Doing Business in China

Business Negotiations in China tactics Composition of the Team

Having the right mix of skill sets on the team is essential to your negotiations. Choose your team with consideration for chemistry between the members. They will be together in a distant, unfamiliar environment for an extended period of time. Previous experience is also a plus, with prior experience in the PRC valued at two pluses. The team should include up to six people in normal circumstances. Too many people may send the wrong messages(here comes another western company with a lot of money to spend- - look at how many people they have brought) . It can also intimidate your Chinese partner. Too few people results in insufficient skill set and brainpower(what one person sees the other may not).

Consider the following:

    Operations Manager with the authority to cut a deal, sign a contract or write a letter of understanding.
   
    Financial Analyst, send a trained business case analyst with strong business counsel skills, not an accountant who is capable of quick, high level assessments , but can follow through with detail later.
   
      Engineer, with experience in the operations you are seeking to establish who also ideally has some business management training and can understand business case assessments.

      Lawyer, as an adviser as contract terms can be confusing at best to the rest of the team

      Procurement Specialist trained in international part and product sourcing if this is an essential component of the endeavor.

      Marketing Specialist, trained in international marketing and perhaps some business research background.

      Professional Negotiator, who is essential if the team has little or no experience, and optional if you have a strong experienced team.

      Other skill sets as needed for the specific project.

Business Negotiations in China tactics Composition of the Team