Comments for Chinese Negotiation

Comment on Managing Conflict in Chinese Negotiation by China and the WTO: Connecting the Dots, China Style | Chinese Negotiation

China and the WTO: Connecting the Dots, China Style | Chinese Negotiation — Thu, 02 Feb 2012 02:57:17 +0000

[...] a significant disadvantage. This is where a lot of Americans negotiating in China drop the ball. 3)A common Chinese tactic is to use a manufactured conflict as an excuse to terminate an existing part…t. Loss of fact, cultural misunderstanding or perceived insults can all be used as an exit [...]

Comment on Chinese Tactics: The Balance of Power by Guanxi in Chinese Negotiation: Of Alpha Dogs and Leg Humpers | Chinese Negotiation

Wed, 25 Jan 2012 01:58:49 +0000

[...] a valuable service and expects compensation. • More bad news – This scenario often leads to a balance of power shift. Once he has your money, technology and know-how, your status becomes somewhat less god-like. • [...]

Comment on Chinese Tactics: The Balance of Power by Bad Apple in a China Barrel | Chinese Negotiation

Bad Apple in a China Barrel | Chinese Negotiation — Mon, 23 Jan 2012 01:53:51 +0000

[...] pose a greater threat to its bottom line. 1. It is way too exposed to supply chain risk. We’ve seen this before, and it doesn’t end well. Apple has given all the power to its suppliers but retained all the profit for itself. Its designs [...]

Comment on Chinese Tactics: The Balance of Power by What can you do for me tomorrow? | Chinese Negotiation

What can you do for me tomorrow? | Chinese Negotiation — Fri, 20 Jan 2012 01:58:37 +0000

[...] motion than his American or European counterparty. This is one of the ways that Chinese negotiators shift the balance of power very effectively midway through a negotiation. You assets are sunk and losing value – theirs [...]

Comment on American Negotiating Culture – Through the Eyes of the Chinese Counterparty by Understand the Chinese side in your negotiations

Understand the Chinese side in your negotiations — Mon, 16 Jan 2012 05:17:18 +0000

[...] Hupert came up with an excellent reminded in American Negotiating Culture – Through the Eyes of the Chinese Counterparty. He describes the American style, but most of his points are also valid, to some extent, for [...]

Comment on Know Your Chinese Counterparty: Competitive Negotiating Style by 5 Chinese Negotiating Styles | Chinese Negotiation

5 Chinese Negotiating Styles | Chinese Negotiation — Thu, 12 Jan 2012 01:20:09 +0000

[...] Competitive negotiators care only about their own needs and nothing for the counterparties. They are Win-Lose negotiators. [...]

Comment on Chinese Negotiation Trends – Revenge of the Avoiders by 5 Chinese Negotiating Styles | Chinese Negotiation

5 Chinese Negotiating Styles | Chinese Negotiation — Thu, 12 Jan 2012 01:16:05 +0000

[...] Avoiders are those that prefer not to negotiate at all. Anyone who has told you that your idea violates company policy or that the boss who makes that decision is out of town for the next 6 weeks may be a great example of an Avoider. [...]

Comment on Chinese Negotiation Trends – Revenge of the Avoiders by Know Your Chinese Counterparty: Competitive Negotiating Style | Chinese Negotiation

Thu, 12 Jan 2012 01:12:01 +0000

[...] or yielding. Those that believe in win-win, 2+2=5 deal-making are collaborators, while those that would rather not engage in any transaction at all are avoiders. Compromisers are more of a default setting, and many negotiators don’t consider it to be an [...]

Comment on Chinese Negotiating Best Practices: The Chinese BATNA by Failure is Always an Option in Chinese Negotiation | Chinese Negotiation

Failure is Always an Option in Chinese Negotiation | Chinese Negotiation — Tue, 10 Jan 2012 02:00:18 +0000

[...] – sometimes it is the only option. One of the hallmarks of modern negotiating is the concept of BATNA – best alternative to no agreement . This is what empowers a good negotiator and underpins sensible negotiation strategy. If you [...]

Comment on Americans Negotiating in China: Guanxi relationships and foreigners – doorbell or skeleton key? by Americans Negotiating in China | John's Page

Americans Negotiating in China | John's Page — Mon, 04 Apr 2011 10:24:23 +0000

[...] our last discussion of foreigners and relationships in China, you may be tempted to dismiss ‘guanxi‘ as another word for ‘corruption’ – or at least a [...]