Chinese banquets aren't just exercises in etiquette -- they're real business. The negotiation has already begun. Western business people who are unprepared for banquet "big talk" are starting off in a weak negotiating position.
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Chinese Negotiation -- Big Talk
1. Negotiating in China:
Big Talk (Not small talk)
ChinaSolved explains it all
Watch the YouTube video at
http://youtu.be/sY-UPH8o-8E
2. Lots of people
are telling you
how to BEHAVE
at a Chinese
business meeting or banquet….
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3. … but what do you do
when you actually get to the
MEETING part of the
meeting?
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5. You Are On the Job
• Just don’t forget – Chinese banquets
aren’t the OVERTURE to a negotiation.
• They are the FIRST ACT of the play.
• The Chinese side is working.
–They’ve got a plan – You should too.
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6. Have a Strategy
• Develop a PR strategy: What
is your “Banquet Message?”
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7. Big Questions #1
• Where do you see your
company in 5 years?
• What will be your relationship
and role with foreign partners?
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8. Big Question #2
• How do you define successful
partnership?
• What is trust between
partners?
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9. Big Questions #3
• What do you see as the strength
and weakness of Western firms
operating in China?
• What can you and I do to
leverage on those strengths and
attack those weaknesses?
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10. Big Questions #4
HR is one of the biggest
challenges for Western firms in
China.
Do you have any advice?
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11. Big Questions #5
• What are your plans for
expansion and growth?
• Do you anticipate operating in
overseas markets?
• Do you plan on entering my
home markets in America or
Europe?
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12. Stay away from:
• Politics
• Government
• International
relations
• Censorship
• … You get the idea.
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Myth that Chinese don’t talk business in social settings. They don’t talk about transactions, but they are busy sizing you up.They aren’t making small talk. The make BIG talk.Big picture, general plans – they want to know about your business philosophy.
What would you think of a Chinese person who came to NY or London for a meeting and couldn’t stop talking about how amazing the big buildings were or the intricacies of using a fork and knife. Well = the dolt who can’t form an intelligent statement or question about Shanghai and Beijing isn’t winning any prizes either. You are being judged, evaluated and sized up. Relationship-building is about
Hey – it’s worth a shot.
Have a goal for “big talk”. Have a direct route for moving chit-chat back to specific deal points. In the short term, the goal is to let him see your biz philosophy and to figure out what his is. This is important to the Chinese – this is their due diligence.
Find out if he plans on being a partner for the long term.