The Negotiation

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

In Part 1 of this two-part episode of The Negotiation, host Todd Embley welcomes Dr. Chui Chui Tan, founder of Beyō Global and a leading voice in international growth strategy. With over 16 years of experience helping brands like Spotify, Bumble, and Google expand into new markets, Dr. Tan shares how cultural insight—not just translation—can make or break global product launches.This conversation examines how Beyō Global assists companies in developing culturally intelligent expansion strategies that extend far beyond localization. Dr. Tan explains the distinction between localization and culturalization, and how a nuanced understanding of history, social behavior, and consumer psychology can set brands up for success.Tune in to hear her approach to assessing new markets, how global expansion into APAC differs from the West, and why many brands still get cultural strategy wrong. Stay tuned for Part 2 next week, where we dive into case studies with Spotify and Bumble, and explore common pitfalls in global expansion.Discussion Points (Part 1):What led Chui Chui to found Beyō Global, and how her UX background shaped her global mindsetThe company’s mission and how it helps brands build culturally attuned expansion strategiesHow culturalization differs from localization—and why that matters in global growthThe strategic process Chui Chui uses when assessing a brand’s readiness to expandThe importance of historical and behavioral insights in shaping market entry plansTips for approaching diverse APAC markets and avoiding Western-centric misstepsKey differences between growing in APAC vs Western markets and what brands need to adapt

In this special French-language edition of The Negotiation, we welcome Emmanuel Poupelle, WPIC’s newly appointed Director of Growth, for a conversation hosted by Charles Lavoie, VP of Marketing at WPIC.Emmanuel brings years of on-the-ground experience in China’s retail and e-commerce industry. He has now joined WPIC to help more European brands expand into the dynamic markets of China, Japan, South Korea, and Southeast Asia. In this episode, he shares his unique perspective on how the Asia-Pacific region has evolved, what makes it such a compelling growth opportunity, and why European brands—especially in categories like fashion, beauty, wellness, and home—are particularly well-positioned to thrive.Charles and Emmanuel also discuss the strategic thinking behind WPIC’s expansion across Europe, the cultural and consumer dynamics shaping retail in APAC, and the practical steps European brands should take to succeed.🎧 Note: This episode is entirely in French.Discussion Points:Emmanuel’s career journey and how it led him to WPICWhy WPIC is doubling down on Europe as a growth regionEmmanuel’s experience in China and how the e-commerce landscape has evolvedStrategic shifts required for European brands to succeed in APACKey sectors in China showing promise for European companiesWhat drives the success of European brands in the Chinese marketEmerging opportunities in Japan, South Korea, and Southeast AsiaWPIC’s support model for international market entry

In this episode of The Negotiation, host Todd Embley is joined by Mark Kruger, a Senior Fellow at the Yicai Research Institute, Centre for International Governance Innovation, and the University of Alberta’s China Institute. Formerly with the Bank of Canada for three decades, Mark now resides in Shanghai and writes regularly for Yicai Global, where he offers clear, data-driven analysis on China’s economy. In today’s episode, Todd and Mark dig into China’s macroeconomic outlook in the wake of proposed new tariffs from Donald Trump and why Mark believes the country’s 5% growth target remains achievable despite external pressure.The conversation explores Mark’s recent columns, including “Is China’s 5 Percent GDP Growth Credible?” He shares insights into the resilience of the Chinese economy, fiscal and monetary policy expectations, consumer confidence trends, and the ongoing property sector adjustment. Mark also weighs in on how Canada should navigate its own economic relationship with China during a time of rising global protectionism.Stay tuned for a sharp, timely conversation with one of the most thoughtful observers of China’s economic evolution.Discussion Points:Why Trump’s tariffs may not derail China’s 5% GDP growth targetSigns of strength in China’s Q1 economic dataThe resilience of Chinese consumer confidenceHow China’s export profile is becoming more diversifiedPotential fiscal and monetary responses from Beijing to rising trade tensionsThe role of infrastructure investment and new manufacturing sectors in bolstering growthThe status and long-term management of China’s property sectorCanada’s strategic positioning in the context of US-China trade tensionsKey risks and tailwinds shaping China’s medium-term economic outlookWhat foreign businesses should keep in mind when interpreting China’s economic trajectory

In Part 2 of our conversation with Rui Ma on The Negotiation podcast, we explore the evolving consumer tech and innovation landscape in China beyond AI. Rui shares her analysis on the rise of local life services, humanoid robotics, and China's dominance in electric vehicles—highlighting the factors propelling growth and the remaining roadblocks.We also zoom out to explore the broader dynamics between the U.S. and China’s tech ecosystems. Rui discusses rising tensions, how media and policy shape U.S. perceptions of Chinese tech, and whether meaningful collaboration is still possible.Finally, Rui reflects on the future of China tech and whether she still believes—as she’s said before—that “the next China is China.” Listen for sharp insights, fresh perspectives, and a grounded look at where things might be headed.Discussion Points:The transformation of China’s consumer tech and local life services landscapeChina's rise in the EV market and what’s fueling itThe state of humanoid robotics in China vs. the U.S.U.S. public and governmental attitudes toward Chinese techHow geopolitical tensions are creating siloed ecosystemsThe role of Western media in shaping perceptions of Chinese innovationStrategies for fostering cooperation and countering biasRui’s long-term outlook for China’s tech sector

