Negotiating in China
As many things, negotiating in China is so different from how we do in Western countries. Negotiations are usually are longer and include more nuance than ours. The long-term business relationship comes before the immediate result of the negotiation, and it is very important to maintain the parties in face by abstaining from using aggressive tactics or pointing out mistakes. Also, when one point of discussion is renegotiated, the Chinese view all items as reopened for discussion.
Talking about the salary of foreing employers, it is important to know how to negotiate it. In China, those people use to make some big mistakes. They generally have an idea of average salaries for their job sector, but in China, candidates are often going in blind. Because of this, it is important to put in the due diligence and find out for yourself what your job normally pays in China. If you haven’t been asked by the company to relocate, you shouldn’t expect to be paid much more than a local in a similar position. There was a time where foreigners could be paid roughly twice the salary of a Chinese counterpart based on their nationality and language skills alone. Today, to get a higher salary, you need specialized skills and a strong background. If candidates aren’t sure what the market rate is, they can ask the employer what salary they are offering for the position (the employer will have one in mind) and negotiate accordingly based on background, experience, and benefits.
If I should give an advice about negotiating to someone who is searching for a job in China I would say to be strategic, do your research and prepare in advance. Make sure you understand what cards you have and lay them down one by one rather than showing your hand all at once. While every situation is different, you generally cannot expect too much transparency. If possible, you should attempt to frame the solution as a win-win and avoid causing the other party to lose face when they agree to your terms.
Don’t be afraid of China. It is a country with a lot of opportunities and is growng rapidly, so it needs a lot of qualified workforce. Maybe if you want to try a new culture and get well paid, it should be your turn to travel to this amazing country.
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21 Mar 2016
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cgonzalezgisbert
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