nega china c4
TRANSCRIPT
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CrossCross--Cultural NegotiationCultural Negotiation
C H I N AC H I N A
Group C4
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A little aboutA little about China is called Zhongguo
( or) in Chinese Zhng() means middle
or central
Gu( or) means state Commonly translated as Central Kingdom
Traditional values derived from Confucianism
Focus on secular ethics and morality
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Chinese Negotiation StyleChinese Negotiation Style
No absolute style
Embrace mixture of different roles
Strategy is a combination of cooperation and
competition High trust leads to smooth and creative
negotiation with win-win solutions
Distrust fosters manipulative negotiation with
volatile haggling
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Four Threads of Chinese CultureFour Threads of Chinese Culture
1. Agrarianism
Communal, loyal, not individualistic
2. Morality
Relationship ofying to yang
More concerned with means than ends
3. Pictographic Language
Better at seeing the big picture than details4. Wariness of Foreigners
Long violent history
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How to Negotiate?How to Negotiate?
Build your guanxi
Personal relationships are the key to business success inChina
People oriented approach
Engage in pre negotiation social talks Dinner, drinks and yes karaoke
Don't be afraid to let your prospective partners pay the
tab Maintain a consistent team
Patience, tolerance, persistence and honesty
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How to Negotiate?How to Negotiate?
Jiejian Pad your price
Chinese start by squeezing out water content Do not make concessions too readily
Mianzi Stay calm Help the Chinese negotiator gain face
Give precedents of similar agreements with
Chinese
Help them get around bureaucratic obstacles
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How to Negotiate?How to Negotiate?
Use a zhongjian ren
Introduction from a trusted person Use local Chinese employees
Forget NDA! Create trust
NDAs start the relationship off with an air of
distrust
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How to Negotiate?How to Negotiate?
Shehui Dengji
Send the right team, social status is important Charisma and decision making of team leader
Technical and financial experts Chinese are
technology and price sensitive Display political support
Chinese believe in government control
Identify and talk to real negotiators Top leaders of Chinese government
Senior executives of companies
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How to Negotiate?How to Negotiate?
Zhengti Guannian
Anything other than Yes means No
Can lead to perceived consensus
Nothing is settled unless everything is
Invite abroad for Negotiations Chinese reciprocate hosts kindness
Magic number 8
Respect socio-cultural traits Do not point fingers
Utilize unique regional features of the 1.3 billion
Chinese market
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Thank you!