Business Negotiations in China tactics Identifying what each partner wants out of the deal
You know what you want to accomplish. But, what does the partner want? Understanding the answer to this question helps maximize your bargaining position. Perhaps it is crucial to your partner to couple with an international firm for prestige or to maximize capacity utilization. A chinese partner may simply want to invest capital and obtain a guaranteed return in exchange for helping you to enter the market place.
A silent partner may be an ideal situation for your needs and with some creativity, a guaranteed return, perhaps with an upper limit, may best suit your needs. Devote a little time to identifying the key needs and wants. Use the things you learn at the bargaining table to extract the best deal. Avoid offering some "extra" that is not a key requirement of the partner, unless used as a "sweetener".Business Negotiations in China tactics Identifying what each partner wants out of the deal
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