Chinese business negotiation

Chinese Business Negotiation

e-Learning China Business

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11 FACTS ABOUT CHINESE BUSINESS NEGOTIATION1

1

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1

Only senior members of the negotiating team will speak. Designate the most senior person in your group

as your spokesman for the introductory functions.


2

Business negotiations occur at a slow pace


3

Be prepared for the agenda to become a jumping off point

for other discussions.


4

Chinese are non-confrontational. They will not overtly say 'no', they will say 'they will think about it' or 'they will

see'.


5

Chinese negotiations are process oriented.

They want to determine if relationships can develop to a stage where both

parties are comfortable doing business with the other.


6

Decisions may take a long time, as they require careful review and

consideration.


7

Under no circumstances should you lose your temper or you will lose face

and irrevocably damage your relationship.


8

Do not use high-pressure tactics. You might find yourself outmaneuvered.


9Business is hierarchical.

Decisions are unlikely to be made during the meetings you attend.


10

The Chinese are shrewd negotiators.


11

Your starting price should leave room for negotiation.


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