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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Hide the Bride

Wednesday, March 21st, 2007

American weddings have a charming custom of not letting the intended groom see the bride until the ceremony is well under way.  Chinese negotiators have a similar custom – though it’s a good deal less charming.  In many companies, the real decision-maker never takes part in the actual face-to-face negotiation.  Instead you deal with a […]

Negotiating in China: Swiping the Cab Fare

Tuesday, March 20th, 2007

Western business people put a lot of faith in Win-Win negotiation.  They believe in the notion that if both sides are willing to accept less gain now, they can increase the overall profit potential of the relationship and both come out ahead.  That can lead to problems when negotiating in China, because not all Chinese […]

Negotiating in China: Trust is just the beginning

Tuesday, March 13th, 2007

Negotiating in China requires you to make a wide range of judgments about your counter-party.  If you are negotiating with a local Chinese business person, you have to deal with a host of cultural traditional business practice issues.  The issue of TRUST is going to come up early and often, no matter who the counter […]

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