Chinese Negotiation -- Big Talk

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Chinese banquets aren't just exercises in etiquette -- they're real business. The negotiation has already begun. Western business people who are unprepared for banquet "big talk" are starting off in a weak negotiating position.

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  • Myth that Chinese don’t talk business in social settings. They don’t talk about transactions, but they are busy sizing you up.They aren’t making small talk. The make BIG talk.Big picture, general plans – they want to know about your business philosophy.
  • What would you think of a Chinese person who came to NY or London for a meeting and couldn’t stop talking about how amazing the big buildings were or the intricacies of using a fork and knife. Well = the dolt who can’t form an intelligent statement or question about Shanghai and Beijing isn’t winning any prizes either. You are being judged, evaluated and sized up. Relationship-building is about
  • Hey – it’s worth a shot.
  • Have a goal for “big talk”. Have a direct route for moving chit-chat back to specific deal points. In the short term, the goal is to let him see your biz philosophy and to figure out what his is. This is important to the Chinese – this is their due diligence.
  • Find out if he plans on being a partner for the long term.
  • Does he plan on competing with you .
  • Hey – it’s worth a shot.
  • Chinese Negotiation -- Big Talk

    1. 1. Negotiating in China:Big Talk (Not small talk)ChinaSolved explains it allWatch the YouTube video athttp://youtu.be/sY-UPH8o-8E
    2. 2. Lots of peopleare telling youhow to BEHAVEat a Chinesebusiness meeting or banquet….All Rights Reserved. Copyright @2013.Property of ChinaSolved
    3. 3. … but what do you dowhen you actually get to theMEETING part of themeeting?All Rights Reserved. Copyright @2013.Property of ChinaSolved
    4. 4. Banquets andrelationship-building eventsare no time for“skyscrapermarveling” and“chopstick chit chat”All Rights Reserved. Copyright @2013.Property of ChinaSolved
    5. 5. You Are On the Job• Just don’t forget – Chinese banquetsaren’t the OVERTURE to a negotiation.• They are the FIRST ACT of the play.• The Chinese side is working.–They’ve got a plan – You should too.All Rights Reserved. Copyright @2013.Property of ChinaSolved
    6. 6. Have a Strategy• Develop a PR strategy: Whatis your “Banquet Message?”All Rights Reserved. Copyright @2013.Property of ChinaSolved
    7. 7. Big Questions #1• Where do you see yourcompany in 5 years?• What will be your relationshipand role with foreign partners?All Rights Reserved. Copyright @2013.Property of ChinaSolved
    8. 8. Big Question #2• How do you define successfulpartnership?• What is trust betweenpartners?All Rights Reserved. Copyright @2013.Property of ChinaSolved
    9. 9. Big Questions #3• What do you see as the strengthand weakness of Western firmsoperating in China?• What can you and I do toleverage on those strengths andattack those weaknesses?All Rights Reserved. Copyright @2013.Property of ChinaSolved
    10. 10. Big Questions #4HR is one of the biggestchallenges for Western firms inChina.Do you have any advice?All Rights Reserved. Copyright @2013.Property of ChinaSolved
    11. 11. Big Questions #5• What are your plans forexpansion and growth?• Do you anticipate operating inoverseas markets?• Do you plan on entering myhome markets in America orEurope?All Rights Reserved. Copyright @2013.Property of ChinaSolved
    12. 12. Stay away from:• Politics• Government• Internationalrelations• Censorship• … You get the idea.All Rights Reserved. Copyright @2013.Property of ChinaSolved
    13. 13. Thank YouAll Rights Reserved. Copyright @2013.Property of ChinaSolved
    14. 14. Contactwww.ChinaSolved.comwww.ChineseNegotiation.comLinkedin: ChinaSolvedYouTube Channel:www.youtube.com/Chinasolved

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