The Negotiation

In this special episode of The Negotiation, WPIC CEO Jacob Cooke steps in as host to interview Bijan Ahmadi, Executive Director & COO at the Canada China Business Council—one of the leading organizations supporting Canadian businesses in China and strengthening bilateral commercial ties.This episode offers a unique perspective: Jacob was in Beijing during Prime Minister Mark Carney's recent visit to China—the first by a Canadian leader in years—giving him firsthand insight into the trip's significance. Together, Jacob and Bijan unpack what the visit means for Canadian business and Canada-China relations, with Bijan's deep expertise in trade policy, market access, and bilateral economic engagement complementing Jacob's on-the-ground observations.This conversation comes at a critical moment: as the U.S. administration raises questions about Canada's engagement with China, this episode cuts through the noise to focus on the facts—what was actually agreed, what it means for jobs and GDP, and why China remains a vital market for Canadian exporters and businesses.Discussion Points·       The historical context and significance of Prime Minister Mark Carney's visit to China·       Whether the visit achieved a meaningful reset in Canada-China relations·       Specific outcomes and agreements from the trip—sector-by-sector wins for the Canadian economy·       CCBC's role during the visit and how members have reacted·       How Canadian businesses are reassessing their perceptions of China post-visit·       Next challenges CCBC will work to solve for Canadian business·       Clarifying misconceptions around a potential "deal" with China and U.S. political concerns·       The strategic importance of China to Canada's economy—jobs, GDP, and export opportunities

In this episode of The Negotiation, host Todd Embley welcomes Tom Simpson, Managing Director of China Operations and China Chief Representative for the China-Britain Business Council (CBBC)—one of the leading organizations supporting UK businesses in China and strengthening bilateral commercial ties.Tom joins the show to unpack Prime Minister Sir Keir Starmer's recent visit to China—the first by a UK leader in eight years—and what it means for British business and UK-China relations. With deep expertise in bilateral trade and on-the-ground operations in China, Tom provides an insider perspective on the specific outcomes of the trip, CBBC's role during the visit, and what comes next for UK companies navigating the Chinese market.From visa-free travel to tariff reductions, Tom walks through the concrete agreements reached and explores what they mean for different sectors of the UK economy. The conversation also addresses the ongoing challenges and opportunities UK businesses face in China, and where the greatest potential lies for UK-China commercial cooperation in the years ahead.Discussion Points·       Historical background to PM Starmer's visit—why the eight-year gap and how the trip came about·       Whether the visit achieved a meaningful reset in UK-China relations·       Specific agreements and announcements: visa-free travel, tariff reductions, and other key outcomes·       CBBC's role during the trip and member reactions·       Current challenges and opportunities for UK companies operating in China·       Priority areas for UK-China commercial cooperation over the next few years·       Key message for UK business leaders is still uncertain about China as a market

In this episode of The Negotiation podcast, host Todd Embley welcomes back Justin Downes, President of Axis Leisure Management and one of the foremost experts on skiing and winter sports development in Asia.With nearly two decades of experience shaping China’s ski and snowboard industry — including playing a role in the infrastructure behind the Beijing 2022 Winter Olympics — Justin brings a rare, on-the-ground perspective. More recently, his work in Japan’s ski market gives him a comparative lens on how Asia’s two most important winter sports economies are evolving.With the Milan 2026 Winter Olympics on the horizon, this conversation dives into participation trends, market growth, and where the biggest opportunities lie for brands, operators, and investors across China and Japan.Discussion Points·       Where Justin is joining from and what he’s been focused on since his last appearance·       A high-level assessment of the 2025–2026 ski season in China·       Comparing the outlook for China and Japan’s ski markets — similarities and divergences·       Data and trends around skier and snowboarder participation in China·       How the profile of the “typical” Chinese skier has evolved in recent years·       Chinese athletes to watch ahead of the Milan 2026 Winter Olympics·       Whether Milan 2026 could spark another participation boost across China and Asia·       The evolution of indoor skiing in China and its role in market development·       Commercial opportunities across resorts, equipment, apparel, training, and experiences·       Key takeaways on what the next five years hold for skiing in China and Japan

