About Chinese Negotiation

Welcome.  Chinese Negotiation is part of the ChinaSolved.com group of sites.  Our aim is to provide the international business community in China with a collection of interactive online resources that will help maintain the highest possible standards- and profit margins – in our China business.  

Chinese Negotiation is the work of Andrew Hupert.  A long-term Shanghai resident, Mr. Hupert teaches International Negotiation at New York University’s Shanghai Campus (in cooperation with Eastern China Normal University), and regularly consults with major multinationals on negotiation and sales management.

The goal of this site is to acquaint western business professionals with the realities of on-the-ground negotiation in China today.  So much of the available business literature about China is either terribly outdated or based on non-representative cases.  China is as diverse as Europe with a major generation gap and an unevenly distributed economy.  Don’t think that just passing around a few business cards using two hands is going to take care of all your problems.

On the other hand, westerners tend to come to China with some harmful pre-conceived notions about the ethics and morality of their Chinese counterparties.  Sure, there are plenty of stories of out-and-out swindling- and due diligence a big concern.  But most people I know who feel that they were “ripped off” in China were referring to quality, timing, service or incompetence.  You are much more likely to suffer a financial loss in China due to bad execution or miscommunication than to outright theft.

Which is where good negotiating techniques come into play.  This site will regularly publish my thoughts and experiences as a negotiator in China — but it will be much more effective if readers get involved as well.  I look forward to your comments, suggestions, objections and questions.

Thanks very much for spending time here.

-Andrew Hupert