各国谈判特点复习过程.doc

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1、Good is good, but better carries it.精益求精，善益求善。各国谈判特点-1Copyright2006-2011-LotharKatzNegotiatingInternationalBusiness-ChinaThissectionisanexcerptfromthebook“NegotiatingInternationalBusiness-TheNegotiatorsReferenceGuideto50CountriesAroundtheWorld”byLotharKatz.Ithasbeenupdatedwithinputsfromreadersandoth

2、ers,mostrecentlyinSeptember2011.ThePeoplesRepublicofChinaisinthemidstofamajortransitionfromrigidcommunistcountrytofree-marketsociety.Majorstylevarianceshaveevolvedacrossthecountrysbusinesspopulationandmustbeconsideredwhendoingbusinesshere.Forinstance,significantculturaldifferencesexistbetweenruralan

3、durbanareasaswellasbetweenoldpeopleandyoungerones.Generally,youngpeopleinmajorurbanareasaremoreaggressiveandwillingtomovefasterthanolderonesinruralareasmaybe.BecauseofthehighlycompetitivejobmarketsinsomeofChinasbusinesshotspots,suchasShanghaiorShenzhen,employeeturnoveriscurrentlysignificantamongthey

4、oungerpopulation.Thismakesthemmorenear-termorientedandlessfocusedonrelationshipsthanotherpartsoftheChineseworkforce.Nevertheless,thecountryscultureisquitehomogeneousoverall.WhilemostChinesebusinesspeopleandofficialshaveonlylimitedexposuretoothercultures,someareverysavvyindoinginternationalbusinessan

5、dmayappearquitewesternized.Realizethatpeoplemayexpectthingstobedonetheirway,though,andletthemsetthepaceinitiallyuntilyouhavehadachancetodeterminehowyourinteractioncanbemosteffective.OwingtoChinaslongperiodofisolation,thereusedtobeageneralbiasagainstforeigners.Thisisgraduallydisappearinginmanyoftheco

6、untrysbusinesscenters.However,itiscrucialtoshowrespectforthecountryshistoryandimportance.WhilethereisnoproblemwithcallingChinaadevelopingcountry,donotrefertoitasathird-worldcountry.Afterall,Chinasimportanceasapowerfulnationreachesbacksome5,000years.Itwasthecradleforcountlessgroundbreakinginventionsa

7、ndhasdominatedtheworldasitseconomiccenteroverthecourseofseveralcenturies.RelationshipsandRespectChinascultureisstronglygroup-oriented.Individualpreferencesareconsideredfarlessrelevantthanhavingasenseofbelongingtoagroup,conformingtoitsnorms,andmaintainingharmonyamongitsmembers.Thisisgraduallychanging

8、amongtheyoungergeneration.Inanycase,buildinglastingandtrustingpersonalrelationshipsiscriticallyimportant.Whilemembersofotherculturesmayexpectthistohappengraduallyoverthecourseofabusinessengagement,manyChineseexpecttoestablishstrongbondspriortoclosinganydealsandtocontinuedevelopingthemintotruefriends

9、hipsasthebusinesspartnershipcontinues.Consequently,proceedwithseriousbusinessdiscussionsonlyafteryourcounterpartshavebecomecomfortablewithyou,andkeepintouchonaregularbasisduringnegotiationsandbeyond.SincetheChineseorientationtowardstimeisalsodifferentfrommostwesterncountries,itisveryimportanttoremai

10、npatientandemphasizefrequentlythelong-termbenefitsaswellasyourcommitmenttothebusinessrelationshipyouareseekingtobuild.AsinotherAsiansocieties,relationshipscancreatepowerfulnetworks.TheChineseconcept,calledGuanxi,isbasedonverystrongcommitmentsandmutualobligations.Inwesternsocieties,peopleconnectedthr

11、oughcloserelationshipsexpectcertainfavorsofeachother,buttheyareusuallyforgivingifcircumstancesgetintheway.InChina,suchobligationsarenon-negotiableandmustalwaysbefulfilled.Guanxicanopendoorsandsolveproblemsthatwouldotherwisebeverydifficulttomaster.Thismakesrelationshipbuildingvitallyimportantwhendoin

12、gbusinessinthisculture.BeingabletoleverageGuanxicanbehighlybeneficialforanegotiator.2Copyright2006-2011-LotharKatzRelationshipsarebasedonfamiliarity,respect,andpersonaltrust.Businessrelationshipsinthiscountryexistbetweenindividualsorgroupsofpeople,notbetweencompanies.Evenwhenyouhavewonyourlocalbusin