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

In this episode of The Negotiation, we welcome Emmanuel Poupelle, WPIC Marketing + Technologies’ Director of Growth for Europe, to explore how European lifestyle and health brands can succeed in China’s fast-changing consumer landscape. Originally recorded as a webinar, there were so many incredible insights brought to the discussion that we felt it was well worth publishing as a podcast as well.Drawing on his extensive experience advising international brands, Emmanuel explains why China’s evolving demographics, shifting consumption priorities, and increasing demand for premium lifestyle products have created a major growth opportunity. We discuss why Xiaohongshu (RED) is essential for discovery and influence, how Chinese consumers evaluate value and quality, and why European “heritage” brands still hold strong appeal.From health supplements and personal care to mental wellness and outdoor products, Emmanuel walks through the most promising categories—and why brands need to lead with storytelling, lifestyle positioning, and an integrated service model to win in China. Enjoy!Discussion PointsWhat’s changing in China’s consumer landscape—and why this matters for European brandsThe growing influence of Chinese outbound travellers and Xiaohongshu (RED)Why lifestyle positioning and heritage storytelling are key to market entry successWhich health and wellness categories are gaining the most tractionHow services, co-branding, and social commerce strategies can complement product launchesTiming your entry: why summer is ideal for lifestyle and travel-linked brandsWhere opportunities remain wide open: supplements, clean beauty, mental wellness

In this episode of The Negotiation, we speak with Clementine Pippa Ebel, a cultural strategist and expert on China’s rapidly growing outdoor sports market. Clementine works for KAILAS, one of China’s top domestic outdoor gear brands, and brings unique insight into how Chinese consumers are embracing trail running, hiking, camping, and the broader Gorpcore lifestyle.We explore how outdoor culture is evolving across China—from elite ultra-marathon events to the growth of beginner-friendly running clubs in second- and third-tier cities. Clementine also explains what makes Chinese outdoor consumers unique, how Western brands can enter this space authentically, and the key regional nuances shaping demand.We also explore the impact of digital communities, livestreaming, and Xiaohongshu on shaping outdoor trends—and why this space represents one of the most exciting opportunities in China's consumer market today.Whether you’re an outdoor brand eyeing expansion into China or simply curious about cultural shifts in the region, this is a must-listen conversation.Discussion Points:·       Clementine’s journey from branding and cultural strategy to the world of outdoor sports in China·       The growth of trail running and ultramarathons across Chinese regions·       Why outdoor sports are resonating with young, urban Chinese consumers·       The role of KAILAS and other local brands in shaping the market·       Regional trends and the influence of nature tourism on demand·       How community-driven platforms like Xiaohongshu are fueling outdoor enthusiasm·       Gorpcore fashion: from function to street style in Chinese cities·       What Western outdoor brands need to know to localize effectively·       The intersection of sustainability, wellness, and outdoor consumerism·       Clementine’s outlook on what’s next in China’s outdoor and adventure economy

In Part 2 of our interview with EIU economist Tianchen Xu, we turn our focus to the Chinese consumer. Is spending recovering? What’s happening in the housing market? And are the big headline sales events like 618 masking deeper issues in consumer confidence?Tianchen walks us through the mixed signals emerging from China’s domestic economy, from retail sales rebounds to the drag of the property sector. He also explains the broader social and psychological drivers behind current consumption behavior and what he expects for the rest of the year.Discussion Points:The rebound in retail sales and why it may not reflect deep consumer confidenceHow the housing slowdown continues to weigh on economic psychologyThe role of savings, youth unemployment, and pandemic aftershocksLocal government infrastructure spending vs. private consumption as growth driversWhy we shouldn’t expect a “bazooka” of stimulus—and what slow, steady support may look like

