12 Nov 2025
On the evening of 5th November 2025, the International Business School Suzhou (IBSS), part of Xi'an Jiaotong-Liverpool University (XJTLU) hosted an International MBA (IMBA) Masterclass themed “The Art of East-West Strategic Negotiation: Breaking Cultural Barriers, Forging Sustainable Partnerships” at the Suzhou Jinji Lake Grand Hotel. The room was filled to capacity, and the atmosphere was warm, energetic and highly engaged.
Opening the event, Dr Nuno Da Camara, Director of the IMBA Programme at IBSS, delivered a warm welcome and highlighted the core strengths of the IMBA. He emphasised that the programme leads to a master's degree from the University of Liverpool in the UK, is recognised by China's Ministry of Education, and is delivered entirely in English. The instructors are a team made up largely of international professors with extensive global experience, fostering a genuinely international learning environment for participants.
Dr Da Camara went on to explain that the programme is designed for senior executives with an average of 15 years’ work experience. Many IMBA participants come from Suzhou's key industries, including manufacturing, automotive and healthcare, and have rich opportunities for overseas study tours and exchanges at the University of Liverpool and global partner institutions around the world. This perfectly aligns with IBSS's mission of ”to cultivate Chinese students proficient in international business practices, and international professionals who can excel in the Chinese business environment."
The keynote speaker, Associate Professor David Dufour from IBSS, then delivered an insightful presentation titled “The Art of East-West Strategic Negotiation.” Drawing on 25 years of experience working in China, he made it clear from the outset that in an era of shifting geopolitics and complex globalisation, the ability to navigate cross-cultural differences has become a core strategic capability for business leaders. Whether it is multinational enterprises seeking to deepen their presence in China, or Chinese firms looking to expand overseas, negotiation skills have evolved from simple transactional techniques into a key driver of long-term trust and sustainable, mutually beneficial partnerships.
To bring cultural differences to life, David designed an immersive scenario workshop titled “The Coffee Machine is Broken”, guiding participants to experience first-hand how thinking patterns and behaviours can differ across cultures. Using this as a starting point, he systematically introduced key dimensional theories in cross-cultural research, such as power distance, individualism versus collectivism, providing a clear theoretical framework for analysing East-West negotiation styles. He closed by summarising three practical strategies: “Listen more, speak less; ensure understanding; suspend judgment,” helping executives anticipate misunderstandings, bridge gaps in complex international negotiations, and transform cultural differences into a source of innovation and collaboration.
The alumni sharing session that followed further lifted the energy in the room. Representatives of XJTLU IMBA alumni spoke about how they had transformed academic learning into real workplace competitive advantage. Responding to a common concern among the guests – “is now the right time to invest in myself, given the current economic climate?”," – 2023 IMBA graduate Zhimeng Fang, China Procurement Manager at ACPS Automotive Group, provided a clear action framework based on the “SMART” principle he had learnt on the programme.
Through concrete examples from his work, such as reducing procurement costs and communicating complex requirements, he demonstrated how vague ambitions can be translated into specific, measurable, achievable, relevant, and time-bound action plans. "XJTLU has given me a powerful platform, just like providing fresh ingredients and high-end kitchenware," he shared. "Whether we can cook a delicious dish, though, depends on our own effort, the methods we use, and how well we mobilise the resources around us.”
He stressed that studying at XJTLU had not only enhanced his ‘hard skills’ such as business English, but also given him access to a strong network of teachers and alumni: “Professors' offices are in the business school building, and they themselves are valuable resources within our reach.” Having moved from ‘student’ to ‘off-campus mentor’, Zhimeng is now able to bring his experience back into the classroom, forming a virtuous cycle of internalising knowledge, empowering others, and giving back to the platform. Quoting Laozi's "“Tao Te Ching” – “Great things in the world must be done in detail,” he encouraged participants to keep investing in what is “important but not urgent” in an uncertain environment and to use careful planning to create a sense of personal certainty.
In the final networking and free exchange session, participants continued to swap negotiation insights, share perspectives from different industries, and expand business networks in a relaxed atmosphere. This masterclass was not only a feast of ideas, but also an efficient networking platform, perfectly embodying the core value of the XJTLU IMBA: to stay closely connected with the business community and to support participants’ career development.
The IMBA programme at International Business School Suzhou, XJTLU has been ranked among the TOP 10 Sino-foreign co-operative business master's programs for four consecutive years. It remains committed to providing students with a global perspective, a innovative mindset, and the skills needed for responsible, sustainable business leadership.
12 Nov 2025