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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