The Negotiation

In this episode of The Negotiation, Darren Touch, founder and CEO of the Canada China Forum, discusses his interest in international relations with China and his experience as a Schwarzman Scholar at Tsinghua University. He shares his insights on the current state of Canada-China relations and the necessary steps to strengthen the relationship. Touch emphasizes the importance of people-to-people exchanges, educational programs, and language proficiency in building a new generation of leaders well-versed in China affairs. He also highlights the challenges of binary thinking and the opportunities for Canadians to gain hands-on experience in China and other parts of the world. Enjoy!Key Points:Developing a nuanced understanding of China is crucial for building a balanced and informed approach to Canada's strategy towards China.People-to-people exchanges and educational programs are key to strengthening the Canada-China relationship.Language proficiency and hands-on experience in China are valuable competencies for future leaders in international policy and diplomacy.Challenges include binary thinking and the need to overcome biases and stereotypes about China.Opportunities lie in expanding educational programs and encouraging Canadians to gain international experience.Leaving one's comfort zone and experiencing different cultures and perspectives is essential for personal and professional growth.

In this episode of The Negotiation podcast, we take a look back at the Paris 2024 Olympics with Mark Dreyer, the preeminent analyst of China's sports scene. Mark, a seasoned China sports reporter, delves deep into China’s performance at the 2024 Games and the cultural phenomena surrounding Chinese athletes.The discussion kicks off with a review of China's overall performance at the Paris 2024 Olympics, looking at how China fared in the medal tally and significant victories and storylines.One topic explored in depth is Zheng Qinwen’s gold medal victory in women’s tennis. Mark also addresses the controversies that clouded China's swimming successes, including Pan Zhanle’s world record in the 100-metre freestyle.The conversation shifts to the societal impact of sports, examining the treatment of athletes as celebrities in China and the governmental steps taken to manage public obsession with star athletes.Moreover, Mark touches upon other intriguing sports developments within China, including the influence and challenges faced by North American sports leagues operating in the Chinese market.This episode is tailored for listeners eager to understand the nuances of China's evolving sports landscape and the broader implications for international sports dynamics.Discussion Points:China's Olympic Performance: Evaluating the significance of the Paris 2024 Olympics for China and the emphasis on gold medals.Highlight on Zheng Qinwen: Discussing the impact of her gold medal win on China's sports scene.Controversies in Swimming: Analyzing the issues surrounding high-profile Chinese swimmers and their implications.Celebrity Culture in Sports: Exploring the phenomenon of athletes as celebrities and the social dynamics it creates.Broader Sports Developments: Delving into the presence and challenges of North American sports leagues in China.

Ed Sander, an expert in Chinese e-commerce and digital technology, shares his insights into the evolving landscape of online retail in China. He discusses how giants like Alibaba and JD.com are adapting to consumer shifts and technological advancements. Ed captivates with the success of Douyin as an e-commerce platform, offering tips for brands. He also explores the unique position of Little Red Book, highlighting its social media roots and e-commerce potential. The conversation underscores the dynamic interplay of content and commerce transforming consumer behavior.

Ed Sander, a leading analyst in China's digital tech, talks about the stratospheric rise of Pinduoduo and its international platform, Temu. He reveals innovative strategies like group buying and discounting fueling Pinduoduo's success. Sander delves into Temu's unique business model and discusses common misconceptions, especially in comparison to Amazon. He introduces the 'semi-managed' model, a game-changer for international e-commerce. Plus, Sander shares insights from his upcoming study trip to China, promising a deeper look into this rapidly evolving landscape.

In this episode of The Negotiation podcast, host Todd Embley is joined by Jason Ang, Co-founder and CEO of CONTEN.T, a forward-thinking agency dedicated to crafting digital experiences for global brands across the Asia-Pacific region. Jason delves into the evolving digital landscape, the unique challenges of engaging Gen Z consumers, and the strategic nuances of marketing in APAC. Jason begins by sharing his current location and the exciting developments at CONTEN.T, including their latest project, Superfan, designed to enhance brand engagement. He explains what a mobile-first digital experience entails for brands operating in China and Southeast Asia, emphasizing how the mobile-centric culture has influenced their marketing strategies. Drawing from his experiences with iconic brands like Tommy Hilfiger and Ralph Lauren, Jason discusses the specific challenges of adapting these well-known brands for the diverse APAC market. He then shifts focus to the significance of Gen Z consumers in these regions, describing them as pivotal to current and future market strategies due to their purchasing power and trend-setting abilities. The conversation further explores the types of content that resonate with Gen Z, their shopping preferences, and the lifestyle trends influencing their consumption behaviors. Jason highlights emerging product categories and how these shifts are impacting both online and offline retail. Moreover, Jason discusses the critical importance of integrating digital and real-world experiences to create compelling brand narratives in APAC. He concludes with three essential pieces of advice for brands aiming to make a mark in the Chinese market, particularly those looking to captivate the Gen Z demographic. Discussion Points:Introduction and current projects at CONTEN.T.Mobile-first digital experiences in China and Southeast Asia.Challenges faced while adapting Western brands for the APAC market.The importance of Gen Z consumers in APAC.Effective content strategies for engaging Gen Z.Shopping trends and lifestyle changes among Gen Z in China and Southeast Asia.The significance of blending digital with physical brand experiences.Key strategies for new brands entering the Chinese market.

