Quiz : Negotiating & Influencing
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Question 1 of 5
1. Question
Chinese usually consider that signing an agreement is the end of the negotiation process.
CorrectIncorrectHint
Chinese usually consider that signing an agreement is just one stage of the negotiation process.
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Question 2 of 5
2. Question
In face-to-face interactions, Chinese people tend to be more comfortable than most Westerners with:
CorrectIncorrectHint
In face-to-face interactions, Chinese tend to be more comfortable with longer silences, often using the time to ‘look before they leap’: by analysing different responses and outcomes from each.
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Question 3 of 5
3. Question
The words said by Chinese parties in a negotiation will ______________ accurately reflect their position.
CorrectIncorrectHint
The words said by Chinese parties in a negotiation will not always accurately reflect their position. Don’t take everything said at face value, try to double check.
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Question 4 of 5
4. Question
_______________ is often the best arena to gain a better understanding of what is influencing Chinese decision maker(s).
CorrectIncorrectHint
Informal interactions, such as meals, can be a good chance to gain insights into the Chinese decision maker(s) influences.
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Question 5 of 5
5. Question
Which of these roles will be least appreciated by the Chinese parties in a negotiation room?
CorrectIncorrectHint
Lawyers are least welcome, particularly in the initial phases of a negotiation. They may be used behind the scene, but having them at the table indicates a lack of trust.