CROSS CULTURAL NEGOTIATION

INDIA & CHINA

By :Shanta Mishra

WHY DO WE NEED TO KNOW THE CORPORATE CULTURE IN CHINA ??

Largest market on the planet

Immense diversity and complexity makes the business world competitive

Historical development, political structure, climate and international relations influence it’s economy and foreign trade

The toughest business environment in the world

Meeting and greeting

Mutual obligation regarding the exchange of gifts

Dress code

Addressing one another

Hierarchy

Intermediaries

Informal questions to start with

NECESSARY TO BE KNOWN :

Do not deviate from the main topic of negotiation

Deal design

Do not hesitate in neglecting an unwanted issue which they don’t want to discuss on the table

STRAIGHTFORWARD TALKS

CONTROL ON EMOTIONS :- they don’t like Setting artificial

deadlines, threatening to walk out of negotiations, or giving in to displays of anger. Rather they like cooperative behavior.

Believe in maintaining balance and harmony

- Chinese do not want to “lose face”, and they also do not want to cause you to “lose face.” Therefore, they will rarely disagree with you in public, and will instead emphasize friendly relations and cooperation.

Have a negotiation strategy - Have a clear idea of where you want to end up - It’s also a good idea for both sides to sign off

on meeting notes.

Interference of government - need to develop a good relation

with the local government, to develop support for the position on the negotiation table.

Be fair, reasonable and diplomatic -If you disagree with your

counterpart, don’t simply reject their position out of hand, but carefully explain your reasoning.

Thank you…