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Effective chinese business negotiation tips

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Effective Chinese business negotiations begin with having the best information possible so you can get the best deal, whether you are looking to purchase products or looking for Chinese business …

Effective Chinese business negotiations begin with having the best information possible so you can get the best deal, whether you are looking to purchase products or looking for Chinese business partner to help sell your goods.


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  • 1. EFFECTIVE CHINESE BUSINESSNEGOTIATION TIPSFor additional information about Business with Chinaplease visit www.China-Business-Connect.com
  • 2. www.China-Business-Connect.comEffective Chinese business negotiations begin with having the bestinformation possible so you can get the best deal, whether you arelooking to purchase products or looking for Chinese business partner tohelp sell your goods.You need to do your research, understand the negotiating practices ofthe Chinese and be prepared to work with a partner in the region thatwill help you get the most out of your business venture in China.2
  • 3. www.China-Business-Connect.comYour research into working with Chinese businesses should be asthorough as possible.This means understanding the history of their business, who theirclients are, the prices that they sell their goods and any other importantinformation to help you fully understand who you may work with.By arming yourself with this information you can now progress to thenext step of engaging in Chinese business negotiations to look for theright company for your business needs.3
  • 4. www.China-Business-Connect.comThe Chinese are a remarkable people who have embraced capitalisticbusiness practices with fervor unlike most other places in the world.Thus, they may be mistaken by Western business leaders as having asimilar management structure and negotiating practices.This cannot be further from the truth.As with Western business practices and negotiations, these skills stemfrom the collective history of the region that people running thebusiness is familiar with, which means that a person from the USA willnegotiate with another business in a slightly different manner thansomeone from Australia or Great Britain.4
  • 5. www.China-Business-Connect.comChinese business negotiations have a number of interesting differencesthat many Western business leaders are simply not familiar with and donot understand which leads to much consternation and strifedepending on the seriousness of the negotiations.When looking for Chinese business partner to work with, you need tobe aware of a few of their more unique negotiating tendencies.5
  • 6. www.China-Business-Connect.comOne of the most common is the non-negotiating tactic where they avoiddirect negotiations in the first place.While they might have underlings carry out some negotiations, no realdecisions are made.This tends to be a test of the seriousness of your business skills andintentions, so the best tactic is to be patient and simply re-affirm yourposition until the Chinese business leaders start engaging seriously.6
  • 7. www.China-Business-Connect.comAnother common tactic is known as the “big sale” where they offertheir products at a much reduced rate, yet in reality they jacked theprices up considerably beforehand.Your research should reveal the actual price they sell their goods for soany large increase should be noticeable. Still, it is surprising how manyWestern business leaders get taken in by this rather common tactic.7
  • 8. www.China-Business-Connect.comThe final popular Chinese negotiating tactic is the “big deal” where alot of promises are made and seeming agreement is at hand yet no realcommitment is actually made. You need to be careful listening to theirpromises and simply focus on settling one issue at a time, even if itbegins with the small ones first. Get them in writing and then work yourway up.Finding a good Chinese business partner takes research, patience andknowledge of their negotiating skills to find the one that works best foryour business.8
  • 9. For additional information about Business with Chinaplease visit www.China-Business-Connect.com