Event Registration

Please register


Event Summary

China's surging out-bound investment is causing challenges for Australian property, investment and business professionals not attuned with the style of Chinese deal making and negotiation.

Why is there so much perceived "tyre kicking" among Chinese buyers? Why do so many deals fall apart at the last minute? Why do negotiations proceed in such a seemingly slow and circular fashion? What do Chinese deal-makers expect from 'the other side,' and how do you finesse your negotiations with Chinese counterparts.

This four hour workshop will demystify the process of attracting and negotiating with Chinese investors and buyers.

It is ideal for Australian firms dealing with Chinese investors, buyers, entrepreneurs, agents, distributors, corporations and state-owned enterprises.

Workshop Leader

CT Johnson was an executive and board member with Huawei Technologies, one of China's biggest corporations, working on their M&A team and as the Head of Contract & Negotiations.

CT brings his unique insights into Chinese deal making and buying decisions. As CT says, he's BEEN the deal maker in a Chinese company, and so knows how and what they think.

Location: Herbert Smith Freehills, ANZ Tower, 161 Castlereagh St, Sydney.

Time and Date: 11 August, Thursday 8.30am
registration. 9am to 2pm. (Includes 1 hour networking stand-up lunch and tea break)

Cost: $450 plus GST for early bird registrations. Thereafter $600 plus GST

Seating is limited, so please register as soon as possible

Workshop Agenda


Explaining the Chinese perspective on deal making


Defining the biggest issues in closing deals with Chinese investors


Explaining the way Chinese people think about deals and negotiations


Telling you what the Chinese want, and what they fear, and what's driving them when they're making a deal


Learning how to deal with the Chinese and keep them coming back to invest with you over and over again


Telling you what's going on behind the most common problems afflicting cross-border asset and investment purchases


Exploring the cultural issues driving these common problems


Discovering ways to avoid or recover from problems that wreck deals with Chinese investors

Who should attend this workshop?

This workshop is perfect for investment and financial professionals who are working with and selling to Chinese clients.

The workshop is also a "must attend" for professionals serving the investment market, including, senior business executives, trade negotiators, wealth management advisers, property developers, real estate agents, visa agents, accountants, and lawyers, property managers and other consultants.

What will attendees get out of this workshop

You will have your limiting beliefs that keep you from effectively negotiating with the Chinese market (e.g. I have to speak the language) debunked

You will get a simple, powerful framework for understanding – and closing deals with – Chinese clients and investors

You will leave with clear insights on how Chinese make their investing decisions

You will learn a clear process for negotiating with Chinese buyers and investors

You will discover how to successfully manage your Chinese clients and keep winning business from them in the future

Speaker Biography

Christopher Todd (CT) Johnson is a Thought Leader in the field of cross-border deal negotiation and the author of Riding The Dragon: Managing Your Chinese Investors, Partners & Employees.

He's spent the last 20 years working with and for multinational companies in Western Europe, Russia, Southeast Asia, the US and China. He specializes in negotiating deals between companies in China and the Anglophone countries (i.e. US, UK, Australia).

CT is an American and now lives in Australia; previously he lived in the US, Russia and China. He started his career with Ernst & Young and later worked for Swedish telecom equipment-maker Ericsson.

Most recently, CT worked for Huawei Technologies in China, acting first as the Head of Contracts & Negotiation and later as a member of the board of directors of several Huawei subsidiaries in Asia.

CT was also a member of Huawei's M&A team and served on the parent company's Finance Committee. In addition to English, CT speaks German, Russian and Mandarin.

  CT Johnson's interview with the ABC on Chinese tourism opportunities in Australia Click here

  David Chin's and CT Johnson's interview with the ABC on China's appetite for global &
      Hollywood film investment assets
Click here


Herbert Smith Freehills

Wherever you are in the world, Herbert Smith Freehills will work at the heart of your organisation and your sector to help you capitalise on opportunity and navigate complexity, protect you against risk and uncertainty, and help you to thrive in a world that is rich with new possibilities.

Operating from 25 offices, our M&A team provides market-leading capability on public and private mergers and acquisitions with particular strength and expertise in cross-border, high-value, complex M&A activity across a number of global industry sectors, including energy, natural resources, infrastructure, technology and financial services.


Workshop Leader


CT Johnson

CT is a Mandarin speaker and Asia expert who previously lived in China and worked as a senior executive for one of China's largest companies. CT specializes in helping Australian businesses negotiate with Chinese investors and buyers.