Negotiation Skills Training Courses
With
over twenty-five years of proven industry experience, the
Negotiations
Training Institute of America is the recognized leader in negotiations
training, consulting and performance coaching. Through public open
enrollment courses and private on-session training sessions, we
have helped leading corporations, non-profit organizations and governmental
agencies improve their ability to
negotiate
better outcomes for their constituencies.
First-time
negotiators as well as those with the greatest
competitive
drive and amount of first-hand experience and
negotiations
wisdom can benefit from our time-tested courses. Whether focusing
on
negotiating
a contract with a vendor or jumping in to the often-stressful
car buying process to
deal
with a dealership, our courses provide useful skills, proven techniques
and various classroom role plays to help you
become
more aware of negotiations that you must face on a daily basis.
For more information on our negotiation skills training courses please
contact us.
Negotiations
Training
The Growing
Role of China in the Business World:
Negotiating with
Chinese Counterparts
Despite many
of the political controversies involved, many North American businesses
are opting to work more closely with Chinese enterprises in
various
business arenas. Whether utilizing a Chinese manufacturing facility
to manufacture and assemble various components on a consumer product
or
working with a call center
to provide remote technical support,
business dealings with the Chinese are on the rise.
If you are unfamiliar
with many of the
negotiating
practices of the Chinese, it is helpful to get a better feel
for what you should expect when negotiating with internal or external
counterparts. Given the many intricacies involved, it is helpful
to truly dive into this topic. However, we offer a few
simple
tips to help make this process easier to deal with during your
next Chinese negotiation.
-
Relationships
Go a Long Way - Relationships are very important and will
play a role in how much cooperation you may receive during a negotiation.
Some believe that there is a virtual bank of
goodwill
that each person has with another party. The greater your relationship,
the larger your "balance" may be. Requesting favors
from another party during a negotiation may cause you to make
"withdrawals" from your account. Focus your requests
on those areas that may be more difficult to normally negotiate.
- All Negotiations
Should be
Confirmed
in Writing - This is a standard caveat that applies to negotiations
in just about any country. However, when negotiating with a Chinese
businessman, written confirmation will help eliminate and
miscommunication
and will confirm agreements.
- Tone is
Important - Negotiations should not be approach in an adversarial
manner. Utilize a
respectful
demeanor and tone of voice to maintain good will with the
other party.
- Realize
that
Contracts
are Sometimes Flexible - In Chinese culture, some contracts
are followed explicitly and letter by letter. Others are seen
as more of "guiding documents" rather than firm agreements.
Know what is to be expected of any contract you are negotiating.
The stronger your relationship with the other party, the more
likely the contract will be followed as written.
- Learn to
Exercise Patience
- The
negotiation
process will not move along as quickly during a Chinese negotiation
as it will in the United States. It is prudent to exercise patience
and be willing to wait for a negotiation to unfold.
- Remember
to be Respectful - We mentioned this before.
Politeness
and respect are important, even when called upon to be a bit
persistent in achieving a particular goal. What you don't want
to do is damage a relationship as it may make
future negotiations more difficult.
For Negotiation
Skills Seminar information please
contact
us.
Related:
Negotiation Course
|