8 Ways to Ensure Your Negotiations with Chinese Suppliers will go Smoothly

tradegecko TO ENSURE YOUR NEGOTIATIONS WITH CHINESE SUPPLIERS WAYS WILL GO SMOOTHLY Conducting negotiations in China is more an art than a craft. Having an understanding of Chinese business etiquette is important to your success when meeting Chinese suppliers. Avoid embarrassment and focus on the matters at hand on critical occasions with this infographic. BEFORE NEGOTIATION O ENLIST THIRD PARTY SUPPORT Get a local contact to develop useful back channels to smoothen negotiations. If you don't have connections, attend trade shows, get on B2B platforms such as Alibaba, Global Sources, and Made-In-China.com, to scout for a legitimate Chinese supplier. FRIENDSHIP FIRST, BUSINESS LATER Entertaining is a huge part of Chinese business culture. The first few meetings will involve a lot of seemingly unrelated discussions so get ready to get personal. DURING NEGOTIATION SPOT THE LEADER You will most likely face a team of negotiators across the table, you need to identify the real decision maker in the group and give him priority attention. SHAKING HANDS If things go well, you will be on the receiving end of a non-aggressive, prolonged handshake - it is a matter of who lets go first. Don't be shy about holding on if your counterpart is enjoying the contact – it is meant well. LEAVE YOUR EGO BEHIND The Chinese don't like 'big talkers'; it's better to be more understated and modest here. Setting artificial deadlines, threatening to walk out of negotiations, or giving in to displays of anger are a no-no. FACE AKA "MIAN ZI" 9. "Face" can be earned, saved, given, lost or taken away. Almost every conversation or business interaction involves a negotiation of face between the two parties. Should you cause a business contact to lose face at an important occasion, you may have damaged the relationship beyond repair. YES MEANS NO YES The Chinese do not like to say no or to be the NO bearers of negative news, they will hint indirectly in the conversation. So never assume that "yes" means "let's go for it". AFTER NEGOTIATION GIFTS Something from your home country such as famous delicacies would be a good choice. Certain gifts, however, are perceived as unlucky and should be avoided; these include clocks, shoes, sharp objects, and anything related to the number four (they are associated with death!). SHARE THIS INFOGRAPHIC FROM: WWW.TRADEGECKO.COM/KNOWLEDGE-BASE/NEGOTIATING-WITH-CHINESE-SUPPLIERS INVENTORY AND ORDER MANAGEMENT SOFTWARE FOR SUCCESSFUL MERCHANTS CREATED BY tradegecko