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First China Deal

Managing in China 2012 – Like Old Times to Old Hands

China is shaping up to be a “best of times, worst of times” story – but it’s one that offers overseas managers a few glimmers of hope. The Chinese middle class wants value for its money, SOEs are pushing local privates out of business and the local competition’s existing business models are under fire. Anyone who thought they missed the China boat a decade ago should take a second look – but do some planning before they leap.

Your First China Deal, Part II. The China Negotiating Plan

Treat your first China negotiation as a separate business – complete with a business plan, budget, and cost-benefit analysis. In China there is a big difference between doing the deal and doing the business. A Chinese negotiation is a long-term commitment – not a quick conversation. The only thing you can know with certainty is that if you botch the negotiation due to poor planning, then you will certainly lose the business opportunity.