Negotiating with Chinese Essay -- Business and Management Studies

Negotiating with ChineseIntroductionWhen a company want to establish in China they have to follow someunwritten rules based on the cultural development Chinas. You cannotcome to China and doing business as you know it from Germany. That result not work. The chinese people will mis examine you. In this handicap I will give some informations about chinese negotiating methodsand how western people can get off it, where they have to be careful. Ichose this issue because in my opinion this is very Copernican fordoing business in China where you can see heavily the culturaldifferences between China and western countries. My assay will giveinformation about this topic from the the starting signal communicate over thenegotiation process to what may happen after the contract is signed. get in come through with Chinese companiesBefore you can negotiate with anyone you need to know with whom youcan do business in China. There are contrary ways to get in connectionwith Chinese companies .- getting in contact with the Auenhandelsgesellschaft in Shanghai- contact the responsible ministry- trade fairs/exhibitions- precise lectures, lecture travel to institutes/universities/ministries- private advice companies with seat in Hongkong- finding a chinese single person who have good contacts (guanxi)- advertise in magazines and newspapers- contact Chinese great companies of the same branch and try to get in direct contact with them or to get informations about other possible partners- contact an other german company who already established their business in mainland China and asking them to work as a contact person to china- asking the german embassy in china- speak to homebank, consolidated companies, chamber of industry and commerceThese different ways to get into china are in a way ranked as howimportant or effectful they are in my opinion.Pre-NegotiationNegotiation with Chinese or getting in the first contact with Chinesecan be made in several ways like mentioned a bove. The Chinesenegotiation process starts with contacts with the Chinese partners.The Chinese are first of all interested in getting to know the otherparty during first initial contacts. They try to determine whether ornot the foreign true has- the most advanced technology required for their project, art of business- the willingness... ...s not as worse as itin my assay sometimes seems to be. If you know and understand thecultural differences as a western person it is not easy but you willmake good negotiations because in my opinion it is naive to hypothecate thatchinese people do not know what your values are. They know as much asyou know about them so they know that you manage the things in yourcountry in another way round. So if you make a mistake I am surechinese people will forgive (if it is not a part of the negotiatingtactic to bring you in embarrassments with your mistakes). Veryimportant maybe most important in my opinion is the governance because thisis also very im portant for the chinese. Do not lose ones face. That isfor a chinese people often not really forgiveable. The worst case whatmay happen if you let a chinese negotiating partner lose his face isthat the negotiating process finish immediately. So this in my opinionone of the most important thing western people have to take care of inthe negotiating process.Last I want to say that it was very interesting to work on this assaybecause I got a further inside view through chinese negotiating andwith this the chinese culture.