2. Largest market on the planet
Immense diversity and complexity makes the business
world competitive
Historical development, political structure, climate
and international relations influence it’s economy and
foreign trade
The toughest business environment in the world
3. Meeting and greeting
Mutual obligation regarding the exchange of gifts
Dress code
Addressing one another
Hierarchy
Intermediaries
Informal questions to start with
4. Do not deviate from the main topic of
negotiation
Deal design
Do not hesitate in neglecting an
unwanted issue which they don’t want to
discuss on the table
5. CONTROL ON EMOTIONS :
- they don’t like Setting artificial
deadlines, threatening to walk out of
negotiations, or giving in to displays of anger.
Rather they like cooperative behavior.
6. Believe in maintaining balance and harmony
- Chinese do not want to “lose face”, and they
also do not want to cause you to “lose face.” Therefore,
they will rarely disagree with you in public, and will
instead emphasize friendly relations and cooperation.
Have a negotiation strategy
- Have a clear idea of where you want to end up
- It’s also a good idea for both sides to sign off
on meeting notes.
7. Interference of government
- need to develop a good relation with the
local government, to develop support for the position
on the negotiation table.
Be fair, reasonable and diplomatic
-If you disagree with your counterpart, don’t
simply reject their position out of hand, but carefully
explain your reasoning.
