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Know Your Chinese Negotiating Styles - Accomodators

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ChinaSolved Casual Friday Videos presents: Chinese Negotiating Styles - Accommodators. American negotiators pride themselves on aggressive tactics and strong positions. Chinese negotiators, however, often intentionally place themselves in a position of weakness. It's strategy -- not vulnerability. Be careful.

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Know Your Chinese Negotiating Styles - Accomodators

  1. 1. Chinese Negotiating Styles:the AccommodatorChinaSolvedSpring 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. Construct or Culture?• Is yielding or accommodative approachof Chinese negotiators a conscious tactic– or is it just part of the normal culture inChina?• Chinese culture definitely attaches moreimportance to hospitality, harmony andcontrol of aggressive emotions....Property of ChinaSolved. All RightsReserved. Copyright 2013
  6. 6. Construct or Culture?• But as anyone who has lived inChina had first-hand interactionwith Chinese people can tell you,they can be very vocal andforthright when they want to be.Property of ChinaSolved. All RightsReserved. Copyright 2013
  7. 7. Construct or Culture?Verdict: Accommodating orYielding negotiating behavior isat least part tactic.Property of ChinaSolved. All RightsReserved. Copyright 2013
  8. 8. Construct or Culture?Often it is ALLtactic.Property of ChinaSolved. All RightsReserved. Copyright 2013
  9. 9. Manifestations ofAccommodating Tactics• Flattery–You are so smart–Your company/brand is great• Approving–That’s a great plan• Acquiescence–You’re rightProperty of ChinaSolved. All RightsReserved. Copyright 2013
  10. 10. Revenge of the YieldersPassive Aggressive behaviors inChinese negotiation:–5 Tactics–1 StrategyProperty of ChinaSolved. All RightsReserved. Copyright 2013
  11. 11. Tactic 1: Guanxi Buddies• These guys are looking for a job,a contract or some kind ofpayout.• Offering to be very helpful.• We have the same guy at home…Property of ChinaSolved. All RightsReserved. Copyright 2013
  12. 12. Tactic 2: Wolf in Sheep’s Clothing• They are flattering you togain your confidence.• Ends in an IP or asset grab.Property of ChinaSolved. All RightsReserved. Copyright 2013
  13. 13. Tactic 3: PassholesStaff and partners will tell you thatyour business plan, application ornew product looks absolutelyfantastic – when they know itdoesn’t stand a chance.Property of ChinaSolved. All RightsReserved. Copyright 2013
  14. 14. Why do they do this? No oneknows. But it is common, it iseffective and it is dangerous.Property of ChinaSolved. All RightsReserved. Copyright 2013Tactic 3: Passholes
  15. 15. Tactic 4: Bait & SwitchMid-level salesmen will oftenpretend to have the authority tooffer you a good deal.Later, it will turn out that nothingthey said carries weight – but allof your concessions are still carvedin stone.Property of ChinaSolved. All RightsReserved. Copyright 2013
  16. 16. Tactic 5: The Fishing TripEarnest young entrepreneurs aresupportive and agreeable whileyou finish their business plan.Property of ChinaSolved. All RightsReserved. Copyright 2013
  17. 17. Strategy:Balance of Power ShiftChinese negotiators intentionallyput themselves in a subordinateposition at the start of arelationship.Property of ChinaSolved. All RightsReserved. Copyright 2013
  18. 18. Strategy:Balance of Power Shift• You take the role of leader, fixerand teacher.• You transfer technology, streamlinetheir procedures and clear theirbottlenecks.Property of ChinaSolved. All RightsReserved. Copyright 2013
  19. 19. Strategy:Balance of Power Shift• At which point, you no longerserve a useful purpose, so it’s timefor you to leave the stage.Property of ChinaSolved. All RightsReserved. Copyright 2013
  20. 20. Strategy:Balance of Power Shift• At which point, you no longerserve a useful purpose, so it’s timefor you to leave the stage.• Don’t blame them.• It was your idea.Property of ChinaSolved. All RightsReserved. Copyright 2013
  21. 21. About Andrew Hupert - Author• 10+ years in China,– 3 in Taiwan & HK• Principal at Best Practices China ltd– 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
  22. 22. Guanxi for the Busy American• A professional’s guide tobuilding relationships inChina.• Written for the Westernnegotiator who needsto transact and execute.• Available on Kindle,iBook and all major e-formats.Property of ChinaSolved. All RightsReserved. Copyright 2013
  23. 23. 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
  24. 24. Thank YouAll Rights Reserved. Copyright @2013.Property of ChinaSolved
  25. 25. Contactwww.ChinaSolved.comwww.ChineseNegotiation.comLinkedin: China SolvedYouTube Channel:www.youtube.com/Chinasolved

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