American Business: Succeed in Negotiations with Chinese Businesses

"Knowing the enemy and knowing yourself, you can fight a hundred battles with no danger of being defeat." This famous Chinese idiom can be applied to many situations besides in the real battlefield. For example, it can be used in the political competitions, academic contests, spiritual warfare and business negotiation. To me, anything you are dealing with involves gain or lost, you are fighting in an unseen or visible battle.

Since American culture and Chinese culture is very different, the business culture of these two countries, therefore, has many differences. In my opinion, the most obvious similarity between the American business culture and the Chinese business culture is that the business people from both countries are doing their utmost to achieve their ultimate goal that is to get as much profits as possible.

In order to be successful in doing business with Chinese, it is very important to understand their concepts, values, philosophy and behavior. There are four keys that you need to achieve your goal:

1. The key of personal relationship

Unlike Americans, Chinese people value personal relationship much more than money. In order to success in negotiating with a Chinese businessman, you have to develop a personal relationship with him first. When you become his good friend, he will try his best to give you convenience and benefits. There are some techniques for developing personal relationship with Chinese:

a. Bring a Gift

Bring a gift with you when you see him the first time. The gift does not need to be expensive. Just a nice one is good enough. However, never offer a Chinese a gift that is made in China. Please make sure that the product is made in U.S. A. Chinese people adore American products. Your gift will open his heart to receive you as a friend.