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Aspects of business

China - a rapidly developing country with a strong economy and stable economic growth. If only a few years ago, China and its output to the arena global powers more in doubt in our hearts, today the trend of this country to grow, of course, obvious. Therefore, today more and more companies seek to cooperate with China and invest money there.

"East - a delicate matter" - says the well-known saying. Indeed, business with China, it is a very delicate matter, which assumes asic knowledge of the culture, traditions and rules of communication. Now anybody can not be surprised the story of a failed business with China. Many have tried to do it themselves businessmen wonder why China would seem to be an open for business communications country makes it impossible to start usiness in no time. The answer is simple: the Chinese are playing according to other rules, so all the principles of business, you know it before, you can safely forget.

For Chinese business cooperation - is the gradual building of trust between the partners, the relationship of mutual benefit. If the Chinese believe that it is it misunderstood your point of view, it is likely he will not risk and postpone cooperation between your companies. Traditional Chinese proverb says: "Study yourself and your enemy, and then you can win the battle without fear of failure."

Your Key to Business in China - knowledge and understanding of Chinese history, society and culture. Thinking of the Western mind is fundamentally different from the thinking of the east, so misunderstandings are inevitable, but you can get etter understanding, having asic knowledge of some.

Communication or "Guangxi":

Relations to the Chinese are concept of the sacred. It has many profound meanings that we used in Ukraine be labeled a "connection." As he wrote in his book, London Business School Professor Tim Ambler, grain, these "guanxi" is "maintaining relations with those partners that won good marks from others." We can say that it is an analogue of our commercial and legal system. In a deeply centralized and bureaucratic country like China such ties are sometimes the only way to get things done. Hence, to make such connections, and that they were strong, the Chinese seek to ensure that both parties trust each other, and whenever possible were friends with each other.

Different views on the signing of the contract:

Chinese and Westerners often approach the deal from different ends. For the West, the simple schemes like this: design a model contract, change it according to the different circumstances and, finally, the final signing of the revised version. We do this in terms of commercial law, rooted in our consciousness. But in China, commercial law practically does not exist. Too rapidly created a contract for the Chinese - is irrelevant and sometimes even inappropriate thing because the signing of such an agreement is not accompanied by a certain number of important for the Chinese circumstances, such as recognition by both parties of mutual interest. Of course, a piece of paper with all business regulations may someday get on the agenda, but for the Chinese it's just a piece of paper, and not complication mutually beneficial relationship.

Knowing the possible cunnings:

The Chinese are known for their cunning and ceremonies. They do not always like that, but for their own benefit, they can arm themselves with a whole set of techniques in order to extract more benefits for themselves, such as:

  • Knowing your routine trip gives them an advantage to manipulate you. They understand that you have a long way to find a good supplier. So before your departure, they can change the terms of the deal just knowing that you will not want to leave empty-handed.
  • Threats of signing with your competitors. Prepare for a meeting with you, the company cannot give way to you in some positions by threatening a similar deal with your competitors.
  • Manipulation of friendship. In the process of communicating the Chinese will do everything possible to make you feel comfortable: he gives to you, feed the best local food, drink with you good Chinese "Baydzyu" for the strong friendship between Ukraine and China. Wide Chinese soul will certainly brighten up your stay in a foreign country. However, if you are too pushy in your deal conditions, the Chinese may take offense to you, reminding you still have friends, so friends need to concede.
  • Emotional exhaustion. Few Chinese resorting to this method, but there are such cases too. The Chinese have phenomenal endurance. Knowing the weakness of the Western people to comfort, they may consciously delay the negotiations until late at night, and in the end you do not care how they run. This moment and can take advantage for Chinese, to get you to agree to unacceptable conditions for you.

Rules of communication:

Before speaking, is necessary to understand that the Chinese are different for almost everyone. For us, they are like from another planet. This is actually a Chinese find all foreigners different. And they are terribly sensitive, but the love that you strongly emphasize his deference to them.

Given this, you can follow such tips:

  • Always try to say "thank you" and "please", use of the phrase "I'm sorry to troubling you," "Is it convenient for you to talk now", "I appreciate your help";
  • Always introduce yourself;
  • Remind the circumstances in which you have already dealt with an opponent;
  • Do not tell Chinese that they are wrong, they always feel right;
  • Another, the Chinese rarely answer "I do not know" even if really do not know. So get used to it that they either do not respond, or try to swing you;
  • Stay diplomatic, do not go to the requirements;
  • Always looking for multiple alternatives and come to a compromise;
  • Never raise the tone of the conversation;
  • Chinese people can shake hands or greet partners slight bow or nod;
  • Arrive on time for meetings;
  • Do not be too emotionally;
  • Learn how to pass to your partner business card (in Chinese - ming pian). The Chinese decided to pass them to each other when they first met, and hold the card with both hands;
  • You can explore and the tea ceremony;
  • Trust, but verify;
  • Do not be too familiar in conversation;
  • Avoid talking about politics and human rights;
  • It is not necessary to give expensive gifts, limit branded souvenirs;

Regarding negotiations, it should memorize and consider the following:

  • China - is quite large country, and the way of doing business in various representatives of the business community may be different. For example, Cantonese, through the influence of Hong Kong and the constant contact with Western traders for centuries, took over much of Western culture. It is easier to do business with foreigners;
  • Chinese love to conduct business negotiations over lunch or dinner, because transactions are often during the meal;
  • Chinese people are very cautiously manage to small details;
  • Chinese do not like to talk much about themselves;
  • The Chinese do not like to talk openly "no", as well as choose not to become messengers of bad news. If they have to express their rejection, most likely, they will give you hints to understand their position in the negotiations;
  • In the other hand the Chinese are fond of saying "yes," and do it, even when they cannot fulfill the promise. Keep the brand, so to speak;
  • Be prepared for rigid negotiations. Follow your principles and goals. Keep restraint and composure. Even if there are problems in the negotiations, be strong, do not go beyond what is acceptable to you, and do not give the desire to yield.