Chinese Negotiations: Dealing With Chinese Businessmen | The ...

If your company is planning to enter the Chinese market you need to know a few things about Chinese negotiations and how to work with the Chinese when trying to close out business deals with them.

The Language

As a business doing Chinese negotiations is going to be tough so it?s best if you can have some sort of interpreter with you. While you may be able to get by without one if you speak some Chinese it?s still easier to use an interpreter because it?s easy for translations to get mixed up and you don?t want this during the negotiation process. If the Chinese come to meet your company they will probably have an English interpreter with them. The Chinese will probably be able to supply you with an interpreter or you can bring your own to the meetings. It?s in your best interest to have one and it will help everything go smoothly. Be sure your interpreter knows what will be discussed during the meetings so they can act accordingly with your wishes.

Chinese Translations

If you have any materials you wish to provide during Chinese negotiations then these should be translated into Chinese for the meeting. This will show them that you care and are willing to take the extra steps t provider them with materials that they can understand and use. You don?t have to translate every single document you have just them important ones for the purpose of the meetings.
The Meeting

The Chinese like to meet over lunch or dinner and it?s a custom for them to do this. You might want to learn how to sue chopstick or have some knowledge about teas although it isn?t a complete requirement. During the meeting the Chinese will often talk about trivial things like the weather or your trip before getting down to the business at hand. You need to be patient during the meeting and just let things flow properly. For the Chinese the first meeting is a way to get to know you so just relax and you?ll be fine. You?ll leave a good impression if you take some interest in their culture because this is very important to them.

Note that the Chinese may be a bit loud or they might seem to be negative at times but this is just how they act. They can make gestures with their hands or their voices may rise in pitch. Be sure you interpreter knows this so you can all act accordingly.

Negotiations

The Chinese like to take their time and they ma haggle over issues you don?t seem as important. The ?Guan Xi? or relationship is important to them. They may want to establish a relationship before any real business is done. Things therefore can go slowly so patience is needed. After the first meeting there probably won?t be any real decisions made. The discussion may seem to stall but this is quite common when dealing with them.

Be ready to work out small details with them which can be frustrating on your part but this is how they work. They can spend a great amount of time haggling over mater that you really don?t care about but you need to accommodate them for the deal to work. Have patience during the later stages of the deal and work on a solution that will benefit both parties involved.

Use Your Highest Officials

The Chines like to deal with the highest levels of a business. When you negotiate with them make sure you have the top levels of your business present as this can really help the negotiations if you send someone to speak of your ?behalf? this won?t go over very well and the deal will probably fall through quite quickly. When you deal with them you need to do this in person.

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