Arriving in China accompanied by a translator is not enough to do business. There are essential rules that any Western businessman should know. Negotiating prices and purchasing conditions with Chinese suppliers is one of the most difficult parts of the procurement process in China. There are three main barriers to this negotiation:
- Language: Many suppliers do not speak English or Spanish. Our Chinese staff ensures that we can overcome this problem and gain access to thousands of suppliers that would otherwise escape us.
- Business culture: Only Chinese staff and China business experts are able to overcome the huge cultural differences when negotiating. One false step in this direction could cost us the supplier.
- Presence:Chinese suppliers like to negotiate in person, since the most important thing for them is to build mutual trust with their customers. There is no way to close an important deal without meeting face-to-face with our supplier.
Good relations and respect are essential in contacts with company managers or those who may have influence. You must also be patient and always maintain a cooperative attitude. Do not lose your composure and avoid arguing. Try not to say “no” directly and decline offers with kind words.
On the other hand, in China there are different fundamental principles of the oriental business culture. The “guanxi” is the central concept meaning “network of relationships” or “connections”. It is based on solidarity, support and mutual help. The “mianzi” is the personal mark of pride and the basis of individual reputation and social status.
Finally, it is important to remember that business cards and ID cards are ubiquitous in Chinese business and are almost always exchanged when meeting someone new. When offering or receiving a business card, you should do so with both hands as a sign of respect. In addition, it should be presented with the face of the local language in view and show interest when receiving it, as putting it away immediately could mean disrespect for them.
