Doing business in China requires a certain approach and knowledge. Residents of the eastern countries - China, Japan, Korea, Vietnam differ sharply in their approach to negotiations from the Europeans. These differences are clearly visible in the strength and tactics of the negotiations themselves, as well as in the simple communication of future business partners. Businessmen from this region have their own special way of thinking, as well as moral principles and foundations, which has an impact on the sphere of negotiation.
When organizing negotiations in China, they usually take place directly in the offices of companies, a little less often in conference rooms of hotels, business centers or restaurants. Often, after negotiations, lunch or dinner follows, which is a continuation of business communication. At the same time, remember that when conducting negotiations, you yourself can choose the place for their holding. This behavior will earn you the respect of the other side. But in this case the very place for negotiations is important. For Chinese businessmen, connections and wealth play a big role, but they do not accept the defiant luxury that is on display. Therefore, the main thing in this matter is to maintain a balance.
The people of China are distinguished by excellent self-control, punctuality and ceremony. China's ruse is inherently just a subjective excuse for Europeans who lack knowledge of Chinese business etiquette and lack of patience and self-control during meetings.
Always be ready to compromise. Monotonous repetition of the same thing will not lead to mutually beneficial cooperation.
When you enter the premises and in front of any door in front of you, your Chinese partner will invite you to enter first. In order to endear your partner to yourself and create an optimal psychological background, give up the FIRST time from the right of priority entry. And only after the Chinese partner refuses again in your favor - feel free to go through. Actually, all negotiations with the Chinese are in the nature of a theatrical performance with roundabout maneuvers, attacks, retreats, and sometimes even threats.
During negotiations, the Chinese often use the old technique - they express their intention to conclude a contract with other partners. But the solution to this issue lies on the surface - there are a lot of Chinese, so there are practically no exclusive suppliers. If one enterprise successfully sells a consignment of goods, then tomorrow there will be no less similar companies with the same conditions of cooperation. So just make it clear to your partners that you can find other suppliers as well.
During negotiations, Chinese partners may even show fits of uncontrollable anger, the purpose of which is to test your composure. Your goal is not to get scared and not make concessions right away. On the other side in negotiations, you may encounter rude and completely overt flattery. The best reaction in this case is a sober assessment of your capabilities. Also, in addition to obvious attacks and flattery during negotiations, the Chinese often use a trick - exhausting a partner. The main thing is always watch what you say, try never to name specific prices, no contradictory facts on which the Chinese will always catch you.
Passion for trade is in the blood of the Chinese. The initially set price often has nothing to do with reality at all. Before signing a contract, always once again discuss all the key terms of cooperation, make sure that the Chinese understand them exactly as you do.
It is important to remember that you should not add anything personal to your business communication. You need to make it clear to partners that doing good business is your top priority. Also, always be tolerant and patient. The presence of such qualities in you will break the template of the Chinese mentality that Europeans are extremely impatient in a hurry. Do not succumb to provocations, keep calm and at ease. But it is always worth keeping in mind the options for long-term cooperation. In this case, sometimes you can give in a little. Despite the high density of business in China, it can be difficult to find a truly worthy partner.