The importance of mastering the chinese negotiation style

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You may thing you can answer the question "what is business etiquette" but when it comes to the business culture of China, there are a lot of unique rules that come into play.

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The importance of mastering the chinese negotiation style

  1. 1. THE IMPORTANCE OFMASTERING THE CHINESENEGOTIATION STYLEFor additional information about Business with Chinaplease visit www.China-Business-Connect.com
  2. 2. www.China-Business-Connect.comWhen your business grows to the point that you have the opportunityto expand into the overseas market or even if you hold a position in acompany that involves business negotiation, it can be a very excitingtime, especially if you get the chance to do business in China.In either situation, most people get all wide eyed at the idea of theprofits that can be made but if you aren’t careful you can throw all of itaway with one wrong move.You may thing you can answer the question “what is business etiquette”but when it comes to the business culture of China, there are a lot ofunique rules that come into play.2
  3. 3. www.China-Business-Connect.comThe business culture of China is much more structured than in the westand adhering to their rules is of the utmost importance when enteringinto that market. In the United States, business etiquette doesn’t getdiscussed as much because most of the business negotiations styles arestandard.We wear suits, exchange business cards, prepare, present and end witha hearty handshake.What is business etiquette in the U.S. involves guidelines but they’revery different in China and are based on nurturing the relationship,respect and cultural considerations.3
  4. 4. www.China-Business-Connect.comYou’ll need to bow your head when you are introduced and be readywith a business card and your business cards must not be bent or wornin anyway.You’ll have to wait to be properly seated at meetings and make sure tospeak clearly and not jump to conclusions or interrupt anyone.Showing respect is one of the most important factors that come intoplay when it comes to the business culture of China.4
  5. 5. www.China-Business-Connect.comChinese negotiation style is also unique and can take years to master,but there are some things you’ll want to keep in mind that will help,even if it is your first time at the table.First of all, bring plenty of business cards with you. You’ll be exchangingthem a lot and you need to make sure yours are in perfect conditionand have your information printed on the back in Chinese as well.Don’t flick the card at anyone either, hand it to them directly and whenyou receive one lay it out on the table after examining it, and make surenot to put it away until negotiations are finished.5
  6. 6. www.China-Business-Connect.comSecondly, learn the art of Guanxi which is very important when it comesto the Chinese negotiation style as well and this means you’ll need tohave a hookup.You’ll need to have someone along with you that the group you’renegotiating with knows and trusts.Social status is very important in China, and other countries as well, somake sure that your group isn’t just made up of rookies; have someonethere both groups can trust.6
  7. 7. www.China-Business-Connect.comCHINESE NEGOTIATION STYLE IS ALSOBUILT AROUND A CERTAIN LEVEL OFDISTRUST, AT LEAST IN THE BEGINNING.7
  8. 8. www.China-Business-Connect.comYou’ll need to make sure that you have someone there who is Chineseto make the negotiations more comfortable.When you speak directly to whomever you are meeting with, use shortand quick sentences that are to the point.This will help make you appear professional, legitimate and even saveface when it comes to your business approach.8
  9. 9. www.China-Business-Connect.comAmericans and most of the west put their money on innovation andtalent but in China loyalty, honor and respect are the most importantaspects of any business partnership.Once you’ve met these aspects, the business relationship and profitswill follow.Make sure to adhere to their structured Chinese negotiation style sothat you can flourish in the foreign market. By understandingthe business culture of China you’ll be much more likely to succeed.9
  10. 10. For additional information about Business with Chinaplease visit www.China-Business-Connect.com

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