Casual Friday Video: 3 Quick Questions about Guanxi and Chinese Negotiating
ChinaSolved Casual Friday Video: 3 Quick Questions about Guanxi and Chinese Negotiation
View ArticleWin Win Negotiation in Chinese Business
Negotiating to add value in China brings new challenges
View ArticleSelf-Interest Won’t Keep Chinese Partners Honest.
Chinese partners may consider getting rid of you to be an extremely important and valuable business objective – one that they are willing to pay a high price to realize.
View ArticleForeign Ghost in the China Machine
Your Chinese partner wants to get rid of you and is willing to pay a high price to get you out.
View ArticleChinese Negotiating Styles – Accommodators. A Casual Friday Video
In China, displays of weakness are not predictors of negotiating failure.
View ArticleChinese Negotiator Has a Split Personality
A Chinese negotiator can be slow and patient, or quick and direct – depending on whether or not he plans on seeing you again.
View ArticleChinese Negotiating Styles – Avoiders. A Casual Friday Video
We continue with our Chinese Negotiating Styles series by taking a look at a common Chinese negotiating type — the Avoiders. Westerners doing business in China — or negotiating with Chinese...
View ArticleChinese Negotiating Styles – Collaborators. A Casual Friday Video
Collaborative negotiators in China - Real or Myth?
View ArticleLiving to Fight Another Day? China vs. EU is Bruising Loss
When dealing with China, it is better to channel the flow of trade – not try to hold back the tide.
View ArticleChinese Negotiating Styles – Compromisers. A Casual Friday Video
Western and Chinese negotiators compromise in different ways. Americans tend to start strong, and then make concessions. Chinese, on the other hand, start low in order to build relationships -- and...
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Taiwanese and Chinese Negotiating Tactics Compared
Taiwan and China welcome foreign negotiators the same way – but say goodbye differently. I was recently asked by a member of the ChinaSolved Linkedin group if there was difference between the way...
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Western Negotiators in China Can Learn from the US Gov Shutdown
Post-agreement negotiation is the scandal of the week in DC, but it’s a way of life for negotiators in China. Western negotiators with China experience are all too familiar with a situation that MSN...
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USCBC 2013 China Business Survey – The Verdict is “Tempered Optimism”
International managers must learn to deal with a more mature, independent Chinese economy – and that won’t be easy. USCBC 2013 China Business Environment Survey Results: Tempered Optimism Continues...
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Negotiating Online with Chinese Counterparts
Negotiating with China via email and online platforms brings unique challenges Whether you are based in New York, Shanghai or Frankfort, you are probably conducting much of your negotiation online –...
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BrandZ Top 100 Most Valuable Chinese Brands -MillwardBrown’s Annual Branding...
BrandZ Top 100 Most Valuable Chinese Brands “This is the fourth publication of the BrandZ Top 100 Most Valuable Chinese Brands report and ranking, which has become the definitive annual study of...
View Article10 Common China Negotiating Mistakes (slideshow)
International negotiators doing business in China have been making the same mistakes for years. ChinaSolved.com has compiled a “least wanted list” of Western worst-practices for doing business in...
View ArticleThe ChinaSolved Newsreader List
Here is the list of sources I load into my China newsreader (I use Feedly.com since the Google cut their G-Reader). I’m shooting for a comprehensive list of business sources that are good for a daily...
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STEEPLE Analysis for China Negotiation (Part 1)
Train your negotiating teams to perform a STEEPLE scan of the Chinese operating environment. Introducing STEEPLE analysis to find your Chinese CSF – Critical Succes Factors A STEEPLE analysis (which...
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STEEPLE Analysis for Chinese Negotiation – a 360 Degree Scan (Part 2)
STEEPLE analysis is a simple framework for conducting 360 degree analysis of a business environment that is essential for China negotiators. In our last post we introduced the idea of using a STEEPLE...
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A New Approach to Preparing for a Chinese Negotiation
In the West, negotiation is the prelude to business. In China, negotiation IS the business. Westerners have to stop fighting the clock when negotiating in China. It is killing us. Every time you...
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