Chinese Negotiating Styles: The Accommodator Tactic

Chinese Negotiating Styles:
the Accommodator
ChinaSolved
Spring 2013
Property of ChinaSolved. All Rights
Reserved. Copyright @2013

Negotiators all fall into
1 of 5 categories, or
TYPES.

5 Negotiating Styles
• Competitive
• Compromising
• Accommodating
• Avoiding
• Collaborating

Negotiating Styles
Your
Benefit
His Benefit
Competitive
AccommodativeAvoiding
Collaborative
Compromising

Construct or Culture?
• Is yielding or accommodative approach
of Chinese negotiators a conscious tactic
– or is it just part of the normal culture in
China?
• Chinese culture definitely attaches more
importance to hospitality, harmony and
control of aggressive emotions....
Reserved. Copyright 2013

• But as anyone who has lived in
China had first-hand interaction
with Chinese people can tell you,
they can be very vocal and
forthright when they want to be.

Verdict: Accommodating or
Yielding negotiating behavior is
at least part tactic.

Often it is ALL
tactic.

Manifestations of
Accommodating Tactics
• Flattery
–You are so smart
–Your company/brand is great
• Approving
–That’s a great plan
• Acquiescence
–You’re right

Revenge of the Yielders
Passive Aggressive behaviors in
Chinese negotiation:
–5 Tactics
–1 Strategy

Tactic 1: Guanxi Buddies
• These guys are looking for a job,
a contract or some kind of
payout.
• Offering to be very helpful.
• We have the same guy at home…

Tactic 2: Wolf in Sheep’s Clothing
• They are flattering you to
gain your confidence.
• Ends in an IP or asset grab.

Tactic 3: Passholes
Staff and partners will tell you that
your business plan, application or
new product looks absolutely
fantastic – when they know it
doesn’t stand a chance.

Why do they do this? No one
knows. But it is common, it is
effective and it is dangerous.
Tactic 3: Passholes

Tactic 4: Bait & Switch
Mid-level salesmen will often
pretend to have the authority to
offer you a good deal.
Later, it will turn out that nothing
they said carries weight – but all
of your concessions are still carved
in stone.

Tactic 5: The Fishing Trip
Earnest young entrepreneurs are
supportive and agreeable while
you finish their business plan.

Strategy:
Balance of Power Shift
Chinese negotiators intentionally
put themselves in a subordinate
position at the start of a
relationship.

Strategy:
• You take the role of leader, fixer
and teacher.
• You transfer technology, streamline
their procedures and clear their
bottlenecks.

Strategy:
• At which point, you no longer
serve a useful purpose, so it’s time
for you to leave the stage.

Strategy:
• At which point, you no longer
serve a useful purpose, so it’s time
for you to leave the stage.
• Don’t blame them.
• It was your idea.

About Andrew Hupert - Author
• 10+ years in China,
– 3 in Taiwan & HK
• Principal at Best Practices China ltd
– Specialist in US-China Negotiation
– Corporate training, consulting, and
project management
• Publisher of ChinaSolved.com and
ChineseNegotiation.com
• Author – Guanxi for the Busy
American and The Fragile Bridge
Full list of publications and
slideshows available on
www.AndrewHupert.com

Guanxi for the Busy American
• A professional’s guide to
building relationships in
China.
• Written for the Western
negotiator who needs
to transact and execute.
• Available on Kindle,
iBook and all major e-
formats.

The Fragile Bridge
• Conflict Management in
Chinese Business .
• Building relationships is
easy – maintaining
them is hard. Learn to
do it right.
• Available on Kindle,
iBook and all major e-
formats.

Contact
www.ChinaSolved.com
www.ChineseNegotiation.com
Linkedin: China Solved
YouTube Channel:
www.youtube.com/Chinasolved

Chinese Negotiating Styles: The Accommodator Tactic

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