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How to negotiate successfully in China
China
Remember that...
Patience, perseverance and a long-term approach are the keys to success in China. Negotiations can take years, due to the number of people involved and the complicated government system. It took Marco Polo, the Venetian merchant, seventeen years to gain the trust if Kublai, the Great Khan of the Mongol Empire, the most important empire in the Middle Ages.
Negotiation tips
  • Personal and professional relations intertwine. Each Chinese executive has a network of contacts (guanxi) that works on the basis of personal favours and commitments. It is essential in order to negotiate to hire an agent or look for a partner with the right connections.
  • The Chinese are extremely suspicious. They will request a lot of information from the other party. However, the foreign negotiator must also be wary of what his/her Chinese counterparts may do with the information. Do not give any confidential information, since sooner or later some Chinese business competitor will use it.
  • Be prepared for a barrage of questions; sometimes the same questions will be asked over and over again. It is a tactic that they use to check the truthfulness and commitment of the proposals they receive.
Etiquette tips
  • For the Chinese, honour (mianzi) is more important than power or money. You should avoid comments or arguments that show them up to the rest of the group, and always give them an opportunity to correct what they have said if they have made a mistake. Face-saving is vital when negotiating in China.
Country Guide
How to negotiate successfully in China
provides information about:
  • Key facts
  • Businness environment
  • Negotiation strategies
  • Etiquette
  • Business culture
  • Useful words and phrases
  • Internet information
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More than 50 Tips about Strategies on Negotiation, Etiquette and Business Culture.
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