chinese business negotiation
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11 Facts about Chinese Business NegotiationTRANSCRIPT
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Chinese Business Negotiation
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11 FACTS ABOUT CHINESE BUSINESS NEGOTIATION1
1
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1
Only senior members of the negotiating team will speak. Designate the most senior person in your group
as your spokesman for the introductory functions.
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2
Business negotiations occur at a slow pace
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3
Be prepared for the agenda to become a jumping off point
for other discussions.
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4
Chinese are non-confrontational. They will not overtly say 'no', they will say 'they will think about it' or 'they will
see'.
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5
Chinese negotiations are process oriented.
They want to determine if relationships can develop to a stage where both
parties are comfortable doing business with the other.
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6
Decisions may take a long time, as they require careful review and
consideration.
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7
Under no circumstances should you lose your temper or you will lose face
and irrevocably damage your relationship.
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8
Do not use high-pressure tactics. You might find yourself outmaneuvered.
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9Business is hierarchical.
Decisions are unlikely to be made during the meetings you attend.
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10
The Chinese are shrewd negotiators.
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11
Your starting price should leave room for negotiation.
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