In China business culture is much different than it is in the west. It is stricter and there are unspoken regulations that one must be in tune with in order to be successful.

1. LEARN CHINESE NEGOTIATING
BEHAVIOR STYLES AND BOOST YOUR
END RESULTS
For additional information about Business with China
please visit www.China-Business-Connect.com

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In China business culture is much different than it is in the west. It is
stricter and there are unspoken regulations that one must be in tune
with in order to be successful.
You have to be prepared to pay the proper respects to the right people
and have rules of etiquette down including where to sit, who to bow to,
how to hand out business cards as well as collect them, and when it is
appropriate to discuss certain thing
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Mastering the ins and outs of etiquette andChinese negotiating
behavior can take some time but luckily if you take heed of the advice
below and do some research yourself, you’ll be ready for any situation
that might arise in the depths of Chinese business practices.
Keep in mind that China is one of the fastest growing markets in the
world and making friends in that market can help your business profit
significantly so when negotiations start up remember that your
behavior matters.
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When entering into the foreign market you must understand that there
are five archetypes of negotiations in China.
Once you fully grasp negotiating personality styles, which are listed
below, you’ll be able to identify which one you are dealing with and
then know which role to assume.
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COMPETITIVE
Competitive - These negotiators only want what is good for them,
giving little thought to those they’re competing against.
Don’t bend to work with them unless you are sure it will benefit you as
well or you can find a way to change the end results to benefit each
party.
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ACCOMMODATORS
Accommodators - These people want to see everyone profit.
They want the negotiation process to be something that you benefit
from as well as themselves.
They are pleasant and will tip the scales in your direction, valuing being
owed a favor over having everything work out for them.
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COMPROMISERS
Compromisers - These negotiators don’t want to give the edge to you
but they aren’t greedy. They will share with the negotiation pool and
are willing to compromise in a given situation so that everyone ends up
on a level playing field. They don’t want there to be any losers but also
won’t give in to your demands without a reason.
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AVOIDERS
Avoiders - These people don’t want to negotiate at all.
They want things just to happen and often won’t call you back.
“Avoiders” are the most difficult ones to work with so make sure to be
ready to be patient with them or find a way to get them moving without
putting on the pressure that may make them back out.
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COLLABORATORS
Collaborators - Collaborators are the guys that are innovative in
business and while they might be a bit wild they typically are looking
out for the interests of all at the negotiating table. Just make sure that
when you hear their ideas that they aren’t too out there and will
actually lead to profits.
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Now that you have identified the five main Chinese negotiating
behavior styles you’ll know what you are up against when you are in the
meeting room.
Remember that you can fit into each category at different times and
you will most likely be identified as these archetypes as well. Keep them
in mind and decide which one fits your angle best.
Typically you will not be an easy sell as an “avoider” or a “competitive”
negotiator but with the right angle you can negotiate as any of these
styles. China business culture behavior is far different from the culture
of the west so stay alert and pick your negotiation approach. You’ll be
glad you did.
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11. For additional information about Business with China
please visit www.China-Business-Connect.com