How to Negotiate With Chinese People?

Résumé du document

Thanks to the China's rapid development, French businessmen are more and more interested in importation to the country. It could thus be an advantage to set up subsidiaries in China.
Though, French people are generally considered reliable by Chinese people, they still need to adapt themselves to the culture of the Chinese people during negotiations with them. They need to find a good way to approach them without shocking them.
When foreigner businessmen with different cultures, different languages, different habits, and different values negotiate together, they must reach a mix of both cultures to create a good environment. This will facilitate the process of negotiation, and people will be more comfortable.

To demonstrate how to be successful in a negotiation with Chinese people, we need to consider three aspects: words to speak, the behavior to adopt, and the things which cannot be done. We wish to make it clear that we will base our analysis on a "win/win" negotiation. Indeed, we have defined this negotiation in the logic of a joint-venture. The result of the meeting will be an agreement rather than a confrontation between two parts.

Extraits

[...] How to behave facing Chinese negotiators? The first piece of advice, for persons who want to negotiate in China, is to let the Chinese correspondent welcome. They prefer to greet first. During the negotiation, you have to be stoical that is to say, not express your feelings. In China, a very important thing is to use your trade relations are based on personal contacts and relations. That's why, Chinese businessmen, at the beginning, will ask you questions about yourself, and sometimes, those are quite personal. [...]

[...] It has to be written in English and Chinese and you have to give it with your both hands and vice versa. When you receive a card from Chinese businessman, don't forget to look at seriously; don't put it in your pocket before reading it. You mustn't forget to bring gifts to Chinese businessmen: luxury brands and cognac are well-appreciated. In order to relax the environment, organize a banquet, if you receive them in France. It has to be composed by 10 to 15 different dishes; but never finish your plate. You have to taste everything, to be polite. [...]

[...] Chinese people could negotiate it even if it is signed. When you signed the “contract”, you mustn't give an advantage at the last time. In China, biggest contracts are signed during “Public holidays” or “Days to put pressure on you. When you receive a “business card” from your Chinese partner, you don't have to put it in your back pocket. Don't say all your arguments without knowing the arguments of your partner. Never expose all your wishes first, because Chinese people can change their strategy and use them against you. [...]

[...] At the beginning of the negotiation, the Chinese will judge you on the human and personal plans. You must use an indirect speech not to offend your discussion partner. Affirmative sentences will be more pleased than saying When a question is embarrassing for you, you can deflect the question the Chinese asked you or you can answer in the negative if you add a complete explanation. Yet you have to pay attention to the meaning of because a Chinese could use it to say that he has heard you but; you can't be sure that he has understand you or that he is sharing your point of view. [...]

[...] During a meeting with Chinese people, their main objective is to make you guilty; they will use main principles of their culture and kindness to have facilities and advantages. That's why you have to be careful about this strategy. It is very difficult to negotiate with Chinese business men. They always try to destabilize you and we have to be very careful to stay stoic and polite, and patient to succeed in a negotiation with Chinese people. They use a lot of strategies to make you weak. [...]