Richard Wageman and Marco Carone Address the Italian Business Community in Bologna

Bologna, Italy - Mr. Richard Wageman, senior partner of the Chinese law firm Lehman, Lee & Xu and Mr. Marco Carone, managing partner of the Italian law firm Carone & Partners conducted a workshop titled “Negotiating With Chinese Companies: Practical Strategies For Foreign Entrepreneurs” in Bologna (Italy), at the headquarters of the local industrial association Confindustria Bologna.

The workshop, aimed at explaining the “hows” and “whys” of successfully negotiating business with the Chinese, represented an unprecedented chance for Italian entrepreneurs to learn successful negotiations strategies with Chinese opponents.

Prof. Lavagnino, the most well-known Italian sinologist, was in charge for the scientific coordination of the event.

All attendees had the chance practice skills learnt from panellists in a business simulation which took place during the workshop, during which negotiations were conducted on various types of agreements (joint venture, trademark licensing, and distribution).

Marco Carone and two senior partners of Carone & Partners (attorneys Luca Vestini and Antonia Verna) managed the business game with the assistance of Richard Wageman and two members of the China Desk of Carone & Partners, namely Fabiola Moroni and Dun Li.

Mr. Carone stressed the importance of “doing your homework” before leaving for a business trip to China, by briefing the Italian team, preparing a detailed plan of the major issues to be discussed, the concessions one should be available to make and the progression towards one’s walk-out position.

Drawing on his long-term experience in China, Mr. Wageman gave the audience several practical tips and told anecdotes which raised the interest of all attendees.

Prof. Lavagnino, who has been living in China for more than ten years as a resident member of the diplomatic staff of the Italian Embassy in Beijing, provided the audience with a practical explanation of the role played by cultural mediators during business negotiations with Chinese companies and gave several insights on how to fill the cultural gap between foreigners and Chinese in order to increase the chances of a successful negotiation.

“Carone & Partners” and “Lehman, Lee & Xu” entered into an alliance in 2004 which is producing excellent results for both firms.

In 2005, Edward Lehman, managing partner of Lehman, Lee & Xu, and Marco Carone held several workshops and meetings with business communities in Milan, Vicenza and Bari.

For more information about Carone & Partners and Lehman, Lee & Xu, please visit their respective websites at www.cplex.it and www.lehmanlaw.com.