About Andrew Hupert

Andrew is consultant based in Shanghai who has been working with the Greater China market since 1991. His specializes in helping new China entrants with sales management, marketing and negotiation. Contact him here.

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Archive for April, 2007

Negotiating in China: Partners in Crime

Wednesday, April 11th, 2007

If an American counter-party asked you to issue a fake receipt, forge a contract or commit fraud, you’d probably tell him ‘no’ and then terminate your relationship with him.  At least I hope you would.  Yet when many newly arrived westerners are asked to do the same type of things in China, and a surprisingly […]

Negotiating Sales and Partnerships in China

Tuesday, April 10th, 2007

Approach negotiation as part of the sales process. It’s not an end unto itself; nor is it a minor detail on the way to the final close.
By the time you approach the negotiation phase of a deal, you should have a pretty good idea about your counterparty’s plans, strategies and goals. This is a great […]

Don’t get caught on the wrong side of a Guanxi trade.

Wednesday, April 4th, 2007

Whether you’re new to China or an “old hand”, the Guanxi issue is going to come up during your negotiations. There are only 3 questions you really need to answer when it comes to Guanxi in China.
1)What is it?
Strictly speaking, guanxi translates as “connections”. While almost every business community relies on interpersonal networks and connections […]

Winning Negotiating Techniques for China – Multiple partners

Tuesday, April 3rd, 2007

Here’s a negotiating technique that will make your China-based counter-parties hate you – and your US investors and partners love you. Have multiple potential partners in China, and play one off against the other. You’re going to find yourself with lots of time on your hands, waiting for the other guy to make a decision […]