|
|
Applying Negotiation Skills During The Five Stage Program To Ensuring Lucrative Deals In China
1. Negotiation objective
For many the purpose of negotiation is a substantive outcome and material gain. In China the transaction is all about the relationship and there is no other method to succeed in doing trade than through a close alliance, so think about investing a lot of time in this pre-negotiation stage.
The goal of negotiation is not the signed contract and unforeseen events are resolved through the relationship; the contract is more a sign of the meaning to do business together than a legally binding record. Trust is the basis of the agreement and the fact that you have signed an agreement does not actually mean that the transaction is sealed; it implies that an alliance has been recognised.
2. Negotiation approach and communication approach
The Chinese negotiation style is one of teamwork and problem solving whilst still focused on profit.
The communication approach is expressed by using titles, following protocol and being highly respectful and alert in discussions. Always start with an official approach, using first names and relaxed style is dangerous and can be considered offensive and viewed as an insult.
When you negotiate, read between the lines to ascertain the exact meaning. It is unusual to hear a direct no and you will more likely hear "it is difficult" which in fact does mean you must not pursue it. Do not anticipate to receive direct clear responses, because you will try to fix something that "is difficult" when in fact it can't be fixed.
3. Time perception
A lot of time is spent in developing a relationship which is a symbol of respect and which is supposed to be reciprocated. For Westerners time is valuable and the Chinese usually exploit this fact. Preparation is therefore important, create alternatives and let the otherside know that they are is not the only party who can walk away from the transaction. Do not forget that "tomorrow" or "next week" often doesn't literally mean the following day or week; but this could mean "in the future".
4. Negotiation approach
What for most Westerners may seem to be innocent socialising is in fact their way of collecting information.
Chinese negotiators are well versed in the art of positioning & framing, the intricacies of pricing and the use of delays as a negotiation tactic. They have good negotiation skills and will often use negotiation tactics to humiliate or shame their counterpart in order to create pressure and gain the advantage. Take the blame if a problem develops whether you are responsible or not and do not react with disrespect.
Your entire team is advised to attend the meetings and it's very important to arrange for someone with a position of authority within your organisation to make the introductions and to accompany you during meetings. Without visible official support, you will be delivering the wrong message about how seriously you view the negotiations.
5. Team based negotiations
The Chinese almost never negotiate unaccompanied. It is not always clear who the manager is and who has complete authority to decide matters. Although decisions are made by consensus, there is usually one leading authority who may not be very active during negotiations. Gain the attention of their lead negotiator and direct your most persuasive and logical arguments towards him. The rest of the team normally plays the role of an advisory body.
Proper Negotiation Training Can Show You That Failing Can Be Better Than Winning
Instead of indicating to your opposite number that supporting my offer will assure a deal, it may be even better to say and specify what they are going to squander if they do not support it.
Have You Ever Thought About What Makes A Great Negotiator With Outstanding Negotiation Skills?
This is a question that many people before have tried to answer, but this is the wrong question and this is why.
Apply Your Negotiation Skills To Help Handle Challenging Conversations
Difficult conversations present themselves from time to time. Perhaps you need to tell someone that their services are no longer required or perhaps you have done something for which you need to apologise.
Sales Coach To Boost Your Sales Team
Whether you are starting your own business or you have a well established firm, increasing clients and sales are the most vital things needed to keep a business growing. To achieve the best business results, you should hire a sales coach.
Sales Training: Advantages And Disadvantages Of Training To Attract Customers And Enhance Your Business
In the global economy of today's world that encompasses both virtual and actual opportunities, there are so many kinds and numbers of businesses for a potential customer to choose from that a business owner must use every possible advantage to generate sales
2 Vital Factors Of A Successful In-House Negotiation Training System
Merely depending on the negotiation abilities of individuals is a familiar oversight businesses make. Developing a strong negotiation capability is contingent on critical factors: The negotiation strategy, process, the individual's skills and the supporting network.
1 Easy Negotiation Skills Technique That Will Instantaneously Deliver Better Negotiation Results
Research has proven that high objectives will constantly outdo low aspirations and if you therefore exaggerate your expectations at the negotiation table, you will continously influence your negotiation outcomes positively
|
More Articles
Blogroll
|
