FEATURES OF CHINESE BUSINESS COMMUNICATION:
10 USEFUL TIPS FOR ENTREPRENEURS
China is a country which businessmen are pleased to visit in order to conclude a profitable contract. But it is not always possible to implement it because Russians and Chinese are significantly different in mentality and character peculiarities. For the deal to take place and to be advantageous for the Russian party, it is necessary to know some nuances of managing business negotiations.
COMMUNICATION FEATURES
10 USEFUL TIPS FOR NEGOTIATING WITH CHINESE PARTNERS
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Early submission of the offer (at least 2 weeks before the personal meeting). This should be done to reduce the time that the Chinese partner spends on considering the business offer. Traditionally, making a decision can last long until the partner studies the question thoroughly.
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To convince a potential partner that cooperation is beneficial, it is necessary to refer to the help of the competent interpreter with a narrow specialization concerning the subject of conversation – the product which is required to be purchased.
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It is not necessary to hide rich things at a meeting or to dress in cheap clothes, but it is better to stick to maximally business style and not to put on pretentious ornaments. The neckline and mini skirts are not suitable for women in the course of business communication.
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If the Russian himself/herself appoints a place of negotiations, he/she should take it seriously. The alternative to the restaurant can be a specially designed room in the hotel.
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The Chinese will let the interlocutor first enter the premises. Before you take advantage of this, you should first offer the same to him/her.
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Negotiations should be carefully prepared to make you look confident. You will have to provide the most detailed explanations and technical details. Bargaining is possible and necessary.
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If the deal does not take place, do not be upset. The interlocutor must understand that he/she has competitors.
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You cannot say the name before the surname since it is important or the Chinese. It is necessary to address them considering their rank (Professor Li or Chairman Mao).
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It is better not to talk about the weather, not to be interested in the health of the interlocutor and not to criticize his/her and your boss. Neutral permissible conversations can be about national cuisines and culture of the country or about nature.
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During the conversation, it is necessary to listen carefully and to nod, not to be distracted and not to move a leg or a hand. You cannot hug a partner or clap him/her on the shoulder.
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SEARCHING A BUSINESS PARTNER
Finding a partner is not as easy as it seems at first glance. The first method is the recommendation of acquaintances. The search costs nothing, but there is a risk of being scammed. Another way is to contact companies that have been doing this for many years. This way is more expensive, but it can give a positive result not only in terms of search but also in other aspects. In such organizations, there are interpreters, consultants and people who know everything about China and its people.
