies reveal about China’s digital governance model. We discuss the globalization of Chinese platforms, the role of mega-shopping festivals like Singles’ Day, and the evolution of social commerce as short-video platforms transform product discovery and purchasing behavior.We also explore how China’s digital ecosystem may evolve over the next decade—and the one key lesson Lizhi hopes global audiences take away from her book.Listeners interested in cross-border commerce, platform governance, or the future of China’s digital market will find this second installment packed with insights.Discussion Points (Part 2):How platform competition among Alibaba, JD, and Pinduoduo shaped China’s e-commerce institutionsChina’s growing presence in global e-commerce and the rise of cross-border sellersSingles’ Day as a political-economic phenomenon, and whether these mega-festivals still matterThe evolution and significance of social commerce in ChinaPredictions for the next stage of China’s e-commerce developmentThe key takeaway Lizhi hopes readers remember from From Click to Boom

In this first installment of our two-part conversation with Professor Lizhi Liu, Todd sits down with one of the leading scholars shaping global understanding of China’s digital economy. Lizhi’s award-winning book, From Click to Boom, explores how political institutions and digital platforms co-evolved to fuel the world’s most sophisticated e-commerce ecosystem.In this episode, Lizhi walks us through her academic journey, what sparked her interest in the political economy of tech, and the research that shaped her landmark book. She explains the scale and speed of China’s e-commerce boom, the institutional innovations that enabled it—from digital payments to logistics networks—and the profound social transformations that followed. We also take a deep dive into the rise of “Taobao Villages,” exploring how rural communities leveraged online commerce to reshape livelihoods and migration patterns.Listeners will come away with a deeper understanding of how China built the most advanced e-commerce market in the world—and why similar growth hasn’t taken place in Western economies.Discussion Points (Part 1):Lizhi’s academic background and path into studying the political economy of Chinese techWhat led to the research behind From Click to BoomThe global scale of China’s e-commerce market and how it compares to the WestFoundational institutions that unlocked China’s e-commerce growth: payments, logistics, governance mechanismsBroader social and economic impacts of digital commerce, including rural revitalizationThe rise and significance of Taobao Villages

In this episode of The Negotiation, host Todd Embley sits down with Elysia Guo, a rising voice in China’s influencer economy and an entrepreneur who has built a unique career at the intersection of strategy, creativity, and digital influence.Elysia shares her journey from a strategy consultant to becoming a full-time content creator and brand collaborator, offering an inside look into China’s fast-moving social marketing landscape. She discusses how she built her online presence, what brands look for when working with influencers, and what differentiates China’s major social platforms such as Douyin, Xiaohongshu, and WeChat.The conversation also explores the latest lifestyle and consumer trends shaping spending behavior among Chinese Gen Z and millennials, as well as actionable advice for international brands aiming to make an impact in China’s complex and competitive digital space.Discussion Points:·       Elysia’s career journey from consulting to entrepreneurship and influencer marketing·       The current job market for young professionals in China·       How influencers like Elysia collaborate with brands and what they look for in partnerships·       The most effective marketing strategies for brands in China’s digital ecosystem·       Differences between major platforms: Douyin, Xiaohongshu, and WeChat·       Why Xiaohongshu stands out as a hub for product discovery and brand storytelling·       Emerging lifestyle and consumption trends among Chinese consumers·       Advice for international brands entering or expanding in China

In this episode of The Negotiation, host Todd Embley welcomes back Olivia Plotnick, Founder of Wai Social and one of the most insightful voices on Chinese consumer culture and digital marketing.Olivia recently embarked on a remarkable journey across 32 cities in China over 60 days, immersing herself in the country’s diverse regional cultures and uncovering how people live, shop, and connect with brands today. From Tier 1 cities like Shanghai and Beijing to emerging urban centers, Olivia shares her firsthand observations of the evolving Chinese consumer landscape — revealing both common threads and striking regional contrasts.The conversation explores the resurgence of offline retail, the growing influence of local brands, and what international businesses can learn from how China’s next generation of consumers engage with products, experiences, and storytelling. Olivia also reflects on her favorite moments from the road and offers advice for brands and travelers alike seeking an elevated understanding of today's modern China. Enjoy!Discussion Points:·       What inspired Olivia’s 60-day, 32-city journey across China·       High-level takeaways about Chinese consumer trends and culture·       Differences in consumer behavior between major cities and emerging markets·       How offline retail and experience-driven shopping are evolving·       Insights into how Chinese and international brands connect differently with consumers·       What the trip revealed about the next generation of Chinese shoppers·       Stories and standout moments from her travels·       Olivia’s personal recommendations for cities to visit in China

