CHINA

XIMENA PRIETO
JENIFER ALVAREZ
JULIANA CASTILLO
LUISA DIAZ
CAMILO DAZA
SANTIAGO HERNANDEZ
 PREPARATION:
A business meeting in China is
greeted at the entrance to the
building before they enter, for a
physical greeting there are three
possibilities, kiss, handshake and
bowing.
In China, the handshake is reverently
and everyone present is greeted, first
women or the elderly.

the first negotiation meeting you

must pay care and attention to what
you say and do, address any person
first by their last name and then by
their first name.

Meetings require a lot of time and

punctuality, once the decision is
made the execution is fast.
 SET OBJECTIVES
Western negotiators hope to
solve a problem by give and take;
the Chinese, on the other hand,
see it as a battle to be won, as
they have different cultures.
Chinese negotiators work at a
high level and can be unrealistic
and detailed about what can be
accomplished.
China is in an emerging market
situation that they can decide if
they are willing to do business,
with the cultural and social
knowledge to be able to
negotiate, in some cases for
months, contracts with certain
guarantees.
 MAINTAINING
RELATIONSHIPS

-Respect is fundamental and could

guarantee a large part of the pact.

-It is not unusual that in the first

meeting you do not talk about the
business, it is common for them to
talk about general topics that allow
them to know more about the
person with whom they are going to
negotiate.

-The beginning of every conversation

with a Chinese businessman should
be with the respective greeting,
slightly bowing the head and torso
as a symbol of respect and
admiration.
-
 DECISION MAKING
AUTHORITY

In china, the authorty to make

decisions and recutiate vanes
depending on the context and
negotiate varies depending on
the context and structure of the
organitation. in general
important decisions are usually
made by nigh
 TECHNIQUES

Skilled in negotiation
Award contracts
Friend” of China
Role of the CEO, or the
executive

-
 CLOSING THE
DEAL

When you are going to close a

deal, you have to pay attention to
the price you are going to offer,
the payment method, the
delivery times, the guarantees,
the volumes and the after-sales
service
 REFERENCES

https://marketingchino.com/claves-de-exito-para-hacer-negocios-en-china-
contexto-y-tecnicas-de-negociacion-en-china/
https://www.equiposytalento.com/tribunas/scotwork-espana/el-arte-de-
negociar-con-los-chinos-consejos-para-la-negociacion-inter-cultural/2014-03-
15/
THANKS