In this episode of The Negotiation podcast, host Todd Embley welcomes Dr. Benjamin Herscovitch, a Research Fellow at the Australian National University's School of Regulation and Global Governance. Dr. Herscovitch brings a wealth of knowledge on China's economic statecraft and the dynamics of Australia-China relations, offering deep insights into recent developments and future prospects. The discussion begins with Dr. Herscovitch sharing his background as a China scholar and detailing his current research focuses. This sets the stage for a timely analysis of Chinese Premier Li Qiang's recent visit to Australia. Dr. Herscovitch explains the significance of this visit and shares key takeaways, highlighting its impact on diplomatic and trade relations between the two nations. The conversation then shifts to the broader theme of the warming relations between Australia and China. Dr. Herscovitch offers his analysis of the current state of this bilateral relationship, discussing both the positive trends and the challenges that remain. He provides a forecast for the next year, giving listeners a sense of what to expect regarding diplomatic and economic engagements. Further, Dr. Herscovitch comments on the recent lifting of wine tariffs and discusses other sectors still affected by trade actions. Lastly, he explores the main growth opportunities for Australian companies in China, considering the evolving political and economic landscape. Discussion Points:Dr. Herscovitch's research and background in China studies.Significance and outcomes of Premier Li Qiang’s visit to Australia.Current state and future prospects of Australia-China relations.Analysis of the lifting of wine tariffs and ongoing trade challenges.Growth opportunities for Australian businesses in China’s market.

In this episode of The Negotiation podcast, host Todd Embley is joined by Alex Phillips, the China Corridor Director for Santander UK. Alex shares insights into the evolving trade relationship between the UK and China, and how Santander UK facilitates international growth opportunities for British companies looking to expand into China and other Asian markets.The conversation kicks off with Alex discussing his current location and his role in the ongoing China Business Roadshow in the UK, which aims to strengthen ties between UK and Chinese businesses. Alex then delves into his personal journey, sharing what sparked his interest in China and the path that led him to his current position at Santander UK.Alex introduces the audience to the Santander Navigator platform, explaining how it supports companies in accessing international markets and what specific services Santander provides to facilitate global business expansion. He highlights the sectors where UK companies are currently thriving in China, discusses areas with significant growth potential, and outlines the challenges faced by foreign businesses in the Chinese market.Focusing on consumer brands, Alex explains why British brands resonate well with Chinese consumers and which sectors are particularly successful. He offers practical advice for mid-sized British brands considering exporting to China, detailing the crucial steps they should take in the initial months of entering the market.Lastly, Alex expands the discussion to other promising export markets outside of China, providing insights on opportunities for British companies looking to broaden their international presence.Discussion Points:Alex Phillips' role in fostering UK-China business relations.Insights from the China Business Roadshow in the UK.Overview of the Santander Navigator platform and its benefits for businesses.Successful sectors for UK companies in China and potential growth areas.Challenges faced by British businesses in the Chinese market.Success factors for British consumer brands in China.Strategic advice for British brands exporting to China.Promising export markets for British companies beyond China.

In this episode of The Negotiation podcast, host Todd Embley sits down with Zarina Kanji, WPIC’s newly appointed Managing Director for the UK and Europe. Zarina shares insights into her career, the evolving e-commerce landscape in China, and the promising opportunities for UK and European brands in APAC markets.The conversation begins with Zarina recounting her career journey, including her lengthy stint at Alibaba, detailing the experiences that shaped her expertise in Asian e-commerce and her strategic vision for WPIC’s expansion in the UK and Europe. She discusses the motivations behind her decision to join WPIC and what her appointment signifies for the company's global strategy moving forward.Zarina provides an in-depth analysis of how China’s e-commerce landscape has transformed over the years and offers actionable strategies that brands can adopt to thrive in this dynamic market. She highlights the consumer sectors with the most promise for UK and European brands, emphasizing the lifestyle and economic changes driving these opportunities.The discussion also touches on the reasons behind the success of British brands in China, exploring cultural appeal and market strategies that resonate with Chinese consumers. Zarina’s insights extend beyond China, as she reflects on her experiences in Southeast Asia and shares her optimism about the e-commerce potential in other APAC markets. This broader perspective influenced her decision to join WPIC and shapes her approach to navigating the challenges and opportunities in these regions.Discussion Points:Zarina Kanji’s career trajectory and her role at WPIC.Changes in China’s e-commerce landscape and strategic responses for brands.Promising consumer sectors for UK and European brands in China.The success factors behind British brands in the Chinese market.The potential of e-commerce in Southeast Asia and its influence on Zarina’s career.