In this episode of The Negotiation, host Todd Embley welcomes back Crystal Tai. Crystal is a journalist, cultural strategy researcher, and Managing Partner at Nüora Global Advisors. Formerly Senior Managing Editor at Jing Daily, her work explores how changing values + consumer behaviors, and social movements shape business trends and global markets. In this episode, Crystal shares her insights on the latest developments in China’s sportswear and athleisure markets, including the ongoing popularity of Lululemon, the rise of niche sports labels, and emerging winterwear trends as the season approaches. She also provides an update on Chinese travel patterns in the post-COVID era, assesses overall consumer sentiment, and offers her take on Starbucks’ challenges in the Chinese market.As always, Crystal brings her sharp reporting and deep understanding of Chinese consumer culture to the conversation—plus, a light-hearted discussion on Taylor Swift’s engagement and its reception among Chinese fans. Enjoy! What You’ll Learn in This Episode:·       How Lululemon continues to perform in China and key takeaways from its recent Q2 report.·       The rise of niche sports brands and new trends in the sports and athleisure market.·       Winterwear and winter sports trends to watch as the season kicks off.·       Post-COVID travel patterns and evolving consumer behaviors in China.·       Current Chinese consumer sentiment and what it means for global brands.·       Starbucks’ challenges in China and whether the brand can bounce back.·       A fun look at celebrity news—Taylor Swift’s engagement—and its impact in China.

In this episode of The Negotiation, host Todd Embley sits down with David Perez-Des Rosiers, Director of the Beijing Chapter of the Canada-China Business Council (CCBC).The CCBC has been a cornerstone of Canada–China business relations for over four decades, supporting Canadian enterprises as they navigate opportunities and challenges in China. David shares his perspective on the chamber’s work, its advocacy efforts, and the evolving landscape of bilateral trade and investment.The conversation also touches on the current state of Canada–China relations, recent provincial-level engagement such as Saskatchewan’s trade mission to China, and the sectors where Canadian businesses are finding the strongest opportunities. David also previews CCBC’s upcoming AGM, an important gathering for business leaders and policymakers to exchange ideas and chart the path forward.Whether you’re a Canadian business eyeing China, a policymaker, or simply someone interested in international trade, this episode provides practical insights into one of Canada’s most important commercial relationships.Discussion PointsDavid’s role as Director of the CCBC Beijing ChapterThe role and mandate of the CCBC in Canada–China tradeServices and support offered to Canadian companies in ChinaRecent CCBC advocacy efforts and policy recommendations to OttawaThe state of Canada–China relations and signals from recent developmentsReflections on the Saskatchewan delegation’s visit to ChinaTop opportunities for Canadian businesses in China todaySectors where Canada has strong positioning (agriculture, energy, consumer goods, services)Preview of the CCBC’s upcoming AGM and its significanceAdvice for Canadian businesses navigating China’s market today

In this episode of The Negotiation, we are joined by Nicole Lin, Business Development Country Manager at Tmall Global. This conversation comes ahead of the China Cross-Border Summit in Los Angeles on October 16, 2025, co-hosted by WPIC and Tmall Global.Nicole shares how Tmall Global is helping brands of all sizes access China’s enormous consumer market without requiring a local entity, explaining how bonded zones, logistics, and social commerce integrations make market entry seamless. She discusses the consumer-first philosophy at Alibaba, the latest trends driving growth on Tmall Global, and which categories—like beauty, wellness, supplements, premium food, and pet care—are seeing the biggest lift.The episode also covers how international brands can localize, stand out, and succeed in China’s fast-paced digital landscape, plus a preview of what to expect at October’s summit in LA.Discussion PointsWhat brands can expect at the China Cross-Border Summit in Los Angeles this OctoberWhat makes Tmall Global different from domestic e-commerce platformsHow Chinese consumers discover and engage with brands in cross-border channelsWhy now is the right time for U.S. brands to enter the China marketThe top-performing consumer categories on Tmall Global in 2025Key lifestyle trends shaping China’s demand for international productsLessons from over 46,000 global brands already selling on Tmall GlobalHow Alibaba helps brands localize through data, branding, livestreaming, and KOLsPractical first steps for brands that want to break into China