13、esspartnersfriendshipandtrust,theywillnotnecessarilytrustothersfromyourcompany.Thatmakesitveryimportanttokeepcompanyinterfacesunchanged.Changingakeycontactmayrequiretherelationshipbuildingprocesstostartover.InChineseculture,savingfaceisveryessential.Harmonymustbemaintainedatallcost,andemotionalrestr

14、aintisheldinhighesteem.Causingembarrassmenttoanotherpersonorshowingalackofrespectmaycausealossoffaceforallpartiesinvolvedandcanbedisastrousforbusinessnegotiations.Reputationandsocialstandingstronglydependonapersonsabilitytocontrolhisorheremotionsandremainfriendlyatalltimes.Ifyouhavetobringupanunplea

15、santtopicwithaperson,neverdosoinpublicandalwaysconveyyourmessageinwaysthatmaintaintheothersself-respect.Theimportanceofdiplomaticrestraintandtactcannotbeoverestimated.Keepyourcoolandnevershowopenlythatyouareupset.Also,considerthatapersonsfaceisacompanysfaceanyindividualemployeesembarrassmentmaybefel

16、tbythewholecompanyandcouldputyouinabadposition.ManyChinese,evenamongthosewithextensiveinternationalexperience,considerthedemandingandfast-pacedwesternbusinessstyleasarrogantorevenrude.TheyareparticularlycriticalofWesternerswhoappeartoshowoffandblowtheirownhorn.Remainingmodestanddoingeverythingyoucan

17、tomaintaincordialrelationsiscrucialtoyoursuccess.Whenreceivingpraise,contrarytowesternpractice,itiscustomarytoinsistthatyourarenotworthyofitortobelittleyouraccomplishments.Thankingtheotherforthepraisemaybetakenasarrogancesinceitsignalsthatyouacceptthepraiseasvalid.Thisshouldnotstopyoufromcomplimenti

18、ngothers,though.WhiletheChineseviewpolitenessandhumilityasessentialingredientsforasuccessfulrelationship,thesefactorsdonotaffecttheirdeterminationtoreachbusinessgoals.Theyarepatientandpersistentinpursuingtheirobjectives.Itisinyourbestinteresttodothesame.IntraditionalChinesebusinessculture,therespect

19、apersonenjoysdependsonage,rank,and,toalesserdegree,onesachievements.Youwillcommonlyfindleadersinseniorrolestobeofadvancedage.Itisveryimportanttotreatelderlypeoplewiththegreatestrespect.Admiredpersonaltraitsincludepatience,humility,andfinemanners.CommunicationThereareseveralrelatedbutdifferentChinese

20、languagesanddialects,themostimportantofwhichareMandarinandCantonese.WhilemostbusinesspeoplespeakatleastsomeEnglish,theircommandofthelanguagemaybelimited.Itmaybebesttouseaninterpreter,inwhichcaseitisoftenbettertoemployyourownonethantorelyonsomeoneprovidedbyyourlocalcounterparts.Thiswillhelpyouunderst

21、andthesubtletiesofeverythingbeingsaidduringyourmeetings.However,keepinmindthatevenprofessionalinterpretersmaynotalwaysspeakandunderstandEnglishatafullyproficientlevel.WhencommunicatinginEnglish,speakinshort,simplesentencesandavoidusingslangandjargon.ItwillhelppeoplewithalimitedcommandofEnglishifyous

22、peakslowly,summarizeyourkeypointsoften,andpausefrequentlytoallowforinterpretation.Chinesebusinesspeopleusuallyspeakinquiet,gentletones,andconversationsmayincludeperiodsofsilence.Attimes,Chinesepeopletalkingamongthemselvesmayappearemotional,butthiswouldbemisleading.Tothecontrary,emotionalrestraintish

23、eldinhighesteem.Atrestaurants,especiallythoseusedforbusinesslunchesanddinners,keepconversationsataquietlevel.Loudandboisterousbehaviorisperceivedasalackofself-control.TheChinesegenerallyconversewhilestandingaroundthreefeetapart.However,itisalsonotunusualtoencountersituationswhereacounterpartmayseemt

24、oignoreonespersonalspacealtogether.3Copyright2006-2011-LotharKatzBecausetheconceptofsavingfaceissoimportantinthisculture,communicationisgenerallyveryindirect.Whenrespondingtoadirectquestion,theChinesemayansweryesonlytosignalthattheyheardwhatyousaid,notthattheyagreewithit.Opendisagreementshouldbeavoi

25、dedandanykindofdirectconfrontationisdiscouraged.Peoplerarelyrespondtoaquestionorrequestwithadirectno.Instead,theymaygiveseeminglyambiguousanswerssuchasIamnotsure,wewillthinkaboutit,orthiswillrequirefurtherinvestigation.Eachofthesecouldmeanno.Itisbeneficialtouseasimilarlyindirectapproachwhendealingwi

