Chinese Negotiation - Latest Comments

Re: Great Moments in Chinese Conflict Management: The Danone Fail

Andrew — Mon, 20 May 2013 08:37:35 -0000

Danone tries again to JV successfully in China: http://www.bloomberg.com/ne...

Re: Guanxi – The Nail Gun of Culture

Renaud Anjoran — Tue, 02 Apr 2013 11:12:12 -0000

Great analogy!

Re: 5 China Deal-Killers to Avoid

Kian Gray — Sun, 12 Sep 2010 11:47:50 -0000

market research is always necessary to establish supply and demand data.*;

Re: 5 China Deal-Killers to Avoid

Maya Brooks — Fri, 09 Jul 2010 15:40:04 -0000

Market research is always essential for the succes of any kind of business.:~`

Re: When Chinese Client Wants To Renegotiate Terms

david lim — Wed, 14 Apr 2010 08:17:44 -0000

HI ANdrew - nicely done. The renegotiation scenario is exactl the same as a long running problem between 2 Asian neighbours - SIngapore (where I live) and Malaysia (justnorth of us). When Malaysia signed a supply of water agreement in the 1960s with SIngapore, they only felt hard done by in the 1990s, and then attempted to renegotiate. Singapore being very "western" in its treatment of the 'sanctity of the treaty' ( The minister's words , not mine) refused, and that sparked off a a mjor tit for tat campaign with both sides attempting to win the argument through the media and closed doors. Ultimately, SIngapore was trying to play the 'hard' card, Malaysia was trying to renegotiate a deal they thought was bad for them upon 3 decades of reflection. The issues still have notbeen resolved

Re: Negotiating with a Post-Recession China – Old is New.

Arthur Smith — Fri, 19 Feb 2010 03:20:41 -0000

during the height of the economic recession, our online and offline business in the US have suffered some major drop in sales. now our sales are getting slowly back to normal.

Re: Negotiating in China: Getting to Know the Real You

Vitalka — Fri, 12 Feb 2010 11:42:10 -0000

Powerful show of real situation with Chinese businessmen. I am really appreciated your article!
Want to add, that if we not forget all our way of doing business, while we are meet face to face with Chinese people - we'll never get a result.
One of the simplest way to show our ignorance is to sit at wrong place while a dinner and to give a gifts without respect elder-youngest-young...
but, here you right - better to use experience of somebody else, instead of trying make a wrong decision, doing as foreign businessmen.
Respecting Chinese business culture - we respect their nature and very soon become friends, that mean a lot in eyes of Chinese people.

Re: Negotiating with a Post-Recession China – Old is New.

Janet Reyes — Tue, 08 Dec 2009 07:05:01 -0000

Our country was also hit hard by the Economic Recession. At least we are seeing some signs of economic recovery now. I hope that we could recover soon from this recession.
....

Re: Europeans vs. American Negotiating Styles in China

Angela — Wed, 07 Oct 2009 13:58:34 -0000

Hello Andrew!
I am a student who is studying in France on International Business Negotiation. It's very nice to find your website and to see negotiation notes concerning Chinese culture. I am interested in American negotiation style vs European negotiation style. Can you send me a full PDF copy to me? Thank you very much!
Best Regards!

Re: Negotiating in China: Getting to Know the Real You

James Filbird — Fri, 01 May 2009 07:31:44 -0000

Excellent article. The points you cover here are essential to understand and apply when doing business with Chinese businessmen. I will be sure and incorporate them into my style of business when negotiating with Chinese business partners.

Re: 3 Negotiating Types in China Since 1978: The Generation Gaps

admin — Wed, 19 Nov 2008 08:27:14 -0000

Hi Brian -- did you get the email address I sent you? Sorry about the problems with email on this account. Trying to work it out now, but we're probably best off with gmail for a while. -A

Re: 3 Negotiating Types in China Since 1978: The Generation Gaps

Brian O'Leary - San Jose, CA — Tue, 18 Nov 2008 13:34:10 -0000

Andrew, how do I contact you? This post is brilliant, I'd like to cite it.

Re: 3 Rules for Negotiating your China Business Entry

Laurent — Sat, 15 Nov 2008 04:35:51 -0000

We quite agree with your proposal. We've been operating in China since 2004 and we should add to this expose that you will need also to understand the mecanisms of negociation and the subtility of business relationship over here.

Then, you can make it succesfull. Be patient.

Laurent

Re: China Negotiations Still Far From Transparent – But Getting Better

Brian O'Leary - San Jose, CA — Thu, 13 Nov 2008 14:05:19 -0000

Andrew's first point nails it. I find a team approach of Western - Chinese yields better results getting beyond the gatekeepers. If you pulled this in the US, your local sales guys would take this as a signal that you don't believe they can sell without the big boss, but in China the big boss is sometimes the only way to get to real decision maker.

Re: China Negotiation Tactic: Pelosi as Bad Cop?

admin — Sat, 08 Nov 2008 13:13:23 -0000

US-China relationship heavily weighted towards China? Maybe -- but probably not because of the treasuries they already own. They get a lot more leverage from the treasuries that they may buy in the future.

Re: China Negotiation Tactic: Pelosi as Bad Cop?

Questioner — Thu, 06 Nov 2008 04:20:47 -0000

Does the US have trade leverage given its reliance on China Treasury purchases? Yes, I understand to a degree China buys the debt out of overriding self-interest, but that relationship is heavily weighted in favor of China at the moment.

Re: Chinese negotiations and TIME

Girard Mélanie — Fri, 31 Oct 2008 10:43:14 -0000

Hello, your experience seems very interesting.
Im a French student doint a study on The Importance of Timing in Workplace Negotiations. I would like to kow more about the influence of culture on negotiation. What is there in the asian culture that explain their polychronic way of negociating and on the contrary why the Americans are so impatient to sign a contract.
Thank you.

Re: Negotiating power shifts with changing economic fortune

Tony Lee — Wed, 15 Oct 2008 10:20:50 -0000

I find that State Owned Enterprises are more interested in learning about your business model than actually doing business with you.

My last (and final) negotiation witha Chinese SOE was more like a lesson about cold chain logistics - and I was the one doing the teaching.

Re: China negotiating and the "Dumb Money" paradox

Paul Denlinger — Fri, 10 Oct 2008 04:35:21 -0000

The trouble for expats/outsiders coming to China is that 9 times out of 10, the advantage is with the local counter-party.

If the expat is new in-country, he/she has to learn the lay of the business land, while the head office is pressing for quick results and a deal. Even more so when the business climate is turning as ugly as it is now.

What usually happens then is that the expat company starts with an overly aggressive deal, then the more he/she learns about China, plus pressure from home for a deal, forces him/her to collapse the terms of the initial offer very quickly. For the most part, unless it is something new which has an immediate audience/need, the Chinese can just fold their arms and wait out the terms.

Literally, they don't have to do anything.

Re: Negotiating in China can get complicated fast.

Roger — Fri, 10 Oct 2008 01:20:05 -0000

This was a very nice way of saying what most of us in the import/export business already know. Remember that there is no moral wrong in China for lying, cheating or stealing. Chinese have no concept of right and wrong concerning lying, cheating and stealing. Contracts are generally useless because a Chinese court will never rule against a Chinese national. Require full payment upfront. It's the only way to deal properly with a country with a complete absence of any moral values. Better still, buy and sell somewhere else.

Re: Negotiating in China can get complicated fast.

admin — Tue, 07 Oct 2008 01:18:33 -0000

I know what you're saying, and I agree.

I was referring to people who say that things are too complicated too explain as an avoidance technique. That's something I've run into a bit.