In this episode of The Negotiation podcast, host Todd Embley welcomes Maren Steinnes, Co-founder and CEO of Fjorda, the innovative Norwegian supplements brand that has made a significant impact on the Chinese market. Maren shares the intriguing journey of Fjorda's entry into China, exploring the strategic decisions that led to its success and the broader implications for international brands in the APAC region. Maren begins by introducing the origins of Fjorda, explaining how the unique aspects of Norwegian culture and natural resources inspired the creation of a supplement brand tailored for the health-conscious Chinese consumer. She delves into how Fjorda utilized comprehensive market research and e-commerce data to develop and refine their hero products, which are specially designed to meet the preferences and needs of their target market. The discussion also covers the unexpected insights gained from their market research, which significantly influenced Fjorda’s product formulation and marketing strategies. Maren outlines Fjorda's multi-faceted go-to-market strategy, highlighting how the brand initially selected and then expanded beyond specific sales and marketing channels to increase its reach and visibility. Maren recounts a recent successful live-streaming campaign, providing insights into the effective tactics employed and the impact of transitioning from a single-channel to a multi-channel selling approach. She candidly discusses the challenges faced while introducing Fjorda to the competitive Chinese e-commerce landscape and shares key lessons that could benefit other brands considering similar market entries. Looking to the future, Maren discusses Fjorda’s expansion plans within the APAC region, identifying key markets and outlining how the brand intends to adapt its products and strategies to cater to varying consumer behaviors and preferences across different cultures. Discussion Points:The inspiration and cultural integration behind Fjorda’s product line.Utilization of Chinese e-commerce trends and data in product development.Strategic decisions in marketing and channel selection for entering the Chinese market.Challenges of launching a foreign brand in China and strategies to overcome them.Multi-channel expansion and its effects on brand growth and consumer reach.Future plans for Fjorda in the APAC region and strategies for market adaptation.

In this episode of The Negotiation podcast, host Todd Embley sits down with Julienna Law, Managing Editor at Jing Daily, to discuss the current state of luxury brands in China, evolving fashion trends, and the impact of cultural shifts on consumer behavior. The episode kicks off with Julienna sharing her journey into China-focused journalism and what currently excites her in this field. They delve into her recent reporting, starting with Ralph Lauren's impressive sales growth in the APAC region, particularly in China. Julienna analyzes what this success reveals about current style preferences among Chinese consumers and how Ralph Lauren is effectively utilizing social commerce platforms like Xiaohongshu to boost its market presence. The discussion then turns to Chanel's strong performance, with Julienna outlining the key factors that contributed to their success. The conversation shifts to the broader luxury market landscape in China, exploring whether luxury brands are struggling and strategies that could lead to success in this complex environment. Julienna also shares insights from her pieces on office fashion trends and the phenomenon of 'loud quitting' in China, reflecting on how these trends indicate young Chinese professionals' attitudes toward their jobs and how these attitudes are influencing fashion. Further, the podcast explores the global expansion of Chinese brands, with specific examples of Florasis opening a store in Paris and Miniso's growing popularity among American Gen Z consumers. This leads to a broader discussion on the cultural and value convergence between young Chinese and Americans, spurred by brands like Ralph Lauren and Miniso. Lastly, Julienna discusses the latest trends in travel and travel-related spending among Chinese consumers, especially post-pandemic, and touches on the relevance of shopping festivals like the 6/18 festival in today's consumer culture. Discussion Points:Julienna Law’s path to China-focused journalism.Analysis of Ralph Lauren’s growth in China and its marketing strategies.Factors behind Chanel’s recent success in the Chinese market.Current state of the luxury market in China and strategies for brand success.Reflections on office fashion trends and the concept of 'loud quitting'.Examination of Chinese brands like Florasis and Miniso succeeding internationally.Cultural convergence in consumer values between China and the US.Trends in travel and spending among Chinese consumers.The ongoing relevance of major shopping festivals like 6/18.