Negotiating with Chinese Essay -- Business and Management Studies

Negotiating with ChineseIntroductionWhen a company hope to establish in China they hit to follow someunwritten rules based on the cultural development Chinas. You arouse noncome to China and doing business as you know it from Germany. Thatwill not endure. The chinese people will misunderstand you. In thisassay I will give some informations about chinese negotiating methodsand how western people can manage it, where they have to be careful. Ichose this topic because in my opinion this is very important fordoing business in China where you can see intemperately the culturaldifferences between China and western countries. My assay will giveinformation about this topic from the the first contact over the duologue passage to what may happen after the contract is signed.Getting in contact with Chinese companiesBefore you can negotiate with anyone you need to know with whom youcan do business in China. There are different ways to get in contactwith Chinese companies.- getting in conta ct with the Auenhandelsgesellschaft in Shanghai- contact the responsible minis pronounce- trade fairs/exhibitions- specific lectures, lecture travel to institutes/universities/ministries- private advice companies with seat in Hongkong- finding a chinese single somebody who have good contacts (guanxi)- advertise in magazines and newspapers- contact Chinese great companies of the same branch and try to get in direct contact with them or to get informations about other possible partners- contact an other german company who already established their business in china and asking them to work as a contact person to china- asking the german embassy in china- speak to homebank, consolidated companies, chamber of industry and commerceThese different ways to get into china are in a way ranked as howimportant or effectful they are in my opinion.Pre-NegotiationNegotiation with Chinese or getting in the first contact with Chinesecan be made in several ways like mentioned above. The Chinesene gotiation process starts with contacts with the Chinese partners.The Chinese are first of all interested in getting to know the otherparty during first initial contacts. They try to determine whether ornot the foreign firm has- the most advanced technology required for their project, art of business- the willingness... ...s not as worse as itin my assay sometimes seems to be. If you know and understand thecultural differences as a western person it is not easy but you will pee good negotiations because in my opinion it is naive to think thatchinese people do not know what your values are. They know as much asyou know about them so they know that you manage the things in yourcountry in another way round. So if you make a mistake I am surechinese people will forgive (if it is not a part of the negotiatingtactic to bring you in embarrassments with your mistakes). Veryimportant peradventure most important in my opinion is the face because thisis also very important for the chinese. D o not lose ones face. That isfor a chinese people lots not really forgiveable. The worst case whatmay happen if you let a chinese negotiating partner lose his face isthat the negotiating process finish immediately. So this in my opinionone of the most important thing western people have to take care of inthe negotiating process.Last I want to say that it was very interesting to work on this assaybecause I got a further inside view through chinese negotiating andwith this the chinese culture.