Diffuse focus
By Ron Cune
The Chinese are particularly firm and patient during negotiations. A Chinese business partner approaches a situation or contract in a diffuse manner. Contrastingly, in the West, the custom is to consider negotiation points in a concrete and systematic manner.
These differences in approach tend to give rise to frustrations in both parties. The Western interlocutor concludes that the Chinese party is going back on previously made appointments, and, at the same time, the Chinese may interpret the attitude of the Western party as obstinate and egocentric.
As a result of the broad perspective of the Chinese business partner, Western entrepreneurs are often surprised by the new elements that keep being added to the deal. The resulting need for providing feedback to the supporting party can lead to the loss of precious time.
One possible tactic is to establish the maximum results and more at the beginning of the negotiations. However, also try to keep a few consciously chosen giveaways in reserve to use as counteroffer for a turn of events that you consider unfavorable.
Despite negotiations appearing to be considerably different in China from what Westerners are used to, the desired outcome should be the same everywhere in the world: an agreement that benefits both parties.
Ron Cune, Dragondancers
October 10th, 2008 at 4:04 pm
hi.
what can be done even if everything is written in chinese & even then they dont agree for differnce in products being made & conditions not fulfilled ?
thanks
October 11th, 2008 at 5:48 am
It would be great if you could clatify the term, “in a diffuse manner”.
October 14th, 2008 at 1:52 pm
fivment: You have options, but it seems you may not be in a very good position. I’m guessing you have already paid? If not, your position is much better.
First, you should have addressed the language problem much earlier. For now, I suggest you find a well-qualified translator and quickly get whatever it is you have translated to your native language.
Once you have pinpointed the differences, you will likely need to have several rounds of discussions. Your strategy will depend on what you have or don’t have. Cultural issues will play a major role in your negotiation strategy.
If you are not financially on the hook for a large sum, you may find the easiest course is to walk away. If you are, you will need more help than can be offered via this forum. You are welcome to contact me for more detailed discussions.
October 14th, 2008 at 1:56 pm
Fivment: Your question is referring to an existing situation of which I need more info before I can answer.
Garnet: with “in a diffuse manner” I mean with multiple focus. So the Western way is to negotiate per point. First A than B after that C etc. Chinese negotiators focus on A, B & C at the same time and discuss it all at the same time.