Chinese Negotiating Styles:the CollaboratorChinaSolvedSpring 2013Property of ChinaSolved. All RightsReserved. Copyright @2...
Negotiators all fall into1 of 5 categories, orTYPES.Property of ChinaSolved. All RightsReserved. Copyright @2013
Negotiating StylesYourBenefitHis BenefitCompetitiveAccommodativeAvoidingCollaborativeCompromisingProperty of ChinaSolved. ...
Collaborative negotiatorsare your greatest hope andyour worst fear in China.Property of ChinaSolved. All RightsReserved. C...
This is what we all look for inChina.It’s the basis for everyWestern-Sino JVProperty of ChinaSolved. All RightsReserved. C...
Good News and Bad NewsProperty of ChinaSolved. All RightsReserved. Copyright @2013• A true value-adding partner canopen do...
Good News and Bad NewsProperty of ChinaSolved. All RightsReserved. Copyright @2013• Chinese negotiators know you want aWin...
Warning• Win- Win is a product, notan action plan.• Not default setting in China.Property of ChinaSolved. All RightsReserv...
When Collaboration Works:• You Add–Technology–BusinessMethods–Brand–IP–Management• He Adds–Local knowledge–Contacts & netw...
The Plan: 2+2 = 5• Collaborators add value.• This is the rationale behind everySino-Western JV ever proposed.Property of C...
The Flaw in the Plan• Win-Win & 50-50 control are not natural.–Chinese law doesnt protect (one chop torule them all)–Custo...
The Win-Win Joke•What does “Win-Winmean to a Chinesenegotiator?–I win now–I win laterProperty of ChinaSolved. All RightsRe...
Red FlagRemember –Conflict favors the hometeam.Hes the home team.Property of ChinaSolved. All RightsReserved. Copyright @2...
Collaboration in NegotiationCollaboration behaviors inChinese negotiation:–5 Tactics–1 StrategyProperty of ChinaSolved. Al...
Tactic 1 – Fake Bosses• Fake decision-maker (theirs)• Real concessions (yours)Property of ChinaSolved. All RightsReserved....
Tactic 2 - Money Changes Everything• Things start well and conflict occursafter the business is a success.–Sometimes accid...
Tactic 3: TIC. This is China• Collaboration is a cultural variable–Your view of “50-50” collaborationand his may differ si...
Tactic 4: Timing Imbalance• Intentional timing imbalance.• To achieve Win-Win collaboration, youhave to deliver value befo...
Tactic 5: Chinese Trust andWestern Due Diligence are notCompatible• Trust =/= due diligence• Once you have established a W...
Strategy: Bait and Switch• Strategy - Bait and Switch.• They know what you want andwhat you are looking for.Property of Ch...
Strategy: Bait and Switch• Chinesenegotiators aregreat at lettingWesternersconnect dots.• Collaboration andtrust will be y...
Final WarningBeware of partnerswho move too fastwhen negotiating inChina.Property of ChinaSolved. All RightsReserved. Copy...
About Andrew Hupert - Author• 10+ years in China,– 3 in Taiwan & HK• Principal at ChinaSolved• Specialist in US-China Nego...
The Fragile Bridge• Conflict Management inChinese Business .• Building relationships iseasy – maintainingthem is hard. Lea...
Thank YouAll Rights Reserved. Copyright @2013.Property of ChinaSolved
Contactwww.ChinaSolved.comwww.ChineseNegotiation.comLinkedin: China SolvedYouTube Channel:www.youtube.com/Chinasolved
Know Your Chinese Negotiators:  Collaborator
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Know Your Chinese Negotiators: Collaborator

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Are Win-Win deals in China possible? You will encounter many Chinese negotiators who appear collaborative -- but you have to be on your guard. When doing business in China, collaborators are you greatest hope - or worst nightmare.

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  • In the US – calling someone “passive” is very insulting. In China, it can go either way.Passivity can be a positive action
  • Transcript of "Know Your Chinese Negotiators: Collaborator"

