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Guanxi

La Hora de Beijin

Introducing Yourself

Doing Business in China

Dress Code

lunes, 16 de junio de 2008

Negotiating - C


· Expect to make presentations to many different groups at different levels.
· Have at least twenty copies of your proposal available for distribution when you arrive. Photocopy facilities in China can be difficult to find.
· Use black and white for your collateral materials, since colors have great significance for the Chinese.
· Chinese executives will drag out negotiations well beyond set deadlines just to gain an advantage. They may try to renegotiate everything on the final say of your visit, and they will continue to try for a better deal even after the contract is signed.
· Never exaggerate your ability to deliver, because the Chinese believe that humility is a virtue, and also because they will investigate your claims.
· Most Chinese will not make an important decision without first consulting the stars for an auspicious day and hour.
· Be patient. Expect to make several trips to China before negotiations are final. The Chinese are very cautious in business matters, and will expect a strong relationship to be built before they close a deal.
· Weights and measures are mainly metric, but several old Chinese measures are still used.
· Bring business cards with a translation printed (in Mandarin Chinese) on the reverse side. Gold ink is the most prestigious color for the Chinese side. Never place a person’s card in your wallet and then put it in your back pocket.
· When entering a business meeting, the highest ranking member of your group should lead the way.
· The Chinese expect the business conversation to be concluded by the senior officials of each side. If subordinates interrupt, the Chinese will be shocked.
· Familiarize yourself with all aspects of China before you arrive. The Chinese appreciate western visitors who demonstrate an interest in their culture and history.
· Be patient, expect delays, show little emotion, and do not talk about your deadlines.
· At the end of a meeting, leave before the Chinese.