|
|
Applying Negotiation Skills During The 5 Step Process To Attaining Successful Deals In China
1. Negotiation objective
For many the objective of negotiation is a substantive result and material gain. In China the deal is about the relationship and there is no better way to succeed in doing trade than through a close alliance, so think about investing a lot of time in this pre-negotiation stage.
The aim of negotiation is not the signed agreement and unexpected circumstances are resolved through the partnership; the agreement is more a sign of the meaning to do business together than a legally binding record. Trust is the basis of the agreement and the fact that you have signed a contract does not actually imply that the deal is closed; it means that a relationship has been recognised.
2. Negotiation approach and communication approach
The Chinese negotiation style is one of collaboration and problem solving whilst still fixed on the bottom line.
The communication style is expressed by using titles, following procedure and being very respectful and alert in discussions. Always start with an official approach, using first names and relaxed style is risky and can be viewed offensive and interpreted as an act of disrespect.
When you negotiate, listen carefully to determine the exact meaning. It is unusual to hear a direct no and you will more likely hear "it is difficult" which in fact does mean you must not pursue it. Do not expect to receive direct clear replies, because you will try to resolve a situation that "is difficult" when in fact it can't be resolved.
3. Time perception
A lot of time is expended in developing a relationship which is a symbol of respect and which is supposed to be reciprocated. For Westerners time is valuable and the Chinese usually take advantage of this fact. Preparation is therefore vital, create options and let your counterpart know that they are is not the only one who can walk away from the deal. Do not forget that "tomorrow" or "next week" often doesn't literally mean the following day or week; but this could mean "in the future".
4. Negotiation approach
What for most Westerners may appear to be innocent mingling is in fact their way of gathering information.
Chinese negotiators are competent in the art of positioning & framing, the complexities of pricing and the use of time as a negotiation tactic. They have good negotiation skills and will often use negotiation tactics to humiliate or shame their counterpart in order to create pressure and gain the upper hand. Take the blame if a problem arises whether you are accountable or not and do not counter with disrespect.
Your whole team is advised to attend the appointments and it's very important to arrange for someone with a position of authority within your organisation to make the introductions and to accompany you during meetings. Without obvious official support, you will be sending out the wrong message about how genuinely you view the negotiations.
5. Team based negotiations
The Chinese almost always negotiate in a team. It is not always clear who the leader is and who has total authority to decide matters. Although decisions are made by consensus, there is usually one leading authority who may not be very active during negotiations. Gain the attention of their lead negotiator and direct your most persuasive and logical discussions towards him. The rest of the team usually plays the role of an advisory body.
Your Underdeveloped Business Negotiation Skills Capability Could Cause Critical Negotiations To Fail Due To Insufficient Preparation
The main reason to a profitable business negotiation result is the quality of your planning. If you don't plan, prepare to fail and expect to not reach your goals.
Is Sales Funnel The Most Useful Strategy To Generate Sales
I have outlined the most effective way, that I have discovered to set up my Sales Funnel for my MLM business. I lay out each step for you to easily follow.
Becoming A Consumer In Melaleuca Not Only Saves You Money, But Adds To Your Long Lasting Health!
Melaleuca is a home based business focused on customer satisfaction and loyalty! Melaleuca actually SAVES people money (25%-60% ) replacing store bought products with theirs, eliminates toxic chemicals from your home & body, and they work better!
One Simple Negotiation Skills Technique That Will Immediately Produce Improved Negotiation Results
Research has proven that high objectives will constantly outdo low aspirations and if you therefore exaggerate your expectations at the negotiation table, you will continously influence your negotiation outcomes positively
Better Your Negotiation Skills By Using This Advice On Dealing With The Vice Tactic In Your Commercial Deals
You will inevitably have to negotiate with counterparts who use tactics against your organisation. It is very important to be able to recognise negotiation tactics and have the confidence and negotiation skills to counter them successfully.
Important Aspects To Consider When Applying Your Negotiation Skills During Cross Cultural Transactions
We could easily make the mistake of stereotyping people according to their national culture whilst ignoring the other elements of culture that will contribute to the success in your negotiation.
Include This Tip In Your Negotiation Skills Training To Ensure These Three Things Never Occur
If you are getting ready for a non-competitive negotiation, deploy some effective negotiation skills and make every effort not to make any of the most common mistakes during your dealings with your counterparts.
Getting Your Firm Back In Business?
All businesses run into trouble or come across slow periods now and then. This isn't something you should panic over but it is a situation which needs you to put some ideas into action to put the firm back on the right path again.
|
More Articles
Blogroll
|
