The Chinese are famous for their negotiation skills. China-expert Henning Kristoffersen at BI Norwegian School of Management has shared some tips on how to succeed in business in China.
Kristoffersen has, from his background as of a social anthropologist, studied negotiation tactics and business culture in China for years. He has more than 20 years of experience working in China and with the Chinese. Altogether, he lived in Shanghai for four years subsequently managing the Nordic Centre at Fudan University and BI’s Liaison Office taking care of BI’s part-time MBA programme.
Sadly, the main work is currently in Norwegian, a language in which the writer is not totally fluent. No doubt this will be fixed in the near future.
Some points he makes:
There is no need to be ‘Mr. Nice Guy’ when negotiating in China. The Chinese are tough negotiators but they highly respect a counterpart who also knows the tricks of the trade.
When it comes to doing business in China one is usually told one has to be patient. Things take time. At the same time there are few people returning from China with the impression that the Chinese work slowly. In the course of last 12 years more than 4,000 buildings of more than 20 floors were raised in Shanghai. It’s hard to find similar examples of such high-paced development elsewhere,
The Chinese market is rapidly changing and viable business-concepts have to be implemented quickly. Nobody knows this better than the Chinese.