chapter 2Doing Business in SelectedCountries and Regions
Doing Business in Selected Countries and Regions chapter 2
Countries and Regions: China5.In negotiations, reciprocity is important. If theChinese give concessions, they expect some in return.6.Becausenegotiating can involve aloss of face,it iscommon to find Chinese carrying out the whole processthrough intermediaries.7.During negotiations, it is important not to showexcessive emotion of any kind.Anger or frustrationisviewedasantisocialandunseemly8.Negotiations should be viewed with a long-termperspective. Those who will do best are fhe ones whorealize they are investing in a long-term relationship
Countries and Regions: China 5. In negotiations, reciprocity is important. If the Chinese give concessions, they expect some in return. 6. Because negotiating can involve a loss of face, it is common to find Chinese carrying out the whole process through intermediaries. 7. During negotiations, it is important not to show excessive emotion of any kind. Anger or frustration is viewed as antisocial and unseemly. 8. Negotiations should be viewed with a long-term perspective. Those who will do best are the ones who realize they are investing in a long-term relationship
Countries and Regions: Russia5.Russians like exclusive arrangements and oftennegotiate with just one firm at a time.6.Russians like to do business face-to-face. Sowhen they receive letters or faxes, they oftenput them'on their desk but do not respond tothem.7.Keep financial information personal. Russians waituntil they know their partner well enough to feelcomfortablebefore sharing financial data.8.Research the company. In dealing effectivelywith Russian partners, it is helpful to getinformation about this company,its managementhierarchy, and how it typically does business
Countries and Regions: Russia 5. Russians like exclusive arrangements and often negotiate with just one firm at a time. 6. Russians like to do business face-to-face. So when they receive letters or faxes, they often put them on their desk but do not respond to them. 7. Keep financial information personal. Russians wait until they know their partner well enough to feel comfortable before sharing financial data. 8. Research the company. In dealing effectively with Russian partners, it is helpful to get information about this company, its management hierarchy, and how it typically does business