China Negotiating Tactics and Chinese Negotiation Style

Doing Business in China

Welcome to business reports on doing business in China and Chinese negotiation style. Learn about decision-making process and decision-makers in China. Get practical tips on doing business in China, your local negotiator and partner, business culture, how to make a deal and reach an agreement, business meetings and much more. The reports are published by International Cultural Enterprises, Inc., leaders in international business information, in cooperation with top US executives. The information is current and constantly updated. Below please find the titles of the reports with a brief summary of the topics, as well as the word count. To receive a full text please click on the ordering and pricing information following each report summary.

Report title: Starting Your Business in China
Total words: 1205
Topics summary:

Local Ministries ..... Ceremonial requirements ..... Joint ventures ..... State enterprises ..... Common problems ..... Distribution and supplier relationships ..... Chinese investment ..... Currency issues ..... Distribution of the final product ..... Security of Investment ..... The Text of an Agreement ..... Mediation ..... Decision Makers ..... Gathering Information ..... Gifts

ORDERING AND PRICING INFORMATION

Report title: Business Entertainment and Gift-Giving in China
Total words: 1230
Topics summary:

Verbal invitations and written invitations ..... Arriving according to rank ..... Engaging in casual conversation ..... Seating arrangements ..... Discussing business during the meal ..... Making appreciativing remarks ..... Toasting and liquor ..... Good standby toasts ..... Welcoming speeches ..... Reciprocating ..... Table Manners ..... The order of courses ..... Serving the guest of honor ..... Concessions to Western sensibilities ..... Chopsticks ..... Thanking your host ..... Business gifts ..... The value of a gift ..... Gift wrapping ..... Hosting

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Report title: Doing Business in China
Total words: 1597
Topics summary:

Making initial contact ..... Meeting and greeting ..... Forms of address ..... Dress code ..... First meeting ..... Verbal and nonverbal communication ..... The importance of relationship .....Orientation to time ..... Topics of conversation ..... Making a presentation ..... Names ..... Titles ..... Decision-making behavior ..... Bargaining range ..... Gift-giving ..... Wining and dining

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Report title: Successful Negotiations in China
Total words: 1270
Topics summary:

Business style ..... Personal preferences ..... Developing a friendship ..... Playing on the feelings of friendship, obligation and guilt ..... Technical information and records of any previous meetings ..... The opening stages of negotiations ..... Knowing your position ..... Long term commitment ..... Eagerness to compromise ..... Concessions ..... Lower management ..... Social entertainment ..... Applying time pressure ..... Asking direct questions ..... Agreing to their terms ..... Increasing your chances of success ..... Limits of your position ..... When the agreement is at hand ..... The conclusion of an agreement ..... the Chinese style of negotiating ..... Developing guanxi ..... Task management issues ..... Decision makers ..... The principles of Suntzu

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Report title: Doing Business in Greater China (China, Hong Kong, Taiwan)
Total words: 1535
Topics summary:

Language of business .... Business communication .... Importance of 'guanxi' .... Building trust ..... Status and respect ..... Formality and hierarchy .... Nonverbal communication ..... Business protocol ..... Negotiating tactics .... gift-giving

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Report title: Business Customs and Protocol in China
Total words: 1170
Topics summary:

Cultural values ..... Relying on a judicial system ..... Protecting business relationships ..... Mutual understanding ..... Preventing financial and operational problems ..... The concept of face ..... Sincerity, honesty and integrity ..... Interdependence ..... Personal obligation ..... Training management people ..... Greetings and Names ..... Social gatherings ..... Gathering information ..... Corruption

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Report title: Long Term Assignments in China
Total words: 1490
Topics summary:

Problems which are not visible on the surface ..... Relationships ..... Respect ..... Regulations ..... The notion of Guanxi ..... Asking for favors ..... Cultural informant ..... Giving face ..... Bringing in an intermediary ..... Rules and Regulations ..... Getting an approval on a municipal level ..... The decision-making process ..... Management and learning styles ..... Entrepreneurial skills ..... The problems expatriates and their families find most common in China today

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Report title: Human Resources and Recruiting in China
Total words: 1400
Topics summary:

Human resources situation .... Rules and regulations .... Looking for employees .... Recruiting in China .... Expatriates from Europe and the US .... Returnees .... Salaries and benefits .... Pitfalls in recruiting .... Women in China .... Expatriate concerns

ORDERING AND PRICING INFORMATION

Report title: Trading with China
Total words: 2815
Topics summary:

Looking for an Agent .... Setting the Groundwork .... Scheduling Appointments .... Tariff Rates..... Customs Valuation .... Trade Barriers .... Import Documentation .... Export Controls .... Prohibited Imports .... Inspection Standards .... Labeling Requirements .... How to Avoid a Bribery Trap

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Report title: Business Contacts and Resources in China
Total words: 3250
Topics summary:

Addresses and contact information for Chinese business publications, trade associations, business facilitation companies, market research firms, consultants and other useful business contacts

ORDERING AND PRICING INFORMATION

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