This is part two of the top rules for negotiating in China. Continuing on with the list and starting at number six here are the last top rules that you will need to keep in mind when doing business in China.
6. Respect Goes a Long Way in China
Making sure that you keep the cultural norms in mind when you are doing business with the Chinese will keep you from embarrassing yourself or ruining a deal before you even get into the negotiation room. Respect is a big part of the way that business is done in China. By taking the extra effort to show the utmost respect to your Chinese counterparts you will be able to get to know them on a more personal level. This will translate into a better deal for both parties and make the whole process more personable. Leaving your ego at the door and just trying to connect with your potential business partners will help to take the negotiations to a more amicable place. Just remember to stay respectful if you end up going out for a session of baijiu drinking.
7. Use your listening skills and Sleep on any big decisions
As previously mentioned the negotiations in China tend to be drawn out in comparison to the speed of business in the Western world. Take full advantage of this slower pace by listening and digesting all of the information that the Chinese negotiation team is willing to present. Truly listening and then taking an extra night to sleep on any big decision will help you to make more informed decisions with a clearer head. The opportunity to take this extra time is a gift that you should definitely take advantage of.
8. Keep cool when they start pressuring about artificial deadlines
As the process takes a longer time you may be tempted to get frustrated and start pushing the process forward. This practice rarely ends with positive results and may be playing into the Chinese?s negotiation team?s strategy. It is far more advantageous for you to take you time and try to cooperate while still sticking to your negotiation strategies.
9. Try to Keep the Negotiations Reasonable
Again if you are getting frustrated or just want to turn up the fire on the negotiations this may bring them to a halt without much discussion on why. The Chinese negotiation team prefers to talk out and discuss with reason all of the decisions, but if you jump to an unreasonable stance without it, the whole process will start to break down. Take advantage of the extra time for communication and fully cooperate within your negotiation strategy.
10. There are plenty of other businesses to negotiate with
Keeping the option for doing business with a competitor of the company that you are negotiating with will allow you to stay more indifferent and less emotional during the negotiations. Using this in conjunction with your outcome strategy will allow you to negotiate in a way that can leverage the situation instead of feeling pressured to agree to disadvantageous terms.
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Source: http://china-business-connect.com/negotiating-in-china-10-rules-for-success-part-two.htm
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