Chinese Business Negotiation Etiquette
When doing business with the Chinese people, the correct etiquette must be observed or the whole thing will fail. The very first meeting will not bring forth any decisions, as it is used for the purpose of establishing relationships. Your Chinese counterparts will first be observing whether they can be comfortable doing business with you. You must show that you are patient, polite and willing to understand their way of doing business.
Designate the most senior member of your team to speak during the introductions - and only to their most senior member. Negotiations - if they happen - will be at a very slow pace, and the topics may seem to become a starting place for a seeming irrelevant discussion. Decisions will usually not happen during the meeting, as they are hierarchical.
Never lose your temper or use high-pressure tactics. Both are bound to bring failure to your ultimate goals. Remember that Chinese don't like confrontation. They will never say no, but rather that they will consider the matter. In spite of their seemingly slow pace - or maybe because of it - Chinese are shrewd negotiators, so don't be fooled into thinking you can outmanoeuvre them.
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