chinese negotiating styles (short lessons)
DESCRIPTION
You will meet each of these negotiating archetypes in China – but things will not be quite what they seem. Two cultural factors influence how each negotiating style will appear in ChinaTRANSCRIPT
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5 Chinese Negotiating Styles
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Negotiation matrix of 2 dimensions – concern for others’ goals and concern for one’s own goal.
Accommodators Compromisers
Avoiders Collaborators
Competitive
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Two cultural factors influence how each negotiating style will appear in China:
• Relationships are currency to Chinese negotiators, and the banquets, dinners, KTVs and visits are not just meeting places – they are deal points.
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• They all had read Sun Tzu’s “Art of War” in junior high and now swear that it governs the placement of every delicate strand of their grand strategy.
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What impact does this have on Chinese negotiating style?
Competitors
• Competitors will often appear to be very accommodative – offering to bend over backwards to help you.
Accommodators
• Accommodators exist in China, but you have to be doubly careful here. Beware of counterparties who look helpful but are really plotting to slaughter you for your gold fillings.
Compromise
• Compromise is an integral part of China’s consensus-oriented culture and your counterparty may look like he’s really searching for a fair solution.
Avoiders
• Avoiders are common in China, and are most likely to show up in the middle of modern international corporations and the heads of State Owned Enterprises.
Collaborative
• Collaborative negotiators are your greatest hope and your worst fear in China. On the one hand a true value-adding partner can open doors and supply vital market information.
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how doing business with China Company: trainings, step-by-step guides, reports, case studies
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