Post by account_disabled on Mar 11, 2024 4:45:06 GMT -5
There is no global entrepreneur who can afford to ignore China, for several good reasons well known to everyone: anyone who works in the global market knows that it is not a question of whether to deal with Chinese companies, but when and how it should be done. In order to get the most out of contact and negotiations, here we offer a series of points to consider to begin the study and design of strategic plans in China.
Entering negotiations: business culture.
The main thing is to make sure you are dealing with the right person, that is, the one who has enough authority to influence decisions. It should be noted that in Chinese companies, teamwork is essential, and decisions are made by consensus, so it is counterproductive to alienate any member of the delegation with which you are negotiating, no matter how minor their degree of influence.
It is necessary to respect the hierarchical order when meeting the Chinese delegation, starting by greeting the person of highest rank and/or age in descending order. Before starting conversations, keep in mind that staring into the eyes for a long time is taken in some ways as an attempt at intimidation or intrusion; It is advisable to respect the other party's space for introspection.
The Chinese are very tough and Portugal Mobile Number List very perceptive negotiators, and the market is very sensitive to price; It is advisable to start with a very wide margin of maneuver to work, and remain firm when reaching a certain level, from which distrust arises regarding the quality of the product/service. Care must be taken with any concessions that are suggested during the negotiation, as the Chinese side will not forget them, and will ensure by all means to obtain them.
Meetings are highly structured and must be prepared very well: the data must be verified down to the smallest detail. It is not uncommon for the Chinese side to ask the same questions over and over again, even about the smallest details, in order to catch the slightest discrepancy, which would lead to a loss of credibility. They, for their part, are quite sparing when it comes to providing any information.
It is not uncommon for partners to withhold negative information or information that they feel may lead to confrontation or weakening of the existing relationship, or they may employ an intermediary to deliver bad news, or any information that in any way disturbs the harmony between the parties. . Lower-ranking Chinese workers try to avoid giving individual opinions or proposing ideas to higher management.
In all cases, it is necessary to always keep in mind that differences should not be discussed or aired in front of the group, and any criticism or negative information should always be given in private. Even if the negotiations get heated, it is essential to show a serene and calm attitude at all times, and above all, never reveal the slightest rush or urgency to reach an agreement.
Directly expressed “no,” as we already know, is considered rude and arrogant in this culture, and will hardly lead to any progress. Therefore, we must be attentive to the multiple ways of expressing “no” in conversations: “it is difficult”, “we will see”, “circumstances do not allow it”, etc. Then there is the added difficulty of these statements, which can run the gamut of meanings from a resounding “no” to “it's difficult, but we'll try, but with no guarantees.”
Chinese negotiators are much more comfortable with silence than most of their Western counterparts, and it is part of their negotiating arsenal, used in various ways; It is worth studying this aspect of business culture carefully. If he does not agree with what the other party has expressed, a Chinese negotiator will never directly express disapproval (which would make both parties look bad), but instead will remain silent. In other cases, it may simply mean a pause for reflection, and it is advisable to respect the other party's space for introspection.
The Chinese like to take their time to deliberate, but this should not be taken to mean that they will always be slow in making decisions; On a day-to-day basis, changes and improvisations in implementation, logistics, etc., to adapt to the circumstances of an environment in times of change are common.