Chinese Negotiation -- Big Talk
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Chinese banquets aren't just exercises in etiquette -- they're real business. The negotiation has already begun. Western business people who are unprepared for banquet "big talk" are starting off in a weak negotiating position.
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Chinese Negotiation -- Big Talk
- 1. Negotiating in China: Big Talk (Not small talk) ChinaSolved explains it all Watch the YouTube video at http://youtu.be/sY-UPH8o-8E
- 2. Lots of people are telling you how to BEHAVE at a Chinese business meeting or banquet…. All Rights Reserved. Copyright @2013. Property of ChinaSolved
- 3. … but what do you do when you actually get to the MEETING part of the meeting? All Rights Reserved. Copyright @2013. Property of ChinaSolved
- 4. Banquets and relationship- building events are no time for “skyscraper marveling” and “chopstick chit chat” All Rights Reserved. Copyright @2013. Property of ChinaSolved
- 5. You Are On the Job • Just don’t forget – Chinese banquets aren’t the OVERTURE to a negotiation. • They are the FIRST ACT of the play. • The Chinese side is working. –They’ve got a plan – You should too. All Rights Reserved. Copyright @2013. Property of ChinaSolved
- 6. Have a Strategy • Develop a PR strategy: What is your “Banquet Message?” All Rights Reserved. Copyright @2013. Property of ChinaSolved
- 7. Big Questions #1 • Where do you see your company in 5 years? • What will be your relationship and role with foreign partners? All Rights Reserved. Copyright @2013. Property of ChinaSolved
- 8. Big Question #2 • How do you define successful partnership? • What is trust between partners? All Rights Reserved. Copyright @2013. Property of ChinaSolved
- 9. Big Questions #3 • What do you see as the strength and weakness of Western firms operating in China? • What can you and I do to leverage on those strengths and attack those weaknesses? All Rights Reserved. Copyright @2013. Property of ChinaSolved
- 10. Big Questions #4 HR is one of the biggest challenges for Western firms in China. Do you have any advice? All Rights Reserved. Copyright @2013. Property of ChinaSolved
- 11. Big Questions #5 • What are your plans for expansion and growth? • Do you anticipate operating in overseas markets? • Do you plan on entering my home markets in America or Europe? All Rights Reserved. Copyright @2013. Property of ChinaSolved
- 12. Stay away from: • Politics • Government • International relations • Censorship • … You get the idea. All Rights Reserved. Copyright @2013. Property of ChinaSolved
- 13. Thank You All Rights Reserved. Copyright @2013. Property of ChinaSolved
Notas do Editor
- Myth that Chinese don’t talk business in social settings. They don’t talk about transactions, but they are busy sizing you up.They aren’t making small talk. The make BIG talk.Big picture, general plans – they want to know about your business philosophy.
- What would you think of a Chinese person who came to NY or London for a meeting and couldn’t stop talking about how amazing the big buildings were or the intricacies of using a fork and knife. Well = the dolt who can’t form an intelligent statement or question about Shanghai and Beijing isn’t winning any prizes either. You are being judged, evaluated and sized up. Relationship-building is about
- Hey – it’s worth a shot.
- Have a goal for “big talk”. Have a direct route for moving chit-chat back to specific deal points. In the short term, the goal is to let him see your biz philosophy and to figure out what his is. This is important to the Chinese – this is their due diligence.
- Find out if he plans on being a partner for the long term.
- Does he plan on competing with you .
- Hey – it’s worth a shot.