Many of you will be leaving for Canton Fair soon. I do hope you have done your best to prepare yourself well before heading there, for example, business card in Chinese, shopping checklist, product specification, artwork, etc. Bear in mind that it is not easy to negotiate the best price during any exhibition and the price quoted on trade fair is more expensive due to various reasons.

However, you should be ready to negotiate for a better price after the first meeting with your desired suppliers in China.

As I always say, negotiating or cross cultural communication is not like a football game when both parties try to play well to win the game. Instead, good negotiation is all about win-win negotiation which the solution or result is acceptable by both parties. You can consider for a win-lose negotiation if that would be a one-time off business transaction.

There are different style of negotiation depending on country and circumstances. Chinese negotiation is very different than European negotiation. In Europe you might jump in, cut to the chase, and score a deal cleanly and quickly but the Chinese don't quite work that way. Besides, European always seeks for clarity but the Chinese tend to not stick rigidly to what they have “promised” with you yesterday or last week. You might have hard time to finalize the deal and sign it right away after the first and second meeting with the Chinese.  With that you should not treat all these as fighting the culture, or trying to educate the Chinese in the straightforward ways of the west. The Chinese are indirect and group-oriented in ways that serve them well, even in business.

Knowing the right technique to negotiate helps to improve your business and relationship with Chinese. How do you feel when your Chinese business counterparts tell you “take it or leave it” without having a communication with you on your concerns, needs and interests about the business and transaction? Most people have perfect business plan but they do not know how to negotiate with Chinese. Cross cultural business is not easy if you do not know the right technique to negotiate. Negotiation is unavoidable, and everyone can improve your negotiation skills.

Many Polish businessmen confronted that they have finalized the deal with the Chinese and even signed the sales contract but the Chinese did not deliver the same result as agreed before. Why?

Do you feel like struggling to negotiate the best price with your Chinese counterpart?
How do you know you have achieved a win-win negotiation with the Chinese?
Are you comfortable to negotiate with them through email?

Connectasia will conduct a Chinese Negotiation Skill training on 16th November by a Chinese expert who has conducted trainings in few countries in Europe. Kindly contact us for more details.