Question

Which of the following is not true about Chinese negotiation style?

Select one:

a. Chinese partners may continue to negotiate after the contract is signed.

b. Chinese people use a very indirect communication style.

c. Chinese negotiation teams typically have full authority to make deals and sign agreements.

d. Chinese negotiators are very sensitive to price

Question 2

Chinese negotiators tend to send a large but indecisive negotiation team.

True

False

Question 3

To get a good deal in negotiations, you should establish good personal relationships with your Chinese opponents.

Select one:

True

False

Question 4

Chinese negotiators are very efficient. Your company can expect to make a deal very fast.

Select one:

True

False

Question 5

Which of the following is true about Chinese negotiation style?

Select one:

a. The Chinese government is not involved in local companies’ negotiation with foreign companies.

b. Legal contract is more important than trust

c. Chinese value time, so you should start to get down to business immediately when you meet your opponents.

d. Chinese do not think it is a big deal to lie as long as that lie is out of good intention.

Question 6

Imagine you are the representative of your company to negotiate a deal with a potential Chinese company. The meeting is scheduled the morning after you arrive at China. Several people from the Chinese company picked you up in the airport and helped you to check in the hotel in the evening before. Then they propose to take you out for a nice dinner. You are so tired that you just wanted to go to bed as soon as possible. Which of the following is the best decision?

Select one:

a. Tell them you’d love to go to dinner with them.

b. Politely tell them you are too tired and would like to go to bed instead.

c. Politely tell them that you prefer to go out to dinner with them after the deal is done.

d. Politely tell them that you actually have a friend to visit that night but you would love to go out with them the next day.

Answer 1

Ans 1

Option C (Chinese negotiation teams typically have full authority to make deals and sign agreements) is the right answer..

Chinese involve intermediaries in negotiations which makes the process lengthy by increasing levels of hierarchy.

Ans 2

The given statement is True.

Chinese are known to take their time in finalising deals. The negotiating teams are usually large and like to defer decision-making for gaining more information.

Ans 3

The given statement is True.

Chinese place emphasis on relationship building before making business deals. Setting up a rapport with Chinese counterparts prior to a deal is likely to ease the negotiations

Ans 4

The given statement is False.

According to a Harvard study, Chinese use delay as a persuasive tactic. They take their time in getting to a final decision and may defer negotiatiions further for generating more information.

Ans 5

Option D (Chinese do not think it is a big deal to lie as long as that lie is out of good intention) is right.

Chinese tend to focus more on the way things are done. The process of reaching a goal is considered more crucial than meeting the goal itself.

Ans 6

Option A ( tell them you’d love to go to dinner with them) is the right answer.

Chinese place emphasis on relationship building before making business deals. Setting up a rapport with Chinese counterparts prior to a deal is likely to ease the negotiations.