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Doing business in China

Chinese negotiators are masters of making you feel you need them more than they need you. Don’t be afraid to tell them that friendly business is based on a fair deal for all.
The concept of « win-win » is new and not widespread, and will have to be constantly reiterated to be successful.
Contract details matter less than the personal relationships developed in negotiations. The contact should be negotiated by the person who will run the business.
China is moving fast and changing faster, an environment in which few Western companies are structured to compete. Your China business model must be configured for constant changes in every aspect of business and politics.
Never use the Chinese market as a last resort to save your business. The Chinese can smell desperation and will take advantage of your weakness.
When Chinese says ‘yes’ it does not mean ‘yes’ as we mean it in English. More often than not, it means ‘I see, I understand’ rather than ‘I agree’ or ‘I will do it’
In business relationships, the Chinese seek stability and trust more than intimacy. They want to feel comfortable that you will offer no surprises that will hurt them, but they don’t need to be your best friend.

You are coming to China, read this!