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Negotiating tactic

3 Negotiating Takeaways from the NK Coal Boat Maneuver

Win-Win with Chinese Characteristics

The new US administration seemed to score a big coup in Asia last week, when China blocked a fleet of North Korean cargo ships carrying coal to Chinese markets. On the surface, it seemed a perfect win-win for both Washington and Beijing.

North Korea Coal BoatsIt turned out, however, that the Chinese policy had already been in place since mid February – in response to UN pressure after the earlier round of Pyongyang missile tests.  It’s still a powerful win-win deal, but now with Chinese characteristics: Beijing wins when they agree to the policy, and Beijing wins again when they implement.  

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Negotiating with (Reluctantly) First-World Chinese Managers (Part 2)

How to do business with Chinese managers who are still in denial about their changing role in the world.

10 China Negotiating Mistakes - Buy the eBook on Kindle
Learn from the expensive mistakes of expat negotiators who have come before you…

Forget the Financial Times headlines about China’s rising international clout, and super-lux marketing campaigns targeting elite buyers in Beijing and Shanghai.  Chinese media is still carrying the Party line about China as the struggling developing market – and your Chinese negotiating counterparty believes it to some degree.  When approaching a Chinese negotiation, you have to take into account the conflicting roles that Chinese managers are grappling with.  On the one hand they are brought up to see the Chinese Nation as  perennial victim of foreign aggression, but they are also confident about their growing economic power.

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Beware of Letting the Tail Wag the Dog: Chinese Negotiation Training Topics

Guanxi is great to have and China holds the promise of tremendous opportunities – just as long as you never lose focus.

Sign up for the ChinaSolved newsletterSuccessful managers in China have to balance hard-headed business analysis with relationship building and networking. Your challenge when doing business in China is to know how to manage the new opportunities and approaches that your local associates recommend. On the one hand, you must leverage the knowledge and advice of experts to succeed in the Chinese market. On the other hand, if you scrap your existing strategy and reallocate assets, manpower and managerial bandwidth every time someone pitches a new opportunity or method, then you will never execute your real plan.

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Negotiating Online with Chinese Counterparts (Part 2 of 3)

How to negotiate online with Chinese clients, partners and suppliers – Part 2

Sign up for the ChinaSolved newsletterChinese negotiation often requires Americans to engage in long distance, online and email communication.  These methods can work just fine – but the rules of distance negotiation are different from face-to-face communicating.  How do you build relationships online?  Let’s finish the list of challenges westerners face when negotiating with Chinese counterparties online.  Click here for Part 1.

6. IP Theft Phishing, spoofing and other security breaches.  By now we all know about the need for security and the dangers of hacking and intellectual property theft.  Without pointing fingers or attacking anyone’s character, let’s just say that savvy international businessmen are extra careful about their intellectual property and technology in China.  Unfortunately, email and online platforms are the media through which networks get compromised.  It doesn’t matter how much you trust your direct counterparty – you have to worry about everyone else that he (or his network) share information with.

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Western Negotiators in China Can Learn from the US Gov Shutdown

Post-agreement negotiation is the scandal of the week in DC, but it’s a way of life for negotiators in China.

Sign up for the ChinaSolved newsletter Western negotiators with China experience are all too familiar with a situation that MSN and Fox are just discovering.  Not all deals are set in stone after the signature is on the bottom line.  The Democrats in Washington are shocked and outraged that the healthcare deal they thought was a “done deal” is up for debate again.  Western negotiators in China have been to this rodeo before, but still find it challenging and frustrating.

ChinaSolved presents a pragmatic, ideology-free guide to managing the post-agreement negotiation in China.    

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Budgeting For Chinese Negotiations

Treat your China negotiation as a discrete operation with its own timetable, budget and manpower plan. Americans view negotiations as a hurdle they must cross in order to get to the business – Chinese feel that negotiating IS the business, and it doesn’t end as long as the relationship continues.