Intercultural training China: How to negotiate correctly
China is one of the most important economic powers in the world, and successful negotiations require intercultural understanding. Those who respect business customs can build long-term relationships. Here are 20 essential dos and don’ts for successful negotiations in China.
Dos: Successful negotiation strategies in China
- Respect hierarchies
Chinese companies have clear hierarchies. Talk to the most senior people first and show respect for decision-makers.
- Patience is essential
Negotiations in China are often lengthy. Wait for decisions and avoid pressure.
- Prepare for indirect communication
Chinese negotiators avoid confrontation. Pay attention to subtle hints and body language.
- Use Guanxi (relationship networks)
Personal relationships play a major role. Build trust and maintain long-term contacts.
- Show respect by greeting appropriately
A slight nod or handshake is customary. Hand over business cards with both hands and accept them with respect.
- Be cautious with criticism
Open criticism often leads to a loss of face. Express suggestions for improvement diplomatically.
- Use symbolic gifts
Gifts are a sign of appreciation. Choose high-quality but unobtrusive gifts.
- Listen actively
Show interest in the other person’s needs and let them finish what they are saying.
- Be aware of cultural differences at business meals
Wait until the host starts the meal and be open to local specialties.
- Be flexible and adaptable
Negotiation strategies can change. React flexibly to unexpected changes.
Don’ts: mistakes you should avoid
- Do not push for quick decisions
Chinese negotiations need time. Too much pressure can damage trust.
- Do not interrupt your counterpart
Patience and respect are essential. Let your counterpart finish speaking.
- Do not turn down invitations
Invitations to business lunches or social events are important opportunities to build relationships.
- Don’t be too direct
Chinese business people often communicate indirectly. Direct “no” or confrontation should be avoided.
- Do not show impatience or frustration
An emotional appearance can be perceived as unprofessional.
- Do not talk about political or controversial topics
Avoid talking about Taiwan, Tibet or human rights.
- Do not underestimate the importance of politeness
Formal forms of address and respectful communication are important.
- Do not ignore higher-ranking persons
Talk to the most important decision-makers first before turning to others.
- Do not ignore non-verbal signals
Body language and indirect signals play a major role. Pay attention to nuances.
- Don’t negotiate too hard
Extremely tough negotiations can be perceived as disrespectful. Strive for win-win solutions.
Conclusion
Negotiations in China require cultural sensitivity and patience. Those who respect the hierarchies, build relationships and communicate diplomatically have a better chance of long-term success. Intercultural management is the key to successful business deals in China.
