Strategies for Engaging Clients
3. Vendors should avoid. . .
Never put the Chinese counterpart’s business card straight into your
pocket. Look carefully at it and keep it visible until the end of the
NEVER fold the card.
4. When negotiating with prospects or clients from China…
As the circumstances change, so would the terms of the agreement
– even after a contract is signed.
Patience is key. Developing “Guanxi” (a relationship) with the
Chinese partner is the period that takes the longest time and is
therefore unsettling for negotiators who lack experience in China.
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