中国で交渉した場合考慮するべき特別な事
エリックCastro著
中国人は会合および他の機会の前もって時間着く(および時々5か10分に)。 種類の約束のために遅れて来ることを失礼考慮する。 1ポイントからの中国の多くの都市の別のものへの移動は交通遅れのために非常に時間のかかる。 許可十分に早く時間にあなたの行先にそれを作るには確かめなさい。
あなたの同等を知ることを得るのに時間をかけなさい。 あなたのパートナーに信頼の高レベルを確立する必要がある。 中国のビジネス様式は法律化された、客観的な義務よりもむしろ信頼に基づいて個人的な関係に頼る。 事を急がせてはいけない。
中国は発展途上国であるが、時としてあなたのローカル場所の対等な商品そしてサービスのためのそれらを超過する価格のために準備される。 中国のビジネスをすることは安くない。 調節、食事、催し物、賃貸料、ビジネスサービスおよび他の必要は高い。 行く前に費用調査しなさい。
中国都市の物理的な条件は、熱とである、困難時々塵、混雑、騒音、交通そして薄いサイズ場合もある風邪。 これのために準備されなさい。 中国の最もよい外国のホテルは現代コンピュータおよび通信機器を繁華街に与えることと同様、そのような環境の圧力からのすばらしい非難を、できる。
For serious transactions and information-gathering, you will require a guide or an interpreter. (These may be provided by your China hosts for sightseeing and shopping, but for business you should find your own.) China based consultants can help you in this respect. Local guides can also provide important cultural guidance on an on-going basis as they accompany you during your stay.
People from China use intermediaries to make personal introductions, to carry bad news and to settle disputes. It is possible to carry on an acrimonious argument without ever facing your opponent. Everything goes back and forth through a third party who communicates each side’s position without displaying the unpleasant emotions that may be involved (though these emotions may be reported). Result: the hard feelings and embarrassment that accompany a dispute and even threaten the underlying relationship are mitigated. This is a highly civilized system - explore it.
Entertaining is a very important part of doing business in China. You should be prepared to spend more money on entertainment than would be normal at home. For your China counterpart, entertainment is an important step in getting to know you and in establishing good relations - long before a letter of intent or contract is signed. In China, this entertainment commonly involves banquets, speeches, whiskey from China (look out!) and karaoke.
Banquets are an integral part of deal-making in China. On these occasions, you can’t go wrong by taking cues from your counterpart from China. Sit where your host suggests; try the food that is offered; make a reciprocal speech and toast. If karaoke is part of the evening, gather your courage and sing your favorite song. Your host will enjoy it! If you don’t know any songs, learn the words to a couple of popular English songs before you leave for China. (’Red River Valley’ is a great choice, since the melody is exactly the same as a very popular Chinese folksong. Your Chinese hosts will be stunned that you know Chinese folk-music, and in English translation to boot!).
Foreigners can expect a lot of goodwill from the Chinese. Your China friends may make disparaging remarks about China “backwardness”, but don’t take this as an invitation to add your own criticisms. If you can think of a positive thing to say on such occasions, it will be appreciated.
This article was researched and produced by Posicionarte for China Trading Company , 2007
Author Bio:
Eric Castro Mattas, is chief editor of Posicionarte researching and producing articles for China Trading Company. If you need products from China please visit http://www.chinatrading-company.com
June 27th, 2007 at 3:14 pm
Chinese arriving on time? I must be living in the wrong part of the country then.
June 28th, 2007 at 4:43 am
Government officials in China make a point of arriving late for meeting and then bustle in telling everyone “Sorry, very busy, very busy….’ Then they leave as soon as possible.
People in private companies in China don’t go to the same extreme but they definitely do not arrive early. That makes them seem too eager, and weak.
Apart from that all the rest is on the money.
July 6th, 2007 at 3:15 pm
Hmm, yes. I do agree and grand entrance does help. I will not reveal all my secrets & tricks, but it does help to have a tranlator.
Helps enlarge your following and also helpful to avoid or solve any misunderstandings. Its a good buffer.
As for being late. I think in Beijing at least, everyone is more relaxed. They are also getting used to the impossible traffic.
July 10th, 2007 at 4:08 pm
I agree with Doc Ben. A translator is a must. Also, I tell everyone to master a couple of Chinese phrases to say in the beginning of the meeting. The purpose of this is twofold. One it shows your hosts that you have taken the time to study their culture and two they will be unsure of how much of what they are saying you will understand and they will not try as blatantly to pull the wool over your eyes.