Archive for Negotiating

Entering China: Get the Right People, Get the Right People, Get the Right People

Entering China is no picnic, but my focusing to get the a person and the right person up front, you can create  a great path.  In a foreign country, you need, market, investment, legal, property, culture. language, IP protection, etc… As China is completely different from the West. Almost everything you normally think will get […]

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Posted in: China, China Recruitment - Getting Good People, Chinese Culture, Decision Making, Government Issues, Leadership, Market Entry, Negotiating

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The Rule of Law is Coming in China and That Means Us

The good news is that the Rule of Law is becoming reality year by year in China.  The bad news is that it starts with us foreigners. The same is true in all countries. When they start to feel like enforcing pollution standards, they first crack down on the foreigners, that was 2008 in China, […]

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Posted in: China, Chinese Culture, Government Issues, Market Entry, Negotiating

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Good Times Bad Times. Be Ready for Them All

Most of us are nice most of the time.  Sometimes under pressure we do not act as well. Your China distributor, supplier, or partner can be the same, but how far they go beyond your expectation is different.  Knowing that you did not register your trademark, they might register in their name,  so they own […]

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Posted in: China, Chinese Culture, Government Issues, Market Entry, Negotiating

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Negotiating With the Chinese Government – a 1st Example

Several years back, I had a couple shots at this and learned something I was seeking permission in North China to do lending services. The National law said only the People’s Bank could do financial, so we needed their help and local permission Pay offs to officials was out of the question.  Compromising on how […]

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Posted in: China, Chinese Culture, Government Issues, Negotiating

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If You Have To Do a Joint Venture

Do not provide cash, your technology, high technology equipment and they provide, land, buidings, people, old equipment. Be ever so careful of joint venturing with some Chinese owned company that has excellent local contacts. Those very contacts will likely be your undoing. Possession and having home field advantage are considerable advantages.  I have seen companies […]

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Posted in: China, Chinese Culture, Market Entry, Negotiating

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Expectations, Expectations, Expectations

Just read a great article over at China News Brief on the interior of China and JV’s.  Take a look here. I only want to talk about one thing they mentioned though I liked the whole article. They mentioned in a couple different ways and finally used the word,  expectations.  Surely, in hiring, in customer […]

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Posted in: China Recruitment - Getting Good People, Customers, External Stakeholders, Leadership, Negotiating, Quality, Sourcing

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China Joint Ventures. ‘Same Bed, Different Dreams’ Is The Key Point To Face

Dan Harris has been busy putting up good stuff on China Law Blog and I wanted to mention his recent blog called China Joint Ventures. Are You on the Same Page? See the blog here. He mentioned ‘same bed, different dreams’.  Yes, this phrase deals with a key reason American divorce is so high. We […]

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Posted in: China, Market Entry, Negotiating

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The Chinese YES and Commitments

Many of you likely know that a Chinese yes often means no. Chinese will often say what the boss wants to hear out of respect for or fear of the boss.  This is well known. When a contractor says “no problem” then you definitely have a problem as I have mentioned before. You have heard […]

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Posted in: China, China Recruitment - Getting Good People, Chinese Culture, Customers, Negotiating, Sourcing

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