Author Tim Friedman wrote a book called The World Is Flat. The book highlights how businesses must adapt to working across many different cultures across the world in order to be successful. In fact, if businesses would like to be successful in countries like China, it is necessary to adapt standard Chinese tactics as well as negotiation Chinese tips in order to establish long-lasting relationships.
A standard Chinese tactic that must be implemented in order to put your best foot forward with regards to establishing contacts is to get in introduction to the person in charge. There are also partnerships which are called Guanxi where you have someone that is well recognized in the region that can actually make that introduction. This goes a lot further then sending correspondence on your own as the perception would be that you do not currently have any connections there. Furthermore, the Guanxi partnership creates interdependency amongst parties since the favor that was done on your behalf will have to be reciprocated at some point.
Having a local advisor can also improve your standing with Chinese businesses because it shows that you have long-term commitments by having someone that can be reached at a moment?s notice. The advisor would also be fluent in the local language which can also help and reducing cost synergies need to have translation services needed for your correspondence. This can also help your cause since the rep that you hire should be well versed in Chinese war stratagems when it comes to handling the ongoing levels of negotiations.
A standard Chinese tactic is also to leverage the spending that is expected from their Western business suitors. There is a general perception that outsiders that would like to do business with them are financially affluent and are willing to pay any price to do business. If the Western company is employing a local advisor, it is best to have them schedule hotel arrangements and other lodging that is reasonably priced. The Western company may also get extra points by showing that they are more frugal and efficient with their business dealings and will be treated with greater respect.
Chinese war stratagems that are implemented by the best companies in China are to withhold emotions especially in the initial meetings with outsiders. By showing your emotions right off the bat may actually lower your chances of successful negotiation. Another standard Chinese tactic is to properly establish and highlight the ranks in seniority of all parties involved. Chinese business practice includes having a high regard for the more senior members of each company so it would behoove the business owner to make sure that they have the proper representation.
Lastly, formality is crucial for businesses that would like to be successful in working with Chinese businesses. Westerners have a tendency to be informal at times which can be a kiss of death and other cultures. While it is okay to have heated debates about governmental issues in the West, it is frowned upon when trying to elicit a response from your counterparts. Getting a better understanding of the culture and leveraging the nuances will ultimately position your company to do really well in China.
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Source: http://china-business-connect.com/negotiation-chinese-tips-to-be-successful-in-business.htm
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