Negotiating with the Chinese

Hardly any other country of such importance to us is as culturally different from Germany as the Middle Kingdom. In addition, dealing with the current political and economic relationship issues between China and “the West” is a very sensitive area that requires particular sensitivity.

If you want to do business with the Chinese, you have to overcome many hurdles: a completely foreign language, a different legal system, a different culture. At the negotiating table, the opposites meet head-on. Managers from the West – often with vague ideas of “Asian values” and corresponding discussion strategies – quickly find themselves in an inferior negotiating position.

For example, out of sheer respect for the millennia-old culture, Western managers often do not always remember to be firm and emphasize the value of their own position when dealing with Chinese business partners. But this can be wrong, because only those who are sure of their position can show the ability to compromise and give their partner a sense of achievement.

The right mix of steadfastness and flexibility, self-confidence and skillful consideration of the Chinese partner’s mentality is therefore crucial.

Trusting relationships

Business success in China is based on trusting relationships. And that starts with the first personal contact. In Germany, for example, little attention is paid to social rules when getting to know each other. In China, the relationship begins with the correct, two-handed presentation of the business card and an implied bow.

Eating together is also a fundamental part of building business relationships in China. The cold plate that is pushed into the negotiating room or the fast delivery service during negotiations may save time, but it would be a really serious mistake towards the Chinese partners.

The coaching

When two different business mentalities meet, intercultural competence and professional preparation are the key to success.

As part of the coaching, the intercultural skills of each trainee are promoted and developed. They develop an understanding of Chinese culture, adopt different cultural perspectives in practical exercises and thus strengthen their own cultural sensitivity. This allows you to act and negotiate appropriately in every situation, yet in a targeted and efficient manner. They avoid intercultural problem or conflict situations and are able to resolve them quickly if they do occur.