How Do You Do China Trade Better?
Many clients asked, “How can we get business from our China trips” Understandably with the travel cost and time involved, their main concerns would be meeting targets and results. Business negotiation is a process. It is important to schedule plenty of ‘getting-to-know-you’ time. There are five things to avoid when visiting China: • Do not schedule too many meetings and rush into the ‘let us make a deal NOW’ mode. Relationship building is important for the Chinese, as well as for you. Take time to find a trusting partner. • Do not speak first at roundtable meetings uninvited, or circulate an agenda unsolicited. Different cultures appreciate different degrees of directness. In China, you are a guest so let others play host. • Do not take it for granted that when the Chinese nod their heads, they mean ‘yes’ or they understand you. Saying ‘no’ in the Chinese culture is deemed as impolite. Check it diplomatically. • Do not see a lack of response in discussions as indifference. The Chinese
