Doing Business in China

Business Negotiations in China tactics At the Bargaining Table

American management in particular is most impatient in the bargaining process. Being too impatient to "cut the dale" the american manager will too easily offer concessions to sped up the deal and bring a conclusion. The Chinese(and Asian) parties are far more patient and extremely aware of this negotiating weakness. Westerners will fill pauses in conversation at the table. This "fill" may be a concession or information that the other side can use later. The Chinese seek pauses in the conversation, playing to this weakness.

The western team is also anxious to nail down each issue, doting the I's and crossing the T's. The chinese team look more upon the relationship and feel that if the partnership is good and trusting the many minor issues and details will be worked out later.

Arrange for a process that provides timeouts by either parties. Pre-arrange separate rooms where both sides can retire to to converse, debate and strategize. If you are in not in one of your facilities, consider whether the site is "secure".

Business Negotiations in China tactics At the Bargaining Table