Applying Negotiation Skills During The 5 Step Program To Achieving Successful Transactions In China
1. Negotiation goal
For many the objective of negotiation is a substantive result and material gain. In China the transaction is about the relationship and there is no better way to succeed in doing trade than through a close alliance, so think about investing a lot of time in this pre-negotiation phase.
The aim of negotiation is not the signed agreement and unforeseen circumstances are resolved through the partnership; the agreement is more a sign of the meaning to do business together than a legally binding record. Trust is the basis of the contract and the fact that you have signed a contract does not actually imply that the transaction is closed; it means that a relationship has been recognised.
2. Negotiation approach and communication approach
The Chinese negotiation approach is one of collaboration and problem solving whilst still fixed on profit.
The communication style is expressed by using titles, following procedure and being very respectful and alert in discussions. Always start with an official approach, using first names and an informal style is risky and can be viewed offensive and viewed as an act of disrespect.
When you negotiate, listen carefully to determine the exact meaning. It is unusual to hear a direct no and you will more likely hear "it is difficult" which in fact does mean that you have no chance of success. Do not expect to receive direct clear replies, because you will try to fix a situation that "is difficult" when in fact it can't be resolved.
3. Time perception
A lot of time is expended in developing a relationship which is a symbol of respect and which is supposed to be reciprocated. For Westerners time is sacred and the Chinese usually take advantage of this fact. Preparation is therefore vital, create alternatives and let your counterpart know that they are is not the only one who can walk away from the deal. Do not forget that "tomorrow" or "next week" often doesn't literally mean the following day or week; but this could mean "in the future".
4. Negotiation style
What for most Westerners may appear to be innocent mingling is in fact their way of collecting information.
Chinese negotiators are competent in the art of positioning & framing, the complexities of pricing and the use of time as a negotiation tactic. They have good negotiation skills and will often use negotiation tactics to humiliate or shame their counterpart in order to create stress and gain the upper hand. Take the blame if a problem arises whether you are responsible or not and do not counter with disrespect.
Your whole team is advised to attend the appointments and it's very important to arrange for someone with a position of authority within your organisation to make the introductions and to escort you during meetings. Without obvious official support, you will be sending out the wrong message about how seriously you view the negotiations.
5. Team based negotiations
The Chinese almost always negotiate in a team. It is not always clear who the leader is and who has total authority to decide matters. Although decisions are made by consensus, there is usually one leading authority who may not be very active during negotiations. Gain the attention of their senior negotiator and direct your most persuasive and logical discussions towards him. The rest of the team usually plays the role of an advisory body.
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