What you should know to negotiate in China

Résumé du document

China, like India, is more than a country. China is a civilization. The development of China has not only affected its own population, but has also affected people in the other parts of the world. To better understand this development, its beginning and where it can be expected to reach, it seems important to know more about this country.

China has always attracted foreign investment, throughout history. This situation has been confirmed of late. However, the long history, the cultural differences and the diversity of their cultures in the different provinces make it difficult for foreigners to understand the situation. The Chinese can be difficult to understand, especially on the political, judicial, economical and commercial fronts.

This document will give you a general idea about the behavior of the Chinese, what should be known before any negotiation, what needs to be taken care of and some advice on how to negotiate in good terms, correctly and efficiently.
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[...] This small difference helps us understand the difference in the perception of between us and the Chinese. For him, the is his face, the social appearance; but for us, the is inside the person. From this, you should not deduce that the Chinese culture is homogeneous. It is a mosaic of philosophy, religions, beliefs and a distinct way of living, which is sometimes contradictory History Importance of the past China has known a lot of different influences, both foreign and the ones that have come from different provinces, or regions. [...]

[...] The real understanding of the interlocutor will only begin when they will sit around a table to negotiate. Problems that can occur: wrong appreciation of the situation, underestimation of the risks, putting the French side in inferiority because they have showed off too much to develop a real negotiation strategy in the future etc . Once more, the badly built base relationship and the various misunderstandings can have some bad consequences beyond the signing of the contract. The Chinese are not spiteful people, but they never forget anything. [...]

[...] "Whoever you are, wherever you are positioned, we need you". The gratefulness felt by the people because of their social utility has nothing formal. Naturally, every Chinese knows who authorizes him to speak, according to his position. Irrespective of whether the person is a director, a shop foreman, a worker, or a driver, there exists a space for everybody, where the remarks and advice that they formulate deserves the consideration of everybody. The one who forgets this could pay his price. [...]

[...] It is the aversion to risk that makes them distrust in business as well. However, after a few decades of socio-political changes, the Chinese sometimes have difficulties in thinking about the future. Hence, they prefer to think short term, than long term Social conformism If in the west, the people are judged by God or a Supreme Judge; it is completely different in China, where the face and the society judges the behavior. The Chinese obligations are social and not moral. [...]

[...] It is when you go to the negotiation step that you should close it. At this step, every investigation should have found answers: profile and legal status, manpower of the Chinese side, the company efficiency, degree of dependence with the adminis- Rui an tration, support that they have, what is at stake for the Chinese side, their motivation concerning the project and the foreign side, acceptable price Level etc . Well led, this step must help you to sign a contract with good conditions and ensure a satisfying realization. [...]