26、ththeChinese,astheymayperceiveyouasrudeandpushyifyouaretoodirect.Onlyapersonwithwhomyouhavenorelationshipyetmayoccasionallygiveyouastraightno.Thisisabadsignsinceitcouldmeanthatyourcounterpartisnotinterestedinengaginginbusinesswithyou.IfyouhavetoconveybadnewstotheChineseside,aface-savingwayistouseath

27、irdpartyinsteadofcommunicatingityourself.GesturesareusuallyverysubtleinChina.Itisadvisabletorestrictyourbodylanguage.Non-verbalcommunicationisimportant,though,andyoushouldcarefullywatchforotherssmallhints,justastheywillbewatchingyou.Avoidtouchingotherpeople.Donotcrossyourlegsifpossiblesincethismaybe

28、viewedasalackofself-control.Also,donotuseyourhandswhenspeakingsincetheChinesewilllikelygetdistracted.Whenpointingatpeopleorobjects,useanopenhandratherthanafinger.Lightlytappingonthetableusingallfingersofonehandmeansthankyou.Whenreferringtothemselves,peopleputanindexfingerontheirnoseratherthanpointin

29、gattheirchestasWesternersdo.Itisconsideredimpropertoputyourhandinyourmouthortocrossyourlegswhileseated.Eyecontactshouldbeinfrequent.Whileitisbeneficialtomakesomeeyecontactwhenmeetingapersonforthefirsttime,theChineseconsiderfrequenteyecontactintrusiveandrude.Itisgenerallyconsideredrespectfultolookdow

30、nwhenspeakingwithseniororelderpeople.DonottakeoffenseintheChineseansweringtheirmobilephonesallthetime,eveninthemiddleofimportantdiscussions.Inthispolychronicculture,interruptingoneconversationtohaveanotheroneandthencomingbacktothefirstoneisperfectlyacceptable.Itisnotasignofdisrespect.InitialContacts

31、andMeetingsBeforeinitiatingbusinessnegotiationsinChina,itisadvantageoustoidentifyandengagealocalintermediary.Thispersonwillhelpbridgetheculturalandcommunicationsgap,allowingyoutoconductbusinesswithgreatereffectiveness.Thepersonmaybeabletoleverageexistingrelationships,whichcouldsignificantlyshortenth

32、etimeittakesuntilyourpotentialpartnerisreadytodobusinesswithyou.ItismuchbettertoconductnegotiationsinChinawithateamofnegotiatorsthantorelyonasingleindividual.Thissignalsimportance,facilitatesstrongerrelationshipbuilding,andmayspeeduptheoverallprocess.Inaddition,Chineseteamsusuallyincludehighlyskille

33、dnegotiatorswhoknowhowtooutmaneuverevenwellpreparedindividualcounterparts.Facingthemasateamwillsignificantlystrengthenyourposition.Itisvitalthatteamsbewellaligned,withrolesclearlyassignedtoeachmember.TheChinesecanbeverygoodatexploitingdisagreementsbetweenmembersoftheotherteamtotheiradvantage.Changin

34、gateammembermayrequiretherelationshipbuildingprocesstostartoverandshouldbeavoided.Worstcase,suchachangecanbringnegotiationstoacompletehalt.Giventhestrongemphasisonhierarchyinthecountrysbusinessculture,aseniorexecutiveshouldleadmajornegotiationsforyourcompanyandyournegotiatingteamshouldincludeseniorl

35、eaderswhoknowyourcompanywell.Inaccordancewithbusinessprotocol,peopleshouldenterthemeetingroominhierarchicalorder.TheChinesemayassumethatthefirstforeignertoentertheroomistheheadofyourdelegation.Thesameistrueontheirside,allowingyoutoidentifythemostsenior4Copyright2006-2011-LotharKatzperson.Youmaygetot

36、hercluesbyobservingwhoreceivesthehighestamountofdeferencewithinagroupofChinese.Thatway,youmayactuallybeabletoidentifythehierarchicalstructureacrossthewholegroup.Ifpossible,schedulemeetingsatleastfourweeksinadvance.SincetheChinesewanttoknowwhomtheywillbemeeting,providedetailsontitles,positions,andres

37、ponsibilitiesofattendeesaheadoftime.Agreeingonanagendaupfrontcanalsobeuseful.Ifyouaretryingtomeetwithcompanyexecutivesorhigh-rankingofficials,bepreparedforextensiveback-and-forthcommunicationsuntileverythingisfinalized,anddonotpostponeorcancelmeetingsonshortnotice.Punctualityexpectationslargelydepen

