Trade Resources Trade Tips It Is Important to Not Solely Rely on The Contract to Protect You

It Is Important to Not Solely Rely on The Contract to Protect You

Negotiating contracts and agreements

What are the most important things when negotiating with Chinese people?

Organization, detail, politeness, a strong will and a healthy dose of patience.

Is there a strong emphasis on hierarchy in Chinese business culture?

Yes, ensure you bring a senior member of your organization to lead the negotiations on your behalf. The Chinese will do the same.

How to find who makes the final decision?

Since the hierarchy within a Chinese organization is complicated, treat everybody with equal respect and be prepared to present your material to many different people at varying levels of authority.

How to exchange business cards?

The Chinese are keen about exchanging business cards, so be sure to bring a plentiful supply. Present your card with two hands. When receiving a card place it in a case or bag rather than in a wallet or pocket.

What should I print on my business card?

Your professional title, especially if you have the seniority to make decisions. If your company is the oldest or largest in your country, or has another prestigious distinction, ensure that this is stated on your card.

How to say NO in china?

Negative replies are considered impolite in China. Chinese people won't say "no" to a proposal. They will say "perhaps", "I'm not sure", "I'll think about it", or "We'll see" instead.

What's the meaning of "No big problem" or "The problem is not serious"?

It usually means "There are still problems". Always investigate the situation fully to obtain facts.

Why are Chinese people renowned for being tough negotiators?

Chinese businessman's primary aim in negotiations is "concessions". Always bear this in mind when formulating your own strategy. You must be willing to show compromise and ensure their negotiators feel they have gained major concessions.

What's the biggest difference between Western and Chinese business culture in decision making?

Quick decisions are alien to Chinese. Rapid decision making, incorporating quickly gathered and processed information, is a sign of an aggressive, highly competent manager in the West. But to Chinese, haste is the sign of an idiot. The Chinese prefer to deliberate longer so you need to be patient.

Are contracts sometimes flexible in Chinese business culture?

Yes, sometimes the stronger your relationship with the other party, the more likely the contract will be followed as written. It is important to not solely rely on the contract to protect you. Establishing a strong relationship and having proactive involvement in product QC is the key to getting the product you desire.

 

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Negotiating Contracts and Agreements
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