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.
If you have any questions regarding where and the best ways to use Made in China, you could contact us at our own site.
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 are more
accustomed to maintaining harmony than expressing views. Use a gentle
approach to invite feedback.
Do not assume what works in your
company or country will work elsewhere. It would be a mistake to
transfer the so-called western way to a country of different culture
without careful planning.
The good new is: you can enhance business relationships in China at no extra cost. Here are the five tips:
Make a concerted effort to know your contacts as individuals, not
just business partners. Seeing people in a different light will help you
ascertain if you can trust and partner with them long term.
Interact with your trade partners outside business meetings. It is all
part of a decision making process. Chinese business people are known for
making deals in restaurants and karaoke bars.
Show an interest
in the cultural, social and economic development in China. This will
give you clues of what your Chinese counterparts believe and why they
behave in certain ways.
Be considerate. Collectivism plays a key
role in old and modem China. The way you interacted with your contacts
would impact on how they would be regarded by their colleagues and
company.
If you decided not to partner with a Chinese contact you
have known for a while, keep in touch with them occasionally. Given the
intricate networks in China, they might open doors for you.
Relation building takes time. It is possible to shorten the journey with these business tips.
An aspiring info-preneur and professional speaker, Joanna Tong provides western and Chinese clients with expert tips and how-to master classes on business performance and international relations. China emerges as the world’s third largest market but developing cross-cultural business relations can be challenging for both sides.
With Joanna’s specialist support programme, western clients learn to navigate the cultural and business barriers and win business in China saving time and headaches. With Joanna’s master classes, businesses in China improve management to international standards attracting foreign investments and partnerships at a faster pace.