A four-part series on dealing with common Chinese negotiation tactics, by
Dan Harris of international law firm Harris Moure.
Do not fall prey to the negotiating tactics discussed here.
Describes common negotiating tactics we often see
from the Chinese side, and how to counter those tactics.
What are some negotiating techniques commonly used by Chinese companies when negotiating against foreign companies?
Discusses three more negotiating techniques commonly used
by Chinese companies when negotiating against foreign companies.
The next time your Chinese negotiating counterpart tells you that “China
is different,” seek verification before you move forward.
Discusses yet another common technique Chinese companies use to drive
foreigners mad during the contract negotiation process so as to get what
they want from the negotiations: the by now famous “China is different”
tactic.
Your Western assumptions are not likely going to line up with the assumptions of your Chinese counterparts. Find out why.
Focuses on the cultural disconnects that so often impact negotiating between Western and Chinese companies.