In this episode of The Negotiation, we’re joined once again by Jacob Cooke, Co-founder and CEO of WPIC Marketing + Technologies. Jacob walks us through the key insights from WPIC’s latest data report profiling the fastest-growing consumer segments in China’s e-commerce market. Drawing from GMV data across Tmall, JD.com, and Douyin, the report reveals a story of recovery, consumer optimism, and evolving channel strategies.Jacob kicks off with an overview of China’s current consumption environment, highlighting a return of consumer confidence fueled by government stimulus, higher disposable incomes, and a willingness to spend. He then breaks down performance across platforms, noting the rapid rise of Douyin and Xiaohongshu, and explaining how brands should adapt to a more fragmented, omnichannel landscape.We then dive into category-specific insights, from the booming beauty and fashion sectors to the rise of experiential consumption, pet care premiumization, and the ongoing expansion of health and wellness products. Jacob also discusses growth in outdoor and active lifestyle categories, with impressive gains in cycling, hiking, and ski gear.Stay tuned for an insight-packed discussion that challenges the doom-and-gloom narrative and positions China as a dynamic and essential market for global brands.Discussion PointsWhy consumer confidence is rebounding in China—and what that means for international brandsPlatform performance: Tmall and JD’s staying power vs. Douyin’s rise in social commerceXiaohongshu’s triple-digit growth trajectory and strategic role for brand discoveryBeauty and fashion trends: science-backed skincare, expressive makeup, men’s groomingThe suitcase boom: post-pandemic travel + lifestyle trends = experiential consumptionWhat’s fueling China’s demand for fish oil, vitamin B, and dietary fiberOutdoor gear goes mainstream: cycling, skiing, hiking, and the crossover with fashionPremiumization in pet care: what’s behind the $11.2B marketRising spend in the mother and baby category despite falling birth ratesKey takeaways for brands: adopt an omnichannel, data-driven strategy for growth

In this episode of The Negotiation podcast, host Todd Embley is joined by Rui Ma, a distinguished expert with nearly two decades of experience working in technology and finance in the U.S. and China. Rui provides deep insights into the current landscape of AI, focusing particularly on the competitive dynamics between the U.S. and China. She discusses how geopolitical tensions and export controls have impacted China's AI industry and highlights the resilience and adaptability of Chinese AI firms.Rui shares detailed perspectives on the state of open-source collaboration in China's AI ecosystem compared to the U.S., and explains the significance of emerging players such as DeepSeek. Additionally, she explores the latest AI advancements from major tech giants like Ant Group and Baidu, as well as the rise of innovative startups like Manus. The conversation also touches on practical AI applications within China, guided by Alibaba's strategy of reducing costs and maximizing use cases. Rui concludes with her thoughts on the future of AI in China, offering an insightful outlook on opportunities and challenges ahead.Listeners should stay tuned for Part 2, where Rui will discuss additional key trends shaping the broader tech landscape in China.Discussion Points:·       Comparing strengths and weaknesses in the U.S.-China AI race·       Impact of U.S. export controls on China's AI sector·       Open-source collaboration differences between China and the U.S.·       DeepSeek’s rise and its impact on China's AI landscape·       Recent AI advancements from Ant Group and Baidu·       Emerging key players in China's AI industry, including Manus·       AI application trends in China driven by cost reduction and practical utility·       Rui Ma's outlook on China's AI future

Justin Downes returns to The Negotiation podcast to reflect on the recently concluded ski season in China and to discuss his new role in Hokkaido, Japan. With a career dedicated to advancing winter sports in Asia, Justin has been instrumental in the infrastructural development of ski resorts in China, contributing significantly to the country’s readiness for the 2022 Winter Olympics. In this episode, Justin provides an overview of the performance of the skiing season in China, talks about the world's largest indoor skiing resort in Shanghai, and compares the ski markets of China and Japan.Discussion Points:Overview of Axis Leisure Management and its impact on skiing in China.Performance insights from the recent ski season in China.Details on the world's largest indoor skiing resort in Shanghai and its significance in the growth of the industry.The influence of the Asian Winter Games on the popularization of winter sports in China and other Asian countries.Assessment of China as a mature or emerging skiing market.Comparisons between the skiing industries in China and Japan, highlighting unique aspects and challenges in both markets.

