Train your negotiating teams to perform a STEEPLE scan of the Chinese operating environment.
Introducing STEEPLE analysis to find your Chinese CSF – Critical Succes Factors
A STEEPLE analysis (which is very closely related to a STEP, PEST or PESTLE) is a systematic method for scanning the business environment. When operating in your home market, it may not feel necessary, since you are probably very familiar with all the key variables affecting your organization. In China, however, a systematic approach to scanning the business environment is crucial. First, newcomers to China simply don’t know what they don’t know. A STEEPLE framework gives you a 360 degree view of the Chinese operating environment and is likely to yield more questions than answers in the early stages – and that’s a good thing. The second benefit of a STEEPLE scan is that it forces you to confront an unfamiliar situation with naïve and fundamental questions. In China, assumptions are deadly and generalizations can lead to catastrophic decision.