Great minds think alike
A few days ago, we had a “negotiation in China” class at Jiao Tong University of Shanghai. The teacher (Gabor Holch) told us not only how to negotiate in China, but also some little tips for general negotiation.
When you negotiate it is important avoid consider the other part as a challenger; you are not in a fighting ring! So change your mind and try to work together as a team which resolve a commom problem.
Going to negotiate with a previous roadmap we will help you a lot: clear objectives, know who the other person is, have a plan B, know your BATNA (best alternative to negotieted agreement)…
And, what about China? Well, there are some chinese practices you must know before negotiate in this country. It has a high-context culture, so information is not only in what you say, but also in the surroundings. Furthermore, chinese people are not so much expresive, even more when they don´t agree with you.
And remember, if you want to know something…ask it! Ask in the clue! Chinese people are not like talkative westerns.
These are tips you should keep in mind. Knowing chinese culture before negotiate is really important. But do not spend years and years trying to become a chinese person, they take you years of advantage! It is more effective to be an international negotiator, since…
” Great minds think alike”
Comentarios desactivados en Great minds think alike /
08 Mar 2013
por
Raquel Vallaure Vigil
MBAftmad /
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