In this episode of The Negotiation podcast, Todd Embley sits down with Peter Park, WPIC’s latest addition in Melbourne and a recognized expert in Australia’s consumer brand sector and the APAC e-commerce landscape. Peter delves into his professional journey, his role at WPIC, and why the firm is an excellent partner for Australian consumer brands, especially in the F&B and health supplements sectors. He shares his insights on the rising trends in these categories. He highlights the untapped potential in markets like South Korea and Vietnam, discussing strategies for Australian brands to make impactful entries into these markets. Additionally, Peter spices up the conversation with an intriguing discussion about the whisky market across APAC.Discussion Points:Peter's professional background and his recent transition to WPIC.The role of WPIC in bolstering Australian consumer brands in the APAC region.Emerging trends in the F&B and health supplements sectors across APAC.Detailed exploration of South Korea as an underrated market for Australian brands.Opportunities for Australian brands in Vietnam and strategies for market entry.The growing popularity of whisky across APAC and its potential as a market for Australian exporters.

In this episode of The Negotiation podcast, host Todd Embley speaks with Joe Mazur, Senior Analyst at Trivium China, on the complexities of the U.S.-China relationship in the early days of the second Trump administration. Joe offers a comprehensive overview of the trade measures implemented by the U.S. since Donald Trump's re-election. He analyzes the motives behind the tariffs and their potential to escalate into more aggressive actions. He also analyzes China’s response to U.S. tariffs, which included a series of non-reciprocal measures. Joe explains their strategic significance and implications for future negotiations.The conversation also touches on recent U.S. restrictions in the semiconductor industry, highlighting the critical role this sector plays in the broader technological conflict between the U.S. and China and the closure of the de minimis exemption for Chinese goods. Listeners will gain a comprehensive understanding of the current state and potential future of US-China economic relations, the strategic motivations behind recent policies, and the implications for companies from various sectors.Discussion Points:Overview of U.S. trade measures since Trump's reelection and their strategic underpinnings.Analysis of China's non-reciprocal countermeasures and their potential strategic goals.Impact of U.S. policies on the critical semiconductor industry and the broader tech conflict.Insights into the closure of the de minimis exemption for Chinese goods and its significance.Discussion on the brief suspension of Chinese packages by the U.S. Postal Service and its implications.

In this episode of The Negotiation podcast, Todd Embley has a captivating conversation with Elyse Ribbons, a seasoned expert in the dynamics of influencer marketing in China. Elyse shares her extensive experience and insights into the unique landscape of social media and influencer engagement in China, highlighting the intricacies of platforms like RedNote (Xiaohongshu) and Douyin.The discussion opens with Elyse recounting her journey and how she became deeply involved with China, setting the stage for her dive into the digital marketing landscape there. She breaks down the major platforms used for influencer marketing, comparing them to their Western counterparts, and dives deep into the particularities of RED and Douyin, explaining their specific features and the demographics they appeal to.Elyse discusses the financial aspects of engaging with influencers, including the costs associated with different types of content creation, such as live streaming. She clarifies the distinctions between Key Opinion Leaders (KOLs) and Key Opinion Consumers (KOCs) and offers advice on how brands can select the right influencers to maximize the success of their marketing campaigns.Notably, Elyse touches on the latest trends in influencer marketing within China and provides her perspective on the future of international brands in the Chinese market amidst US-China tensions. This episode is a must-listen for anyone looking to understand the evolving dynamics of influencer marketing in China and how to navigate this complex but rewarding space effectively.Discussion Points:Elyse's personal journey and initial engagement with China.Detailed analysis of major Chinese platforms for influencer marketing.Specific features and demographics of RED and Douyin.Cost considerations in influencer engagements.Differences and impacts of KOLs versus KOCs.Strategies for selecting the right influencers for marketing campaigns.Emerging trends in the influencer marketing sector in China.Future outlook for international brands in the Chinese market.

In this episode of the Negotiation Podcast, Todd Embley interviews David Nottingham, the EU General Manager for IPinYou, a leading Chinese martech company. David shares his journey from Southeast Asia to the ad tech world, discussing the unique challenges and opportunities within the Chinese digital ecosystem. He explains the workings of IPinYou, its proprietary technology, and how it compares to Western ad tech platforms. The conversation delves into the paid media landscape in China, the importance of audience data, and the rise of platforms like Xiao Hongxu. David also highlights the competitive nature of advertising in China and the regulatory environment that shapes the industry.TakeawaysDavid Nottingham has been with IPNU for seven years, leveraging his background in Southeast Asia.IPNU is a leading Chinese ad tech company with proprietary technology for media buying.The Chinese digital ecosystem is closed, requiring tailored ad tech solutions.Western companies face challenges entering the Chinese market due to regulations.Audience targeting in China relies heavily on device IDs rather than cookies.Xiao Hongxu has gained popularity as a social commerce platform in China.The competitive landscape in Chinese advertising requires unique data strategies.Walled gardens in China limit cross-platform advertising opportunities.The Chinese government is regulating super apps to reduce their market power.Understanding the nuances of the Chinese market is crucial for successful advertising.