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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General China

5 Chinese Negotiating Styles

Wednesday, December 12th, 2007

Management consultants and academics who look at negotiation sometimes place counterparties on a matrix of 2 dimensions – concern for others’ goals and concern for one’s own goal. 
 Competitive negotiators care only about their own needs and nothing for the counterparties.  They are Win-Lose negotiators.
 Accommodators are those that care more about their counterparty’s needs than their […]

Negotiating in China: Assume NOTHING!

Friday, May 25th, 2007

What do you know?
What do you know you don’t know?
What do you NOT know you don’t know?
Sounds like a word game, or a ‘new age’ philosophy discussion. In China, though, figuring out what you DO NOT know is your top priority for surviving your first year. Before you start doing RESEARCH on […]

Technorati registration. Ignore

Friday, March 30th, 2007

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Successful Negotiating in China: Be Yourself

Wednesday, March 7th, 2007

I’ve been in China long enough to have gotten into the habit of handing people my business card with two hands, the way they do it here.  Whenever another ex-pat sees it, we both laugh.  It’s more or less a holdover from earlier times.
Now I council clients and other newcomers not to do that.  I […]

When negotiating with traditional Chinese organizations, Time is NOT Money.

Thursday, March 1st, 2007

 One principle of negotiating in China is that your most deeply-held assumptions do not necessarilly hold true here. Hard-driving western managers believe that there is a strong correlation between TIME and MONEY. While young, modern Chinese business people in big cities tend to share that opinion, traditional Chinese managers in State Owned Enterprises (SOEs) and […]

Negotiating Sales and Partnerships in China

Monday, February 26th, 2007

Approach negotiation in China as an integral part of the sales process that starts at ‘ni hao’ and continues until well after the contract is signed. 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, […]

Due Diligence on Chinese Consultants

Saturday, February 24th, 2007

Entering the China market is a double-edged sword. On the one hand, it is becoming more and more necessary to participate in the Chinese economy. On the other, finding reliable partners in China , or even locating an appropriate consultant or China business entry expert is becoming a very daunting task.
For every China success story, […]