    1. 1. Chinese Negotiating Styles:the CollaboratorChinaSolvedSpring 2013Property of ChinaSolved. All RightsReserved. Copyright @2013
    2. 2. Negotiators all fall into1 of 5 categories, orTYPES.Property of ChinaSolved. All RightsReserved. Copyright @2013
    3. 3. 5 Negotiating Styles• Competitive• Compromising• Accommodating• Avoiding• CollaboratingProperty of ChinaSolved. All RightsReserved. Copyright @2013
    4. 4. Negotiating StylesYourBenefitHis BenefitCompetitiveAccommodativeAvoidingCollaborativeCompromisingProperty of ChinaSolved. All RightsReserved. Copyright @2013
    5. 5. Collaborative negotiatorsare your greatest hope andyour worst fear in China.Property of ChinaSolved. All RightsReserved. Copyright @2013
    6. 6. This is what we all look for inChina.It’s the basis for everyWestern-Sino JVProperty of ChinaSolved. All RightsReserved. Copyright @2013
    7. 7. Good News and Bad NewsProperty of ChinaSolved. All RightsReserved. Copyright @2013• A true value-adding partner canopen doors and supply vitalmarket information.
    8. 8. Good News and Bad NewsProperty of ChinaSolved. All RightsReserved. Copyright @2013• Chinese negotiators know you want aWin-Win partnership and will use thatas leverage to get access to yourtechnology and IP.
    9. 9. Warning• Win- Win is a product, notan action plan.• Not default setting in China.Property of ChinaSolved. All RightsReserved. Copyright @2013
    10. 10. When Collaboration Works:• You Add–Technology–BusinessMethods–Brand–IP–Management• He Adds–Local knowledge–Contacts & network–Regulatory compliance–Market access &distribution channels–Operations &InfrastructureProperty of ChinaSolved. All RightsReserved. Copyright @2013
    11. 11. The Plan: 2+2 = 5• Collaborators add value.• This is the rationale behind everySino-Western JV ever proposed.Property of ChinaSolved. All RightsReserved. Copyright 2013
    12. 12. The Flaw in the Plan• Win-Win & 50-50 control are not natural.–Chinese law doesnt protect (one chop torule them all)–Custom doesnt support 50-50.–Goals usually encourage cheating.• You want to go home.• He wants you to stay home -- and leave yourbest stuffProperty of ChinaSolved. All RightsReserved. Copyright @2013
    13. 13. The Win-Win Joke•What does “Win-Winmean to a Chinesenegotiator?–I win now–I win laterProperty of ChinaSolved. All RightsReserved. Copyright @2013
    14. 14. Red FlagRemember –Conflict favors the hometeam.Hes the home team.Property of ChinaSolved. All RightsReserved. Copyright @2013
    15. 15. Collaboration in NegotiationCollaboration behaviors inChinese negotiation:–5 Tactics–1 StrategyProperty of ChinaSolved. All RightsReserved. Copyright 2013
    16. 16. Tactic 1 – Fake Bosses• Fake decision-maker (theirs)• Real concessions (yours)Property of ChinaSolved. All RightsReserved. Copyright @2013
    17. 17. Tactic 2 - Money Changes Everything• Things start well and conflict occursafter the business is a success.–Sometimes accidental–Sometimes intentional• You are sexier when he is dumber• Money changes everythingProperty of ChinaSolved. All RightsReserved. Copyright @2013
    18. 18. Tactic 3: TIC. This is China• Collaboration is a cultural variable–Your view of “50-50” collaborationand his may differ significantly.–You have to set benchmarks aboutequal division of labor – and profit.Property of ChinaSolved. All RightsReserved. Copyright 2013
    19. 19. Tactic 4: Timing Imbalance• Intentional timing imbalance.• To achieve Win-Win collaboration, youhave to deliver value before they do.Property of ChinaSolved. All RightsReserved. Copyright @2013
    20. 20. Tactic 5: Chinese Trust andWestern Due Diligence are notCompatible• Trust =/= due diligence• Once you have established a Win-Winframework, you start moving in opposingdirections.–He expects trust.–You expect transparency.Property of ChinaSolved. All RightsReserved. Copyright @2013
    21. 21. Strategy: Bait and Switch• Strategy - Bait and Switch.• They know what you want andwhat you are looking for.Property of ChinaSolved. All RightsReserved. Copyright @2013
    22. 22. Strategy: Bait and Switch• Chinesenegotiators aregreat at lettingWesternersconnect dots.• Collaboration andtrust will be youridea.Property of ChinaSolved. All RightsReserved. Copyright @2013
    23. 23. Final WarningBeware of partnerswho move too fastwhen negotiating inChina.Property of ChinaSolved. All RightsReserved. Copyright @2013
    24. 24. About Andrew Hupert - Author• 10+ years in China,– 3 in Taiwan & HK• Principal at ChinaSolved• Specialist in US-China Negotiation– Corporate training, consulting, andproject management• Publisher of ChinaSolved.com andChineseNegotiation.com• Author – Guanxi for the BusyAmerican and The Fragile BridgeFull list of publications andslideshows available onwww.AndrewHupert.comProperty of ChinaSolved. All RightsReserved. Copyright 2013
    25. 25. The Fragile Bridge• Conflict Management inChinese Business .• Building relationships iseasy – maintainingthem is hard. Learn todo it right.• Available on Kindle,iBook and all major e-formats.Property of ChinaSolved. All RightsReserved. Copyright 2013
    26. 26. Thank YouAll Rights Reserved. Copyright @2013.Property of ChinaSolved
    27. 27. Contactwww.ChinaSolved.comwww.ChineseNegotiation.comLinkedin: China SolvedYouTube Channel:www.youtube.com/Chinasolved

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