I have some good news and some bad news. Bad news: doing business with the Chinese, you have lost at everything. The good news is, I will help you win this war. This book contains a 7-year experience in negotiating with the Chinese. The detailed review of all the necessary aspects for successful negotiations at any level. You will learn what is the difference between the style of negotiating with the Chinese from ours and how to benefit from it. Make the Chinese play by your rules.
Оглавление
Ева Ли. Negotiating with Chinese
Introduction
Chapter 1. The Chinese. Who are they?
Ethnocentrism
Continuity
Traditionalism
Conformism
Interaction with the outside world
Associative thinking
The notion of «face»
Reserve and secretiveness
A combination of self-debasement and conceit
Hypocrisy
Psychological age
The role of Confucianism
Chapter 2. The Chinese manner of negotiation
High context culture
Politeness
The art of allusion
Guanxi
Xietiao
36 stratagems
The Art of War
Chapter 3. The necessary qualities of a negotiator
Strength of character
Speaking Chinese
Composure
Bargaining
Disinterest
Chapter 4. Basic negotiation mistakes
Conclusion
Test yourself
Recommended Literature
About the Author
Отрывок из книги
A strict guide to effective negotiation with the Chinese
Sticking to tradition, I’ll start with the bad news. You have lost at everything. Whether it is working, negotiating or doing business with the Chinese, you have lost at everything, by definition.
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The backstory goes like this. Leon charged me with USD 7.15 and refused point blank to go any lower. They said things like «we shall not discuss this any further», «we are incurring major losses», «we have raised the wage of our employees» and «production costs have grown», which are typical Chinese excuses when they want to close the deal. I believe many of you have come across such bargaining. And you probably agreed to the terms and the high prices.
Meanwhile, Electron charged Denis with USD 64 (he was buying a different product), sent an invoice and refused to lower the price making pretty much the same excuses.
