Download - Cross cultural negotiation
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CROSS CULTURAL NEGOTIATION
INDIA & CHINA
By :Shanta Mishra
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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
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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 :
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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
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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.
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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.
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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.
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Thank you…