November 2011
Beginner
304 pages
6h 56m
English
book
Kiss, Bow, or Shake Hands, Sales and Marketing: The Essential Cultural Guide—From Presentations and Promotions to Communicating and Closing
by Terri Morrison, Wayne A. Conaway
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THREE TIPS FOR SELLING IN CHINA
1. Tough Negotiations
2. Relationships
3. The “Long Game”
1. TOUGH NEGOTIATIONS
There are many types of businesspeople in China. Some believe in win-win deals. Most do not. Others have more interest in establishing relationships than actually completing deals. The one thing they have in common is that the negotiations will be rigorous.
The Chinese expression bu da bu xiang shi (loosely translated as “from an exchange of blows, friendship grows”) is helpful to keep in mind when preparing for your negotiations. Chinese executives test each other, looking for weaknesses, so of course they will use that approach with you. It is not meant to generate a permanently antagonistic relationship. It is just so you know where ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.