In Part 1 of our conversation with Tianchen Xu, Senior Economist at The Economist Intelligence Unit, we dig into China’s macro performance in the first half of 2025—and what the future may hold. Tianchen analyzes Q1’s headline 5.4% growth, discusses why the London trade truce between the US and China matters, and highlights what Western media narratives often miss when reporting on China’s economy.We also explore how resilient China’s economy really is in the face of renewed US tariffs, whether the truce will hold, and how all of this impacts international brands and investor sentiment. For anyone navigating China’s economic landscape in 2025, this episode offers a level-headed, data-driven perspective.Discussion Points:Why Q1 2025’s 5.4% GDP growth may be more complicated than it looksThe London US-China tariff agreement: what it covers and what could unravelHow China’s supply chain reconfiguration may insulate it from future tariff shocksWhat Western media gets wrong about China’s macro fundamentalsThe role of state-led investment and policy buffers in maintaining growth momentum

In this episode of The Negotiation, host Todd Embley welcomes back WPIC CEO Jacob Cooke to share insights around two pivotal developments for global consumer brands: the framework trade agreement between the US and China, and China’s massive 618 shopping festival.Jacob breaks down the implications of the new framework agreement between the US and China, explains how tariff policies are shifting brand strategies, and highlights key recommendations for both U.S. and non-U.S. companies looking to grow in the APAC region. He also shares what’s different about this year’s 618 shopping event, how platforms like Taobao and Xiaohongshu are integrating content and commerce, and which product categories are set to win big.If you’re a global brand navigating China’s trade and consumer landscape, this is one episode you don’t want to miss.Discussion Points:The latest updates from Jacob on the ground ahead of 618Key findings from WPIC’s June 2025 strategic tariff reportWhat the US-China “London Deal” means for cross-border businessWhy 618 remains a crucial growth moment for international brandsHow platform integrations (e.g., the Red Cat Plan) are changing the gameGrowth sectors to watch: beauty, wellness, fashion, and baby careJacob’s top 3 tips for brands to win during 618

In this episode of The Negotiation, host Todd Embley sits down with Kevin Xu, founder of the bilingual newsletter Interconnected, which offers sharp analysis on the intersection of technology, investing, and geopolitics between the United States and China. Kevin has become one of the most thoughtful and trusted voices interpreting Chinese tech trends.Together, they explore the evolving AI landscape in China, examining how players like DeepSeek and Alibaba are shaping the race, how export controls are impacting development, and why Kevin believes 2025 could be the year of the “AI RIF.” They also unpack China’s open-source culture, cloud strategy, and what Western analysts continue to get wrong about China’s innovation ecosystem.If you want to understand better the complex forces shaping tech and policy between the world’s two largest economies, this is a must-listen.Listeners should also check out Kevin’s newsletter Interconnected at interconnected.blog.🔍 Discussion PointsWhat Western analysts often get wrong about China’s tech ecosystemChina’s strengths and weaknesses in AI vs. the U.S.Why Kevin believes 2025 may mark the start of “AI-driven layoffs” (AI RIF)DeepSeek’s rise and its open-source implicationsWhy “open vs. closed” is a more useful lens than “US vs. China” in the AI raceAlibaba’s AI and Cloud strategy post-reorganizationAre U.S. tech export controls helping or hurting long-term AI innovation?Potential “second-order” consequences of chip restrictionsUnderrated trends in Chinese tech to watch in 2025What investors and operators should be paying attention to next

In Part 2 of this special episode of The Negotiation, host Todd Embley continues the conversation with Dr. Chui Chui Tan, founder of Beyō Global. This episode focuses on practical examples from Chui Chui’s work with global brands, including Spotify and Bumble, and what it really takes to launch successfully in new markets.Chui Chui unpacks how Spotify adapted its product strategy for dozens of international markets using deep local insight, and how Bumble rethought its approach to dating culture when expanding into APAC. She also shares practical advice on timing, market selection, and the right metrics for measuring success in global rollout.For brand owners, operators, and marketers looking to understand what separates global hits from cultural flops, this episode is packed with wisdom and real-world experience.Discussion Points (Part 2):How Chui Chui worked with Spotify to understand local behavior in 45+ countriesCultural and strategic lessons from Bumble’s international expansionFrameworks for deciding when and where to grow globallyCommon mistakes companies make when entering new marketsMetrics and qualitative signals that show cultural adaptation is workingChui Chui’s final advice for companies aiming to expand internationally with care and insight