Sun Tzu and the Art of Winning Negotiations in China

Sun Tzu and the Art of Winning Negotiations in mainland china   by c.j. Ng        To many an(prenominal) of his colleagues, Sandro is an old China-hand.  Having been working in various cities in China for the past 7 years, Jack has more working view here than most of his Chinese colleagues.        One of the let on triumph factors that attributes to Sandros career success in China is that he takes cadence and patience to listen and encounter his Chinese colleagues, suppliers and partners.  While around of the business practices in China may be truly different, even contradictory, with the ones in his native Germany, Sandro has always been patient luxuriant to understand why certain things are done in certain ways, and then seek to get his Chinese counterparts understand why some things have to be done the world(prenominal) way.        Hence, when it was time to negotiate a major deal with a key supplier, Sandro decided to have his Chinese Project manager take the lead in the negotiations.  As Sandro had non had the devour negotiating for such a large project in China yet, he thought it may be a adept idea to learn from the local expert.      The Chinese Project Manager, Mr. Chen, dual-lane with Sandro his negotiating strategy, which is to divulge nothing and squeeze them for the lowest price.  And that was what he did.

       middle(prenominal) through the negotiations, Sandro found things to be diverting away from his goals, such as: While the company does have a insurance policy of minimising purchasing costs, there have been frequent cases of suppliers increasing prices unilaterally because they just realised the agree prices were below their costs.  If the buyer does not agree to the increased prices, the seller will cut the supplies.  And since the agreed prices were below costs, the buyer then could not find another(prenominal) alternative suppliers to supply at such prices too. One of the key requirements for this deal is to have the supplier commit on various quality and delivery guarantees,... If you want to get a beat essay, order it on our website: Ordercustompaper.com

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