Negotiation and Doing Business in China

When you want to do business in a foreign country you need to have a good idea. Offer a good price also is very important. Knowing the habits of that country is compulsory if you do not want to throw away your business.

China is a country where many companies from over the world want to do business, because china is developing very fast and it have much demand of products and services, for this reason any country want to loose this opportunity. a lot of people think that china will be the most important country in few years, although in some things it is the best, for example in renewables energies, china is the first world power.

the next points are for me the most important if you want to do business in china

1º Have knowledge of the company and know how the company works, you must know who is the boss and who is the assistant for carrying the conversations with you and what position held in the company.

2º create relationship with the companies or organizations, this point is important because you must speak with councils and other organizations for that they know your project and know  your objective and they will know if they are involved or not. you can not forget that the bureaucracy in china is very important.

3º you must learn about the history and the culture in china, you must visit the places more important of china and know its history, you must go to villages of china for know their habits and traditions, in this part you will know the authentic Chinese culture also you try to learn words in Chinese and phrases and you make a impression if you learn a little of writing. is very important that the partners see that you show interest for their culture.

4º You must send your best men to china, the Chinese people only want the best workers, you must know that the negotiation in china is very hard, you will speak many hours with them and you will do more negotiations about different projects. They want people with ability of negotiate and people ready for rapid changes.

5º be patient. the patience in china is a virtue that you must develop, i said before that the negotiations in china are very hard because they do not do one negotiation, they do several negotiations. is better that you do not book the return flight because you don’t know when you finished the negotiation. if you say that you have a flight in a few days you do not make any deal with them.

6º try to use a clear language, be clear and simple, you try to use a few words and show a picture of confidence and security you must pretend that you control all the sticks of the project.

7º the cunning is a virtue, you must know what the chinese can or cannot do in the project, you must prepare the negotiation with this point, you cannot make that the people is uncomfortable in the deal, if you realize of this you must stop, and speak about other thing.

you do not be a liar, you do not pretend that your company is the only company that it can make the project, they are not fools, they know that today there are a lot of companies that they can make a lot of things, your company is better for your people and your professionalism.

8º Put a smile on your face, although the things are bad you smile, you do not be angry, forever with a sports spirit, you do not give a step back if you know that you cannot. you do not said that you will return to your country they know that like you there are many companies that they want to work in china. you must look for the good side of the deal.

9º be persistent, although the deal did not finish good, you do not worry, you keep the relationship with them, if they come to spain you try to invite them for dinner or visit an interesting place. A few months later, they will make offers to your company and you can return to do new deals with them.

the investment in time and money with the chinese people is very high, it requires a lot of effort.

No hay comentarios / 15 Mar 2016 por cgarciadiaz
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