Negotiating China: Case Studies & Strategies

Rating:
Summary: A Masterwork
Review: A lot of praise is often given to books Chinese but this is probably among the best somebody should read when doing business in Mainland China. It does not only summarizes all of what you need to know about Chinese philosophy but compares the negotiation process step by step comparing between Western and Chinese methods.

Confirming information found in New Asian Emperors, a book talking about Overseas Chinese, it explains the relation between outsiders and insiders of the Chinese group. According to Confucian principles, relations with outsiders (the Westerners) are not the same than Mainland Chinese. Second it explains how Chinese are strongly integrated in their society and that any mistake will follow them all their lives meaning they do not have much room to make favours to outsiders but only to abide by the rules of their superiors and the group.

Chinese slice negotiations in 22 pieces and go step by step from A to Z negotiating each step in detail (forget about jumping steps because they will come back to it later and start the negotiation all over again), comparing the offer available on the market, playing market players against each other to obtain the best deals, reneging on their previous agreements in the negotiation if necessary to put pressure on the outsider. They also want to obtain as much information as possible and expect them to be ruthless. Everything is permitted.

But on the other side, be careful not too loose temper (loss of face is terrible and make any favourable issue impossible), use pressure when required (books explains when to do this), pull strings whenever you can and never forget information flow is never open either because Chinese do not want to explain an embarrassing matter and find excuses which have nothing to do with the matter or they do not have the power to decide and you should find out who really does.

Even after a contract has been signed, expect that you will have to follow up and negotiate again. Author explains the different cases you can encounter.

What Chinese appreciate above all is somebody which is tenacious. Their favourite proverb is 'You can move a mountain stone by stone' and anybody adopting this tactic will be considered a valid player. Of course you must see if the cost are really worth it for you or your company. Therefore China can only be considered a good market if ready to invest there for a long time. Once your reputation as negotiator (the Chinese way) is established, you will find that dealing with Chinese will be much easier, since the word will spread quickly.

But a reputation is linked to a person, not to a company. So when a person or a team of a company is successful, do not change this person or team in your dealings with China because once they are gone, so are the relations.

Thousands of good advices based on case studies in an easy to read book which will learn you more about China than any other one and save you months of painstaking learning experience and probably millions of dollars too.

Rating:
Summary: A Masterwork
Review: A lot of praise is often given to books Chinese but this is probably among the best somebody should read when doing business in Mainland China. It does not only summarizes all of what you need to know about Chinese philosophy but compares the negotiation process step by step comparing between Western and Chinese methods.

Confirming information found in New Asian Emperors, a book talking about Overseas Chinese, it explains the relation between outsiders and insiders of the Chinese group. According to Confucian principles, relations with outsiders (the Westerners) are not the same than Mainland Chinese. Second it explains how Chinese are strongly integrated in their society and that any mistake will follow them all their lives meaning they do not have much room to make favours to outsiders but only to abide by the rules of their superiors and the group.

Chinese slice negotiations in 22 pieces and go step by step from A to Z negotiating each step in detail (forget about jumping steps because they will come back to it later and start the negotiation all over again), comparing the offer available on the market, playing market players against each other to obtain the best deals, reneging on their previous agreements in the negotiation if necessary to put pressure on the outsider. They also want to obtain as much information as possible and expect them to be ruthless. Everything is permitted.

But on the other side, be careful not too loose temper (loss of face is terrible and make any favourable issue impossible), use pressure when required (books explains when to do this), pull strings whenever you can and never forget information flow is never open either because Chinese do not want to explain an embarrassing matter and find excuses which have nothing to do with the matter or they do not have the power to decide and you should find out who really does.

Even after a contract has been signed, expect that you will have to follow up and negotiate again. Author explains the different cases you can encounter.

What Chinese appreciate above all is somebody which is tenacious. Their favourite proverb is 'You can move a mountain stone by stone' and anybody adopting this tactic will be considered a valid player. Of course you must see if the cost are really worth it for you or your company. Therefore China can only be considered a good market if ready to invest there for a long time. Once your reputation as negotiator (the Chinese way) is established, you will find that dealing with Chinese will be much easier, since the word will spread quickly.

But a reputation is linked to a person, not to a company. So when a person or a team of a company is successful, do not change this person or team in your dealings with China because once they are gone, so are the relations.

Thousands of good advices based on case studies in an easy to read book which will learn you more about China than any other one and save you months of painstaking learning experience and probably millions of dollars too.

Rating:
Summary: Very useful for working in China!
Review: negotiating China is clear, concise and full of usefull tips and case studies. Anyone who is thinking of doing business in China should peruse this little book.

The Secretary of State and all her cronies at foggy bottom would also do well to read this so they could figure out why they never get anywhere with the Chinese.

Rating:
Summary: Definitely must reading for anyone doing business in China.
Review: This 205 page paperback book is a must reading for anyone intending to go to China in any business capacity. Especially useful is a 4 page quick reference chart to Chinese negotiating characteristics. This chart is essentially a concise summary of the thesis of the book. The author makes it quite clear that it is extremely unwise to go uninformed and expect to successfully negotiate with the Chinese. Why is that so? Because of the dramatically different cultural complications, transference of negotiation skills that are successful in the west is not a given. Personal relationships and friendships are very important factors in helping to cut negotiating time and in helping to obtain favorable financial terms. Negotiations from the Chinese side will entail time and many people in the decision making and negotiation process. You should be prepared to exhibit great persistence for the long term. The author discusses what to expect during the pre-negotiation, the negotiation, and the post-negotiation phases. This book is an excellent reference for preparing yourself. Case studies and analyses review both successful and unsuccessful negotiations in various industries. Chapter headings are: 1. The Haggling Society 2. The World of the Chinese Negotiator 3. Preparing to Negotiate in China 4. The Formal Negotiation 5. Chinese Influence Factors 6. A Bridge Between East and West: the Overseas Chinese 7. Coming Out of China Crying 8. Working the Network 9. Taking Control 10. Stepping Back 11. Demonstrating Commitment 12. Conclusion

Rating:
Summary: Definitely must reading for anyone doing business in China.
Review: This 205 page paperback book is a must reading for anyone intending to go to China in any business capacity. Especially useful is a 4 page quick reference chart to Chinese negotiating characteristics. This chart is essentially a concise summary of the thesis of the book. The author makes it quite clear that it is extremely unwise to go uninformed and expect to successfully negotiate with the Chinese. Why is that so? Because of the dramatically different cultural complications, transference of negotiation skills that are successful in the west is not a given. Personal relationships and friendships are very important factors in helping to cut negotiating time and in helping to obtain favorable financial terms. Negotiations from the Chinese side will entail time and many people in the decision making and negotiation process. You should be prepared to exhibit great persistence for the long term. The author discusses what to expect during the pre-negotiation, the negotiation, and the post-negotiation phases. This book is an excellent reference for preparing yourself. Case studies and analyses review both successful and unsuccessful negotiations in various industries. Chapter headings are: 1. The Haggling Society 2. The World of the Chinese Negotiator 3. Preparing to Negotiate in China 4. The Formal Negotiation 5. Chinese Influence Factors 6. A Bridge Between East and West: the Overseas Chinese 7. Coming Out of China Crying 8. Working the Network 9. Taking Control 10. Stepping Back 11. Demonstrating Commitment 12. Conclusion