Foreign investors or exporters enter into various business relations with Chinese partners. This interaction often includes both negotiation on business conditions and a non-business part to strengthen the relationship. However, despite initiating the search for suitable partners with the best intentions and being armed with a list of etiquette how-tos, foreign business people often still find it difficult to forge long-term relationships necessary for successful business. In fact, some are concerned that mistakes in handling business negotiations and dealings in China could result in competitive disadvantages or loss of opportunities. Therefore, how to negotiate and deal with Chinese partners is a constant challenge.
To alleviate this situation, this report provides practical guidelines on how to handle some of the most common business situations between Chinese and foreign parties by describing:
