Doing Business Successfully in China

4

Characteristics of the Chinese in commercial negotiations

Abstract:

This chapter provides the theoretical support for negotiation with Chinese. It introduces the topic of face and its importance when negotiating with Chinese. Using case material of Rio and BHP, two large mining companies’ negotiation experience, it demonstrates an element which does not always dominate negotiations in the Western business world.It also introduces the concept of Chinese order of arguments which is very important in understanding the Chinese logic. This is not understood as very few writers make this clear. Without an understanding of this, Western negotiators struggle to understand the Chinese logic and vice versa.It covers power, gender and approaches to ...