Negotiation tactics often used by Chinese may be different from western experiences.
The ‘rules’ that your society places on negotiation behaviour may not interest your Chinese counterpart, decision influencers and motivations may be different form what you are used to and signing a contract is not necessarily the end of negotiations.
This video quickly and clearly explains why signing a contract is often less important to Chinese than the relationships of those involved, Common tactics used in negotiation and how to counter them, how to identify influencers and motivators and what you can do to increase the opportunity for favourable outcomes.
Video Duration : 7 minutes 6 seconds
Key Points Covered : 26