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Mastering Negotiation Strategies for Business Success in China

This guide explores effective negotiation techniques essential for doing business in China. It emphasizes achieving "wise agreements" through principled negotiations, focusing on interests over positions, and maintaining strong relationships. Key strategies include separating people from the problem, brainstorming mutually beneficial options, and using objective criteria. Understanding your Best Alternative to a Negotiated Agreement (BATNA) empowers negotiators. Additionally, be prepared to counter tricky tactics, ensuring negotiations remain constructive and fair.

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Mastering Negotiation Strategies for Business Success in China

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  1. How to negotiate Mapping Business Opportunities in China

  2. Strive to achieve a „wise agreement“ • Any method of negotiation may be fairly judged by three criteria: • It should produce a wise agreement if agreement is possible • It should be efficient (fast) • And it should not damage the relationship between the parties • Most usedmethodofnegotiation: • HARD VS SOFT NEGIOTAION

  3. Make use of principled negotiaions • Four basic points: • People – separate the people from the problem • Interests – focus on interests, not positions • Options – Generate a variety of possibilities for mutual gain before deciding what to do • Use objective criteria

  4. Separate the People from the Problem • Address the other side’s concerns • Negotiators are people first • Put yourself in their shoes

  5. Focus on Interests, Not Positions • For a wise solution reconcile interests not positions. • Reconciling interests rather than positions works for both parties. • How do you identify the interests of the other side?Askwhy! • Make a list of interests • Acknowledgethem!

  6. Invent Options for Mutual Gain • Expand the pie before dividing it. • Obstacles that inhibit the inventing of an abundance of options: • Premature judgment • Searching for a single answer • The assumption of a fixed pie • Thinking that “solving their problem is their problem” • Solution – brainstorm and separateinventingoptionsfromjudgingthem

  7. Insist on Using Objective Criteria • Carrying on a principled negotiation involves two questions: • How do you develop objective criteria? • How do you use them in negotiating? • Negotiating with objective criteria – three points to remember: • Frame each issue as a joint search for objective criteria. • Be open to reason as to which standards are most appropriate. • Never yield to pressure, only to principle.

  8. Developyour BATNA • What is your BATNA? – it is your Best Alternative To a Negotiated Agreement. • Knowing your BATNA protects you against accepting an agreement you should reject and rejecting an agreement you should accept. • Not knowingyourBATNAmakesyouweaker. • The better your BATNA, the greater your power.

  9. What If They Use Dirty Tricks? • Recognize the tactic • Raise the issue explicitly • Question the tactic’s legitimacy and desirability ofbringing it up

  10. Some Common Tricky Tactics • Phony facts • Ambiguous authority • Stressful situations • Personal attacks • The good-guy/bad-guy routine • Threats • Hardhearted partner • A calculated delay • “Take it or leave it.”

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