Negotiating for Longevity and Success
Contrasting East/West Attitudes to Negotiation
As with all other business skills, we will excel in demonstrating our negotiating prowess once we know how to adapt this skill to Chinese business culture. To do this, we need to first understand the context for negotiating in China.
The Chinese see negotiation as an exercise in the respectful exchange of ideas, methods, and business acumen toward a common objective and shared goal. This approach provides mutual and benefit and enhanced reputation for both parties. The Chinese relish the process of defining objectives; considering interesting and strategic routes to these objectives and finding the most intelligent way to implement plans. Not only do ...
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