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Negotiations in China

Negotiations in China. Mapping business opportunities in China. 3 General principles. Chinese dont say NO Relationship to foreigners is ambiguous There is no win winner in horse trading. Chinese dont say NO. When negotiating with Chinese : “inconvenient” “ under consideration” or

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Negotiations in China

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  1. Negotiations in China Mapping business opportunities in China

  2. 3 General principles • Chinese dont say NO • Relationship to foreigners is ambiguous • There is no win winner in horse trading

  3. Chinesedontsay NO • WhennegotiatingwithChinese: • “inconvenient” • “under consideration” or • “being discussed”. • in reality means NO.

  4. A bookthatisNOTaboutdating.

  5. Blending of …. xenophilia xenophobia

  6. Opening Motives • The other party start first • Chinese interest remain masked • Chinese negotiators will try to maneuver counterpart to reveal more

  7. First – stategeneral principles • First a sense of general understanding (MOU, LOI) must be established • Symbolic purpose, but can be usedby Chinese to: • Gain concessions later on • To attack the other party for bad faith and violation of the principles • Never compromise on LOI or MOU

  8. The Long Wait

  9. Nothing is ever final

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