|
|
Using Negotiation Skills During The 5 Step Program To Achieving Successful Transactions In China
1. Negotiation goal
For many the aim of negotiation is a substantive outcome and material gain. In China the deal is all about the relationship and there is no other method to succeed in doing business than through a close alliance, so consider investing a lot of time in this pre-negotiation phase.
The aim of negotiation is not the signed contract and unexpected events are resolved through the relationship; the contract is more a sign of the intent to do business together than a legally binding record. Trust is the foundation of the contract and the fact that you have signed a contract does not actually mean that the deal is sealed; it implies that an alliance has been established.
2. Negotiation approach and communication style
The Chinese negotiation approach is one of collaboration and problem solving whilst still focused on the bottom line.
The communication approach is expressed by using titles, following protocol and being highly respectful and aware in discussions. Always start with a formal approach, using first names and an informal style is risky and can be considered offensive and interpreted as an insult.
When you negotiate, read between the lines to ascertain the true meaning. It is unusual to hear a direct no and you will more likely be told "it is difficult" which in fact does mean that you have no chance of success. Do not expect to receive direct clear responses, because you will try to resolve something that "is difficult" when in fact it can't be fixed.
3. Time perception
A lot of time is spent in building up a relationship which is a symbol of respect and which is expected to be reciprocated. For Westerners time is sacred and the Chinese usually take advantage of this fact. Preparation is therefore important, create options and let the otherside know that they are is not the only party who can walk away from the table. Bear in mind that "tomorrow" or "next week" often doesn't literally mean the following day or week; instead this could mean "in the future".
4. Negotiation style
What for most Westerners may appear to be innocent socialising is in fact their way of gathering information.
Chinese negotiators are well versed in the art of positioning & framing, the intricacies of pricing and the use of delays as a negotiation tactic. They have excellent negotiation skills and will often use negotiation tactics to humiliate or shame the other party in order to create stress and gain the upper hand. Take the blame if a problem develops whether you are accountable or not and do not react with disrespect.
Your entire team is advised to attend the meetings and it's vital to arrange for someone with a position of authority within your business to make the introductions and to escort you during meetings. Without obvious official support, you will be delivering the wrong message about how genuinely you view the negotiations.
5. Team based negotiations
The Chinese almost never negotiate unaccompanied. It is not always clear who the manager is and who has complete authority to decide issues. Although decisions are made by consensus, there is usually one leading authority who may not be very involved during negotiations. Gain the attention of their senior negotiator and direct your most persuasive and logical discussions towards him. The rest of the team normally plays the role of an advisory body.
Sales Coach To Improve Your Sales Staff
Whether you are starting your own business or you have a well established firm, increasing clients and sales are the most vital things needed to keep a business growing. To achieve the best business results, you should hire a sales coach.
Market Meltdown: How To Use Your Negotiation Skills To Safeguard Your Security
In times of market instability, it is advisable to move away from price as the key negotiation factor and concentrate on 'loss framing', creating more alternatives, reciprocation and value in order to reach agreement and realise your objectives in negotiations.
Your Underdeveloped Business Negotiation Skills Capability Could Cause Critical Negotiation Interventions To Collapse Due To Poor Planning
The main reason to a profitable business negotiation result is the quality of your planning. If you don't plan, prepare to fail and expect to not reach your goals.
Sales Training Tip: Getting What You Need From Your Sales Opportunities Through Efficient Negotiation Techniques
Sales training tip explaining how you can readily increase the likeliness of getting what you want from sales and business negotiations.
Becoming A Client In Melaleuca Not Only Saves You Money, But Adds To Your Long Term Health!
Melaleuca is a home based business focused on customer satisfaction and loyalty! Melaleuca actually SAVES people money (25%-60% ) replacing store bought products with theirs, eliminates toxic chemicals from your home & body, and they work better!
Improve Your Negotiation Skills By Discovering The One Issue That Separates The Men From The Boys In The Negotiation Game
Understanding your counterparts interest in your negotiations is one of the most imporant elements to attain and ensure profitable, gratifying and long term business relationships.
Employing Powerful Negotiation Skills To Help You Negotiate A Lower Selling Price
If your business is in a position where they either need to pay less or charge more for their products or services, the easiest way to do this is to renegotiate existing client contracts. There are 3 ingredients in getting a better price.
Sales Coaching In Current Business Condition
Sales coaching is a tool of modern day sales and was totally unnecessary in days gone by when people frequented local businesses in their small towns as a matter of course. Because of limited opportunities and means of travel, the local hardware store and grocery were usually the first choice for most people's needs
Important Elements To Consider When Using Your Negotiation Skills During Cross Cultural Transactions
We could easily make the mistake of stereotyping people according to their national culture whilst ignoring the other elements of culture that will contribute to the success in your negotiation.
|
More Articles
Blogroll
|
