How to Negotiate with Chinese Counterparts - Online & Email

How to Negotiate With
Chinese Counterparts:
Online and Email.
Presented by ChinaSolved

The Challenge of Long
Distance Relationships
• Chinese negotiators value relationships more
than Western negotiators do, which presents
a unique set of challenges when deals are
being discussed long distance.
• Whether you have already met your Chinese
counter-party or not, you still have to build
trust and build a connection before you can
expect to do business.
All Rights Reserved. @ copyright 2013.
Property of Andrew Hupert

Rules of Long Distance Negotiation
1. Introduce yourself
2. Is your website available?
3. What platforms are they on?
4. Fax up
5. Time Zones
6. Short messages, conversational pace
7. Use those calendars
8. Invite them to visit
9. Who’s in the decision-chain?
10.Relationships 1st – Then Transactions

A Picture is Worth
a Thousand Contract Clauses
• Send a photo and email signature.
– Remember that English is your first language and it is
not his.

• Start with a cordial introduction – including a
photo and some non-business background info.
– Don’t assume they’ll remember you, that they’ll
search the company site or check out your profile on
LinkedIn.

• No trust, no business.

A Picture is Worth
a Thousand Contract Clauses
Name: Andrew
Education: Yes
Enjoys game theory, well
crafted deal structures.
Turn-offs – People who talk
Win-Win but act Win-Lose.
No INTPs !!!


Can He See Your Site?
• Confirm website availability – including
YouTube links.
• Can he see your site?
– China web users won’t see any YouTube, Google,
Twitter or Facebook feeds (even if they are
embedded in your site).

• You’re site may be blocked. It’s not your fault,
but it is your problem.

What Are They On?
• Ask what type of platform they prefer.
– They may prefer VOIP, phone, video or email.
– Consider signing up for WeChat.

• Remember that many Chinese access the
internet via smartphones.
– They may find threaded email conversations
burdensome, and prefer short messages.


Get a Fax
• Have access to a fax.
– Fax machines are less prevalent than they once
were in China, but still far more common and
useful that they are in the US.
– Invest in some kind of fax program or app that will
allow you to send and receive on your laptop.


Remember Time Zones
• Schedule conference calls with their time zone
in mind.
– China has a 12-13 time difference from NY.
– You’re not winning any friends in Shanghai when
you make them hang around the office until
midnight for routine calls.
– Allowing them to log on from home is a C+ ;
scheduling with them in mind is an A.


Remember Time Zones


Short & Sweet
• Short, simple and frequent messages – no
long complex letters. Save the legalese for the
final version of your agreements. Chinese
negotiators work better with rapid-fire text
exchanges – not 3 page documents.


Use the Calendar
• Check holidays and timetables.
– Nothing says “pushy, clueless foreigner” like
scheduling calls before (or during) national
holidays.

• Chinese holiday calendars are easy to find.
– Discuss schedules with counter-parties to build
relationship and avoid blunders.


Invite Them to Visit
• This one is a no-brainer, and I don’t understand
why it isn’t done more often.
– The Chinese side almost always talks about your last
visit to China or asks about your plans to come.

• It’s very possible that they have studied overseas,
have relatives who live in the region or have
other interests that they want to share.
– If they are talking about you visiting China, then it’s
just good manners – and common sense – to
reciprocate.


Who Is Involved?
• Let them know who is involved in the
conversation on your end…
– …and find out who is involved on their side.

• Two of the big issues with email and online
messages are permanence – and forwarding.
– Start by sharing some basic information about
your decision-making process – who is involved
and how long you expect things to take.
– Then ask him about his side.

Relationships First - Then Transactions.
• Relationships first, then transactions.
– The Chinese want to know who you are, and
expect you to find out about them.
– Americans believe in test orders, contracts and
building trust over time.

• We end up in the same place, but take
different routes to get there.


Relationships First - Then Transactions.

When you are discussing business
long-distance, it is even more
important to make the effort to
build a relationship.


Guanxi for the Busy American
• A professional’s guide to
building relationships in
China.
• Written for the Western
negotiator who needs
to transact and execute.
• Available on Kindle,
iBook and all major eformats.
Property of ChinaSolved. All Rights
Reserved. Copyright 2013

The Fragile Bridge
• Conflict Management in
Chinese Business .
• Building relationships is
easy – maintaining
them is hard. Learn to
do it right.
• Available on Kindle,
iBook and all major eformats.
Property of ChinaSolved. All Rights
Reserved. Copyright 2013

How to Negotiate with Chinese Counterparts - Online & Email

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