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Strategize Globally, Implement Locally

Your strategy becomes my tactics – but you have to stay in control of HOW and WHEN

We’ve been talking about the importance of developing good strategies and understanding Sign up for the China Solved China Negotiation newsletterwhere strategy ends and tactics begin.  I’m using a simple but workable set of definitions — strategies deal with goals, asset development & allocation, and longer time frames.  Tactics are methods for reaching goals, deal with spending or earning, and usually take place within a shorter time horizon.

Strategies should be developed at the Board or CEO level, and integrate on a global level.  Tactics must support and address your global strategy, but have to be adjusted for local business envirnoments and current economic realities.

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10 Common China Negotiating Mistakes (slideshow)

International negotiators doing business in China have been making the same mistakes for years. has compiled a “least wanted list” of Western worst-practices for doing business in China. Make sure you – or people you rely on – aren’t committing these highly-avoidable blunders.

China Negotiation Mistakes –’s Least Wanted List from ChinaSolved

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Download the PDF report by clicking here.

Negotiate Lower Risk in China

Western negotiators in China can lower their risk with smarter negotiation techniques.

Negotiating in China used to be about reducing costs, but since the crash of 2008 it has been about accessing the market and integrating supply chain.  Since both of these goals require substantial and long-term commitments, the job of negotiators in China has fundamentally changed.  Nowadays, negotiating in China is about reducing risk.

Rule Number 1: business intelligence is your responsibility.  Not your counter-party, supplier, partner or even key staff.  You don’t have to have all the answers, but you do have to know the right questions — and have some way of assessing the answers you are getting.  That is not something you’ll grow into or pick up over time.  If you are too busy to learn about China and develop your own channels of business intelligence and market information, then you are simply too busy to succeed in China.  It IS that simple.

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The Lao Taxi Case

An American, a Dutchman and a Brit walk into an open-air third-world bus stop just before dawn. They each need transport to the town – approximately three miles away. The local minivan and tuk-tuk drivers have organized themselves into a mean little mafia, and they are gouging the international tourists as they disembark from overnight buses.