Correctly negotiate in China.

[Гудимов Анатолий Геннадиевич]

It is no secret that the isolationist policies pursued by the United States and European countries are making more and more attention paid to China, so it will be useful to get acquainted with the following tips.

The process of negotiations with Chinese partners is very different from negotiations with European companies. Europeans see negotiations as an exercise in diplomacy, while for the Chinese, the main thing in the negotiations is to build personal, lasting relationships. For them, contracts are only written agreements between people, and negotiations last throughout the course of joint business activities.

rp In addition to the fact that successful business relationships are built on personal relationships, in the process of negotiations with Chinese companies, any seemingly insignificant detail is of great importance. The main task during the negotiations is to get what you want without losing face, and not allowing your Chinese partner to lose face.

For example, you need to pay attention to such trifles as:

The place that each of the participants takes at the negotiating table (the most honorable place is facing the door that the leading person holds);
The procedure for obtaining any documents and business cards that the Chinese give you for review (you need to take everything with two hands, carefully study and ask clarifying questions);
Response to compliments (If you have been given a compliment, you must immediately give a compliment to your interlocutor);
Receiving gifts (In no case do not refuse gifts, invitations for lunch and dinner - this can not only negatively affect your personal relationships, but can also result in a loss of face for your partner);
rp Recently, the image component has become very important. When choosing partners, larger and more successful companies are guided by the "money for money" rule, and they will certainly pay attention to the appearance, accessories, the hotel you have chosen, the number of people in your delegation, the professionalism and appearance of the translator. The more successful you look, the easier it will be for you to agree on favorable conditions for you, so the Chinese partner will be convinced of your ability to make money, and will hope for a long-term cooperation, rather than a one-time order.

rp During the informal part of the negotiations, the Chinese like to talk about their great connections and the opportunity to help you solve any problems and provide any support. You should not take this seriously, but you must offer reciprocating courtesy. But if you received a serious personal request from the head of a Chinese enterprise, then its satisfaction will greatly help you in further joint business.

 

[Детектив-Молдова]

Thank!
Instructive.
We are ready to sell each Chinese a bottle of Moldovan wine!
Welcome to the negotiations!