38、donthemeetingparticipantsstatusandrank.TheChinesearecarefulnottowasteaseniorpersonstime.Beinglatetoameetingorsocialeventwithouthavingavalidandplausibleexcusecanbeaseriousaffront,soitisusuallybesttoshowuprightontime.Meetingswithlower-levelmanagersaretypicallymoreflexibleandmaynotevenhaveasetstarttime

39、.Inthatcase,arriveatyourconvenienceandbepreparedthatyoumaybekeptwaitingforawhile.Chinesenamesareusuallygivenintheorderoffamilyname,firstname.Thelattermayconsistoftwoparts,thegenerationalnameandthegivenname.However,thetwoareoftenspokenandwrittenasone.SomeChinesepeopleuseassumedwesternfirstnames,inwhi

40、chcasetheygivetheirsintheorderoffirstnamefollowedbyfamilyname.Whenaddressingpeople,useMr./Ms.plusthefamilyname.Onlyclosefriendscalleachotherbytheirfirstnames,andyoushouldneverdosounlessapersonhasexplicitlyaskedyouto.Furthermore,theChineseareverystatus-conscious.Ifapersonhasatitleordoctoratedegree,us

41、eittoaddresshimorher,forexample,DoctorYu,DirectorWang,orPresidentChen.LeaveoutDeputyorVice,evenifthatpartofthepersonstitleisshowingonthebusinesscard.Ingeneral,introduceandgreetolderpeoplefirst.Introductionsareaccompaniedbyhandshakesand/orslightbows.Somepeoplemaynotwanttoshakehands,soitisbesttowaitfo

42、ryourcounterpartstoinitiatehandshakes,whichshouldbelightandmaylastaslongastenseconds.Theexchangeofbusinesscardsisanessentialstepwhenmeetingsomeoneforthefirsttime,sobringmorethanyouneed.Ifsomeonepresentsyouwithhisorhercardandyoudonotofferoneinreturn,thepersonwillassumethatyoueitherdonotwanttomakethei

43、racquaintance,thatyourstatusinyourcompanyshierarchyisverylow,or,quitetothecontrary,thatyourstatusisveryhigh.SincemanypeopleareunabletoreadEnglish,itisbettertousecardswithonesideinEnglishandtheotherinChinese.Showdoctoratedegreesonyourcardandmakesurethatitclearlystatesyourprofessionaltitle,especiallyi

44、fyouhavethesenioritytomakedecisions.Ifanyfactsaboutyourcompanyareparticularlynoteworthy,forinstanceifitistheoldestorlargestinyourcountryorindustry,mentionthisonyourcardsincetheChineseviewthisveryfavorably.Also,considerhavingyourcompanylogo(butnotthewholecard)printedingoldink.InChineseculture,goldist

45、hecolorofprosperity.Presentyourbusinesscardwithtwohands,andensurethattheChinesesideisfacingtherecipient.Similarly,acceptotherscardsusingbothhandsifpossible.Smileandmakeeyecontactwhiledoingso,thenexaminethecardcarefully.Notreadingsomeonescardcanbeaninsult.Next,placethecardonthetableinfrontofyouorinto

46、yourcardcase.Neverstuffsomeonescardintoyourbackpocketorotherwisetreatitdisrespectfully.Donotwriteonapersonsbusinesscard.Atthebeginningofameeting,thereisnormallysomesmalltalk.Thisallowsparticipantstobecomepersonallyacquainted.Itisbesttoletthelocalsidesetthepaceandfollowalong.Peopleappreciateasenseofh

47、umor,butkeepitlightandfriendly,andbecarefulnottooverdoit.BusinessisaseriousmatterinChina.5Copyright2006-2011-LotharKatzTheprimarypurposeofthefirstmeetingistogettoknoweachother,startbuildingrelationships,andgatherinformationabouttheothersidesareasofinterest,goals,andweakpointsfortheupcomingnegotiatio

48、n.Ingeneral,meetingsdonotserveaseventsfordecision-making.Instead,theyareopportunitiestoindicateinterest,intensifyrelationships,gatherandexchangemoreinformation,ortocommunicatedecisions.Itwouldbeunrealistictoexpectameetingtoleadtoastraightdecision.Themostseniormembersofyourgroupshouldleadthediscussio

49、n.InChinesebusinessculture,itisinappropriateforsubordinatestointerrupt.Itisgoodtomakeapresentation,butkeepitsimpleandavoidover-designingit.Verifythroughdiplomaticquestionswhetheryouraudienceunderstandsyou.Sincesavingfaceissoimportant,peoplewillnotopenlyadmititinfrontofothersiftheydonotunderstandwhatyouarepresenting.Youwilllikelyfindtheatmosphereofthefirstmeetingtobepleasantandamicab