Negotiating In China: Rules for Success ... - China Business Connect

If you are reading this article then you are probably looking for more information regard to negotiating with the Chinese. In this article I will provide you with some information to enable you to start successfully negotiating in China.

It is important to note that negotiating in China can be lengthy process and it is likely to take place over a long period of time. In the US many negotiations are carried over the phone, however in China there is requirement for face to face meetings.

One of the reasons why negotiating in China can be a lengthy process is the fact that translation will often be required. It is important that when you are negotiating with the Chinese that you have a clear idea of where you want to end up and you need to have a solid plan in order to get there.

When you are negotiating with Chinese people then you are likely to face a team of negotiators across the table. One of the most important things you need to do is to identify the key decision maker within the group as well as those individuals who can influence the decision maker.

You should aim to assemble a capable Chinese team as they can help you to overcome the cultural differences and it will also help in making the negotiations run more smoothly.

In China actions speak louder than words and the Chinese pay more attention to what you do instead of what you say. When you are negotiating with the Chinese it is vital that you show them respect, show an interest in them and attempt to build a bond with your Chinese counterparts.

When you think you have enough information to make a decision you will need to stop and think before you say anything. You should listen as much as possible and never rush into making any decisions.

You will need to control your emotions during the negotiations, showing any form of anger or threatening to walk out on negotiations rarely work in China as the Chinese will start questioning you?re your desire to cooperate.

If you have a disagreement with your Chinese counterpart then it is important that you carefully explain your reasoning. If your Chinese counterpart thinks that you are being unreasonable then they may not actually let you know but as a result your negotiations are then likely to stall and be unsuccessful.

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