Chinese Negotiating Styles

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You will meet each of these negotiating archetypes in China – but things will not be quite what they seem. Two cultural factors influence how each negotiating style will appear in China

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Chinese Negotiating Styles

  1. 1. 5 Chinese Negotiating Styles a bonus mini-lessons from: www.china-business-connect.com @intelligence2a how doing business with China Company:trainings, step-by-step guides, reports, case studies
  2. 2. Negotiation matrix of 2 dimensions – concern forothers’ goals and concern for one’s own goal. Accommodators Compromisers Competitive Avoiders Collaborators China Business Connect: Trainings, Step-by-Step Guides support@china-business-connect.com © china-business-connect.com www.China-Business-Connect.com
  3. 3. Two cultural factors influence how each negotiatingstyle will appear in China: • Relationships are currency to 1 Chinese negotiators, and the banquets, dinners, KTVs and visits are not just meeting places – they are deal points. • They all had read Sun Tzu’s “Art 2 of War” in junior high and now swear that it governs the placement of every delicate strand of their grand strategy. China Business Connect: Trainings, Step-by-Step Guides support@china-business-connect.com © china-business-connect.com www.China-Business-Connect.com
  4. 4. more information about China Business Training, free packs and trial version in:www.china-business-connect.com how doing business with China Company:trainings, step-by-step guides, reports, case studies

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